Business Development Director, Marketplace

Salesforce•Chicago, NY

4d•Remote

About The Position

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. This role is responsible for marketplace GMV velocity, owning the adoption of evolved marketplace functionality to deliver meaningful incremental ACV growth and accelerating overall GTM automation and transformation. Convincing established enterprise partners to commit their core products, services and revenue streams to a nascent marketplace is an exceptionally difficult, deeply sophisticated sales pitch. This role is not a traditional partner management function; it is a senior, strategic co-selling position. Furthermore, as the GTM App evolves, this individual will architect a brand-new commercial capability for Salesforce: building the end-to-end framework that allows partners to list and transact their entire solutions—comprising both software products and attached professional/managed services —directly with customers. This role will be responsible for driving incremental revenue through Salesforce’s transactable partners, customers and sellers.

Requirements

8+ years of professional enterprise software experience, with a minimum of 4–5 years specifically operating as a specialized marketplace overlay, category lead, or business development manager within a software marketplace ecosystem.
Deep, firsthand understanding of hyperscaler marketplace dynamics, including Custom Private Offers, multi-party transactional frameworks, and the monetization of third-party professional services.
Proven history of managing and driving $5M+ in cloud marketplace transactional volume, with a demonstrated ability to navigate matrixed global sales organizations.
Comfortable operating in high ambiguity and defining net-new business motions from scratch.
Proven ability to influence and consult at the partner C-suite level regarding revenue operations and business model shifts.

Responsibilities

Act as the specialized marketplace execution expert, stepping into high-stakes, complex partner engagements alongside the AgentExchange GTM Transformation team to deliver the marketplace value proposition and secure structural commitments.
Maintain strict ownership over the transaction pipeline, stepping into active enterprise deals to unblock multi-party commercial structures and accelerate deal velocity.
Define custom deal mechanics, private offer frameworks, and flexible pricing models, partnering directly with Strategy, Legal, RevOps, and Deal Desk to ensure the field is completely unblocked and ready to transact.
Act as a trusted strategic consultant to partner C-suites (CEOs, CFOs, CROs), guiding them through the intense revenue model, billing infrastructure, and internal sales compensation transformations required to successfully shift to a marketplace-first business model.
Treat the roll-out of the GTM App as a profound change management program rather than a simple feature launch, directly addressing partner friction regarding margin preservation and field sales alignment.
Act as the strategic feedback loop between strategic partners and the Product organization. Collect and prioritize input on missing features (especially regarding services monetization), building data-driven business cases that separate true roadmap priorities from one-off requests.
Own the pipeline tracking, KPIs, reporting, and roadmap reviews for this motion. Ensure all internal workflows and program management strategies are AI-first by default, leveraging automation to maximize ecosystem scale.
Work as part of the team responsible for designing, building, and institutionalizing the net-new commercial playbooks that allow partners to package and sell multi-element offers (core software subscriptions bundled with professional, advisory, implementation, or managed services) via the GTM App.
Work cross-functionally to establish the baseline mechanics for how services procurement, milestone tracking, and complex billing allocations are structured and approved within the marketplace ecosystem.
Identify, target, and sign tier-1 anchor partners to pilot the bundled software-and-services model, capturing deep operational learnings to build a scalable, repeatable playbook for the broader Global Partnerships team.