Director, Business Development

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Business Development based in Canada.

This is a high-visibility leadership opportunity to build and scale a strategic partnerships function within a fast-growing restaurant technology business. You will identify and develop partnerships that expand revenue, accelerate customer acquisition, and unlock new market opportunities. The role combines strategic thinking with hands-on execution, from partner discovery and qualification through negotiation, launch, and ongoing growth. You will work closely with Sales, Product, Marketing, Finance, Legal, Engineering, and executive leadership to turn promising opportunities into measurable business results. The ideal candidate thrives in ambiguity, creates structure where none exists, and brings strong commercial judgment to complex partnership opportunities. This role offers significant ownership, visibility, and the opportunity to shape a scalable business development strategy from the ground up.

• Own the business development function, including the partner evaluation framework and the end-to-end partner journey from initial discovery through commercial agreement and market launch.
• Identify, source, qualify, and prioritize strategic partnership opportunities based on their potential to generate revenue, acquire new restaurant customers, expand market reach, and unlock product capabilities.
• Align partnership strategies with broader business objectives, revenue targets, go-to-market priorities, and product roadmaps while identifying high-impact opportunities.
• Develop strong product and technical knowledge to communicate effectively with prospective partners about platform capabilities, integrations, APIs, and opportunities for market expansion.
• Lead a structured business development process covering prospecting, discovery, qualification, commercial modeling, deal structuring, negotiation, contracting, and in-market execution.
• Build and manage relationships with technology, integration, referral, channel, and other ecosystem partners, ensuring partnerships deliver measurable commercial and customer outcomes.
• Evaluate opportunities to enter new markets or adjacent verticals and help determine whether the optimal approach is to build, buy, or partner.
• Collaborate closely with executive leadership and cross-functional teams across Sales, Product, Marketing, Finance, Legal, Engineering, Customer Success, and other functions to ensure partnership initiatives are aligned and executable.
• Develop project plans and launch strategies for new partnerships, establish stakeholder accountability, and monitor progress against timelines and commercial objectives.
• Facilitate partner business reviews, maintain feedback loops across internal teams, and continuously improve the partnership development framework based on market insights and performance.
• Monitor industry trends, competitive developments, and emerging opportunities to proactively surface new partnership ideas and strategic risks.
• Represent the organization at industry conferences, partner meetings, and other relevant events, traveling periodically across the United States as required.

Requirements

• 8–10 years of experience in partnerships, business development, channel or reseller programs, strategic alliances, or POS integration, ideally within restaurant technology or a closely related technology ecosystem.
• Proven track record of sourcing and closing new partnerships that generated measurable revenue, customer acquisition, or other meaningful commercial growth rather than focusing solely on relationship management.
• Strong commercial acumen, including experience evaluating partnership opportunities, developing financial models, structuring agreements, and negotiating mutually beneficial commercial terms.
• Demonstrated ability to operate effectively in ambiguous environments, identify opportunities independently, and build structured processes and frameworks from the ground up.
• Working knowledge of APIs and technical integrations, with the ability to communicate confidently with Product and Engineering teams and understand how technology capabilities can support partnership opportunities.
• Strong strategic and analytical thinking, with the ability to assess markets, prioritize opportunities, and connect partnership initiatives to broader business and revenue objectives.
• Excellent relationship-building and communication skills, with the ability to influence executives, internal stakeholders, and external partners.
• Highly organized, detail-oriented, self-motivated, and capable of managing multiple complex initiatives simultaneously.
• A proactive mindset and willingness to challenge existing approaches, experiment with new ideas, and continuously improve business development processes.
• Strong passion for supporting independent and local restaurants and understanding of the challenges they face in a competitive digital marketplace.

Benefits

• Estimated on-target earnings of $200,000–$250,000 , depending on experience and location.
• Ongoing training, professional development, and growth opportunities.
• Comprehensive medical, dental, and vision insurance.
• Mental health and wellness programs.
• Unlimited paid vacation.
• 7 weeks of paid baby bonding leave for new parents within the first year following birth or adoption.
• 8 weeks of paid pregnancy leave.
• 401(k) matching.
• Employer-supported student loan assistance or continuing education reimbursement.
• Employee stock incentive plan.
• Pet insurance.
• A supportive, inclusive, and collaborative work environment with a strong focus on employee experience.
• Clear goals, consistent leadership, autonomy, and accountability.
• Remote work flexibility for eligible U.S.-based employees.
• Opportunities to work directly with senior leadership and influence strategic growth initiatives.
• Periodic travel to industry events, partner locations, and company headquarters as business needs require.