Business Development Director, Marketplace

Salesforce
New York, Chicago, San Francisco
Workplace: HybridFull timeUSD 197,300 - 313,700 annuallyFunction: Business Development & PartnershipsExperience: 8+ yearsSkills: ["Strategic consulting","Change management","Partner advisory","Data-driven decision making","Cross-functional collaboration"]

Drive high-touch marketplace co-selling for Salesforce’s ISV ecosystem, owning marketplace GMV velocity and the adoption of marketplace functionality to increase incremental ACV. Partner with Strategy, Legal, RevOps, and Deal Desk to architect complex deal mechanics and reduce time-to-contract for enterprise transactions. Advise partner C-suites on marketplace revenue model and billing transformations, lead AI-first governance via KPIs and pipeline tracking, and help launch bundled software-and-services marketplace pilots.

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FursaFursa
Salesforce
Salesforce
2 days ago

Business Development Director, Marketplace

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Job Summary

Drive high-touch marketplace co-selling for Salesforce’s ISV ecosystem, owning marketplace GMV velocity and the adoption of marketplace functionality to increase incremental ACV. Partner with Strategy, Legal, RevOps, and Deal Desk to architect complex deal mechanics and reduce time-to-contract for enterprise transactions. Advise partner C-suites on marketplace revenue model and billing transformations, lead AI-first governance via KPIs and pipeline tracking, and help launch bundled software-and-services marketplace pilots.
Location: New York, Chicago, San Francisco
Workplace: Hybrid
Employment Type: Full time
Job Function: Business Development & Partnerships
Seniority: Director level

Key Responsibilities

  • •Act as a specialized marketplace execution expert in complex enterprise partner engagements to deliver the marketplace value proposition and secure structural commitments.
  • •Maintain strict ownership of the transaction pipeline, unblocking multi-party commercial structures and accelerating deal velocity.
  • •Design custom deal mechanics, private offer frameworks, and flexible pricing models in partnership with Strategy, Legal, RevOps, and Deal Desk.
  • •Advise partner C-suites through revenue model, billing infrastructure, and sales compensation transformations for a marketplace-first model.
  • •Own AI-first operational governance: pipeline tracking, KPIs, reporting, and roadmap reviews; advocate for missing features with data-driven business cases; help launch bundled software-and-services marketplace pilots.

Pay and Benefits

Salary: USD 197,300 - 313,700 annually
Perks:Time OffHealth InsuranceDentalVisionPaid ParentalLife Insurance401kEquity

Key Requirements

  • •8+ years of professional enterprise software experience, including 4–5 years operating as a specialized marketplace overlay, category lead, or business development manager in a software marketplace ecosystem.
  • •Deep knowledge of hyperscaler marketplace dynamics, including Custom Private Offers, multi-party transactional frameworks, and monetization of third-party professional services.
  • •Proven ability to manage and drive $5M+ in cloud marketplace transactional volume and navigate matrixed global sales organizations.
  • •Ability to define net-new business motions from scratch in high ambiguity and consult at the partner C-suite level on revenue operations and business model shifts.
  • •Comfort executing marketplace adoption and operational change management for partners to sell through the marketplace.
Experience:8+ yearsEnterprise softwareCloud marketplaceSoftware marketplace ecosystem
Skills:Strategic consultingChange managementPartner advisoryData-driven decision makingCross-functional collaboration
Tech Stack:AI

Company Brief

Salesforce
Provides a leading cloud-based customer relationship management (CRM) platform with sales, service, marketing, analytics, and integration tools that empower businesses to manage customer relationships and digital transformation at scale.
Industry: SaaS
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 1999
Glassdoor
Glassdoor: 4.1
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