Senior Director, Strategic Partnerships – Business Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify opportunities where partnerships can enhance acquisition, retention, membership value, distribution, and brand presence, then create a prioritized roadmap for target partners.

• Establish connections with major brands and oversee negotiations from initial pitch to term sheet and execution.

• Create product and marketing integrations centered around the customer experience.

• Analyze deal economics, covering revenue, customer acquisition cost (CAC), lifetime value (LTV), membership attach rates, and build/support expenses.

• Lead negotiations and formulate sustainable commercial agreements.

• Collaborate with Product, Engineering, Marketing, Finance, and Legal teams for each deal, managing execution from concept through to launch.

• Define partner key performance indicators (KPIs) and conduct business evaluations.

• Scale successful partnerships while phasing out those that underperform.

• Develop business development processes, tools, pipeline reporting, and eventually recruit and nurture a high-performing team.

• Represent Fi at industry events and engage with executives.

• Provide insights on industry trends, competitors, and emerging opportunities.

⛳️ Requirements

• Over 10 years of experience in business development, strategic partnerships, or corporate development, with a minimum of 5 years specifically in business development.

• Extensive experience in direct-to-consumer (D2C) and subscription models.

• Knowledge of how partnerships influence acquisition, conversion, retention, and LTV.

• Preferred experience in a brand that also operates in retail, with an understanding of channel economics.

• Proven history of initiating and closing significant brand deals.

• Ideally, experience with platform or ecosystem partnerships such as carriers, insurance, veterinary services, smart home technologies, payment systems, or app integrations.

• A strong network among brands, platforms, and retailers.

• Advantageous experience in sectors like pet care, consumer electronics, wearables, or health and wellness.

• Excellent financial modeling capabilities, including constructing deal models, running scenarios, and validating assumptions.

• A background in strategy, finance, or consulting is beneficial.

• Exceptional negotiation abilities.

• Proficiency in commercial terms such as exclusivity, revenue sharing, data sharing, intellectual property, and co-marketing agreements.

• Innovative instincts in product and marketing.

• Demonstrated cross-functional leadership, guiding deals from conception to launch.

• Experience in building and leading a business development team.

• Executive presence, with the ability to pitch to a partner’s C-suite and prepare recommendations for leadership.

• Comfortable navigating ambiguity in a fast-paced, high-growth environment.

🏝️ Benefits

• Equity compensation.

• Flexible paid time off (PTO).

• Comprehensive medical insurance.

• Complete dental insurance.

• Full vision insurance.

• Complimentary access to One Medical services.

• Free access to Kindbody services.

• Complimentary access to Talkspace.

• Dog-friendly office environment.

• Annual $500 donation to a dog charity of your choice through the BarkBack Program.

• Complimentary Fi membership for pets.

• Gifting program for friends and family.