Director, Strategic Business Development (Austin, United States)
LumApps SAS, Austin, TX, United States
Director, Strategic Business Development
As a Director, Strategic Business Development, you are the engine of our indirect revenue growth, with a high-level leadership role focused on long-term growth rather than immediate, short-term sales. While a Sales Director focuses on hitting monthly targets, the Director, Strategic Business Development is about shaping the future of the company through high-value partnerships, market expansion, and structural opportunities. You will identify and close high-value partnerships with organizations that want to embed our technology into their own product ecosystem. You are not just selling a tool; you are selling a business opportunity.
Responsibilities
Target Identification: Prospect and "hunt" for agency partners, enterprise resellers, and industry‑specific service providers who can scale our product under their own brand.
Complex Deal Structuring: Lead the full sales cycle for white-label agreements, including complex negotiations around licensing fees, tiered pricing, and intellectual property terms.
Strategic Positioning: Masterfully articulate the ROI of a "buy vs. build" strategy to C‑suite executives at potential partner firms.
Cross‑Functional Collaboration: Partner with Product and Engineering teams to ensure the white‑label environment (API access, custom branding capabilities) meets the needs of large‑scale partners.
Market Analysis: Keep a pulse on the North American tech scene and SaaS trends to identify emerging verticals ripe for white‑labeling.
Strategic Prospecting: Identify and recruit high‑potential white‑label partners (Digital Agencies, Managed Service Providers, and SaaS platforms in adjacent verticals).
The "White‑Label" Pitch: Clearly articulate the value of a "buy vs. build" strategy, focusing on how our platform can increase the partner's LTV (Lifetime Value) and MRR (Monthly Recurring Revenue).
Deal Structuring: Negotiate complex partnership agreements including wholesale license pricing, setup fees, and customized Service Level Agreements (SLAs).
Partner Enablement: Lead the initial onboarding of new partners, ensuring their sales and support teams understand how to position the rebranded product.
Pipeline Management: Maintain an active "hunter" pipeline within Salesforce, accurately forecasting quarterly partner‑driven revenue.
Qualifications
Experience: 5+ years in SaaS, specifically in Partnerships, Channel Management, or Customer Success. Experience in a BtoBtoC environment is a significant advantage, particularly within sectors like insurance and brokerage.
White‑Label/OEM Knowledge: Proven experience managing OEM, Embedded, or White‑Label software relationships.
Project Management: Strong organizational skills (PMP or Agile certification is a plus) to manage cross-functional timelines and deliverables.
Communication: Exceptional ability to understand, challenge and communicate technical concepts to business leaders and business value to technical teams.
Autonomy: You will have the freedom to define the processes and playbooks needed to make this partnership successful, and provide the right level of escalations to leadership when decisions need to be made.
Technical Aptitude: Familiarity with the Employee Experience (EXP) or Intranet market; basic understanding of APIs, SSO (Single Sign‑On), and web/mobile applications.
Diplomacy: Ability to say "no" to feature requests while maintaining a positive relationship.
Empathy: You can view the product through the lens of the partner, understanding that their reputation is on the line when our software glitches.
Grit: You are willing to get hands‑on to solve operational blockers.
Benefits
️ Generous Paid Leave – 25 vacation days (prorated based on hire date), 9 sick days, 10 paid holidays, plus 2 floating holidays
Health Insurance – United Healthcare, 100% employer‑paid benefits from day 1
401k Retirement Plan – We match 100% of your contribution up to 4%
Family‑Friendly Policy – Inclusive maternity & paternity leave
Team Celebrations & Seasonal Events – Because culture matters
Equipment - We provide you with a laptop
Equal Opportunity Statement
We aim to celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applications from candidates of all backgrounds, identities, and experiences.
#J-18808-Ljbffr
As a Director, Strategic Business Development, you are the engine of our indirect revenue growth, with a high-level leadership role focused on long-term growth rather than immediate, short-term sales. While a Sales Director focuses on hitting monthly targets, the Director, Strategic Business Development is about shaping the future of the company through high-value partnerships, market expansion, and structural opportunities. You will identify and close high-value partnerships with organizations that want to embed our technology into their own product ecosystem. You are not just selling a tool; you are selling a business opportunity.
Responsibilities
Target Identification: Prospect and "hunt" for agency partners, enterprise resellers, and industry‑specific service providers who can scale our product under their own brand.
Complex Deal Structuring: Lead the full sales cycle for white-label agreements, including complex negotiations around licensing fees, tiered pricing, and intellectual property terms.
Strategic Positioning: Masterfully articulate the ROI of a "buy vs. build" strategy to C‑suite executives at potential partner firms.
Cross‑Functional Collaboration: Partner with Product and Engineering teams to ensure the white‑label environment (API access, custom branding capabilities) meets the needs of large‑scale partners.
Market Analysis: Keep a pulse on the North American tech scene and SaaS trends to identify emerging verticals ripe for white‑labeling.
Strategic Prospecting: Identify and recruit high‑potential white‑label partners (Digital Agencies, Managed Service Providers, and SaaS platforms in adjacent verticals).
The "White‑Label" Pitch: Clearly articulate the value of a "buy vs. build" strategy, focusing on how our platform can increase the partner's LTV (Lifetime Value) and MRR (Monthly Recurring Revenue).
Deal Structuring: Negotiate complex partnership agreements including wholesale license pricing, setup fees, and customized Service Level Agreements (SLAs).
Partner Enablement: Lead the initial onboarding of new partners, ensuring their sales and support teams understand how to position the rebranded product.
Pipeline Management: Maintain an active "hunter" pipeline within Salesforce, accurately forecasting quarterly partner‑driven revenue.
Qualifications
Experience: 5+ years in SaaS, specifically in Partnerships, Channel Management, or Customer Success. Experience in a BtoBtoC environment is a significant advantage, particularly within sectors like insurance and brokerage.
White‑Label/OEM Knowledge: Proven experience managing OEM, Embedded, or White‑Label software relationships.
Project Management: Strong organizational skills (PMP or Agile certification is a plus) to manage cross-functional timelines and deliverables.
Communication: Exceptional ability to understand, challenge and communicate technical concepts to business leaders and business value to technical teams.
Autonomy: You will have the freedom to define the processes and playbooks needed to make this partnership successful, and provide the right level of escalations to leadership when decisions need to be made.
Technical Aptitude: Familiarity with the Employee Experience (EXP) or Intranet market; basic understanding of APIs, SSO (Single Sign‑On), and web/mobile applications.
Diplomacy: Ability to say "no" to feature requests while maintaining a positive relationship.
Empathy: You can view the product through the lens of the partner, understanding that their reputation is on the line when our software glitches.
Grit: You are willing to get hands‑on to solve operational blockers.
Benefits
️ Generous Paid Leave – 25 vacation days (prorated based on hire date), 9 sick days, 10 paid holidays, plus 2 floating holidays
Health Insurance – United Healthcare, 100% employer‑paid benefits from day 1
401k Retirement Plan – We match 100% of your contribution up to 4%
Family‑Friendly Policy – Inclusive maternity & paternity leave
Team Celebrations & Seasonal Events – Because culture matters
Equipment - We provide you with a laptop
Equal Opportunity Statement
We aim to celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applications from candidates of all backgrounds, identities, and experiences.
#J-18808-Ljbffr