Business Development Leader

Summary

Join ZenBusiness as the Leader of Business Development and build our Enterprise Partnership unit. This remote role, reporting to the CPO, requires 15+ years of experience in business development or enterprise sales within the small business ecosystem. You will develop and execute partnership strategies, secure high-value contracts, and manage relationships with senior executives. The position involves collaborating across departments, analyzing market trends, and leading complex negotiations. Growth potential exists to build a team as partnerships expand. ZenBusiness offers a remote-first culture with competitive benefits.

Requirements

• 15+ years of experience in business development or enterprise sales in the small business ecosystem, with a proven track record of building and managing a prospect pipeline, negotiating agreements, collaborating with the product team, and scaling partnerships
• Bachelor’s or Master’s degree or equivalent experience on the job
• Deep understanding of the complexities of long sales cycles, stakeholder management, and the ability to navigate large organizations to secure deals

Responsibilities

• Build and grow the Enterprise Partnership unit
• Develop and execute partnership strategies
• Identify and secure high-value, long-term contracts with large organizations
• Build and maintain relationships with senior executives at partner organizations
• Optimize the partnership process
• Collaborate across departments to align on opportunities
• Analyze market trends to refine strategies
• Lead complex partnership negotiations
• Provide accurate forecasts for partner-driven revenue and pipeline contributions
• Drive revenue growth by leveraging and expanding key enterprise partnerships
• Collaborate with partners to create joint value propositions and go-to-market strategies
• Monitor performance metrics like partner-driven revenue, activation rates, and partner retention
• Build and nurture long-term relationships with senior executives at partner organizations
• Act as the primary point of contact for enterprise partners, ensuring satisfaction and addressing escalations
• Develop joint business plans with partners to drive mutual success and account growth
• Establish and refine processes for onboarding, managing, and scaling enterprise partnerships
• Implement tools like partner relationship management (PRM) software to track and optimize partner performance
• Ensure the team adheres to best practices in partner engagement and management
• Work closely with marketing, product marketing, and product teams to align on partnership opportunities and execution
• Partner with customer success teams to ensure seamless integration and support for joint customers
• Collaborate with legal and finance teams to negotiate and formalize partnership agreements
• Conduct market research to identify trends, industry needs, and competitive partnership dynamics
• Use insights to refine partnership offerings, positioning, and strategies
• Stay informed about emerging technologies and trends that could impact partnerships
• Lead complex partnership negotiations, including terms, responsibilities, and joint goals
• Structure partnership agreements to drive long-term value for both parties
• Ensure alignment on shared KPIs and success metrics
• Provide accurate and timely forecasts for partner-driven revenue and pipeline contributions using Salesforce
• Analyze partnership performance data to identify trends, opportunities, and areas for improvement
• Present insights and recommendations to senior leadership to inform company strategy
• Act as a spokesperson for the company in partner meetings, industry events, and conferences
• Promote the organization’s value proposition to existing and prospective partners
• Build a strong personal and corporate brand in the enterprise partner ecosystem
• Create pitch materials and refine those on an ongoing basis

Preferred Qualifications

Experience in rapidly scaling startups or high-growth companies, especially within the tech, eComm, or SaaS sectors

Benefits

• Medical, vision, dental, disability, and life insurance
• Parental and military leave
• Employee assistance program
• 401k + match
• Annual bonus
• Pet insurance
• RSUs
• Paid parking (applicable to in-office employees)
• 10 paid holidays
• Remote work