Director, Strategic Business Development
LumApps
full-time
Posted on:
Location Type: Hybrid
Location: Austin • Texas • United States
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Job Level
Tech Stack
About the role
- 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.
Requirements
- 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.
- Proven experience managing OEM, Embedded, or White-Label software relationships.
- Strong organizational skills (PMP or Agile certification is a plus) to manage cross-functional timelines and deliverables.
- Exceptional ability to understand, challenge and communicate technical concepts to business leaders and business value to technical teams.
- 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.
- Familiarity with the Employee Experience (EXP) or Intranet market; basic understanding of APIs, SSO (Single Sign-On), and web/mobile applications.
- Ability to say "no" to feature requests while maintaining a positive relationship.
- You can view the product through the lens of the partner, understanding that their reputation is on the line when our software glitches.
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SaaSPartnershipsChannel ManagementCustomer SuccessOEM software relationshipsEmbedded software relationshipsWhite-Label software relationshipsAPISSOweb applications
Soft Skills
organizational skillscommunication skillsnegotiation skillscross-functional collaborationstrategic positioningproblem-solvingrelationship managementpipeline managementadaptabilityleadership
Certifications
PMPAgile