Business Development Manager (Partnerships)

Middesk • San Francisco, CA

40d • Hybrid

About The Position

We're looking for a Business Development Manager to source, close, and launch the next wave of revenue-generating partnerships at Middesk. Your focus will be on identifying and securing new co-selling and referral partnerships with leading platforms across fintech and B2B SaaS - partnerships that directly drive customer acquisition and revenue growth. This is a high-impact, externally facing role for someone who loves the hunt - building relationships from the ground up, navigating complex organizations, and structuring deals that deliver measurable results. You'll join a small, foundational team responsible for shaping how partnerships accelerate Middesk's go-to-market strategy, working end-to-end from prospecting and negotiation through to go-to-market execution. We follow a hybrid work model, and for this role, there is an expectation of 2 days per week in our SF or NYC office. Candidates should be based within a commutable distance, as we believe in the value of in-person collaboration and building strong team connections while also supporting flexibility where possible.

Requirements

• 4+ years of experience in business development, partnerships, or strategic sales - ideally in B2B SaaS, fintech, or other complex/regulated industries.
• Proven hunter mentality with a track record of sourcing and closing net-new commercial partnerships.
• Comfortable navigating complex organizations and negotiating agreements that involve both commercial and technical elements.
• Strong commercial acumen - you know how to spot mutual value, quantify opportunity size, and build a clear business case.
• Excellent communicator who can build trust externally while aligning internal stakeholders around shared goals.
• Energized by building in a fast-moving, evolving environment; excited to define how partnerships contribute to Middesk's growth story.

Responsibilities

• Hunt and Close New Partnerships: Identify, prioritize, and secure new co-selling and referral partnerships that expand Middesk's market reach and drive net-new revenue.
• Develop a Repeatable Partner Pipeline: Build a systematic approach to outbound sourcing, qualification, and deal progression to ensure a steady flow of high-quality partner opportunities.
• Negotiate and Structure Deals: Lead negotiations across business, product, and executive stakeholders to create win-win partnerships that generate measurable business impact.
• Launch and Enable Partners: Own the go-to-market activation of new partnerships, collaborating with Sales and Marketing to drive early partner engagement and customer conversions.
• Collaborate Internally: Partner closely with Sales, Marketing, and Product teams to align partnership motions with broader GTM priorities and surface insights that influence roadmap and messaging.
• Shape Middesk's BD Playbook: Define the frameworks, outreach strategies, and success metrics that will scale our business development efforts across industries.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Industry: Publishing Industries
• Education Level: No Education Listed
• Number of Employees: 101-250 employees