Senior Business Development Manager - ISV Partnership

Salesforce•San Francisco, CA

About The Position

Salesforce is seeking a talented partnerships professional and team player with great energy and initiative to fill a strategic and highly visible role in the future development of our partner ecosystem. As a member of the ISV Business Development team, you will be responsible for generating, managing, and driving high-impact, revenue-generating partnerships. This includes generating partnership strategy, leading commercial strategy, and handling relationships and negotiations for partnership deals which can be non-traditional in nature, require sophisticated stakeholder management, and business case development. The role will require concurrently driving multiple deals or initiatives with partners to complement our solutions, create a new industry or vertical footprint leveraging the Salesforce technology stack and/or drive a unique go-to-market business partnership to accelerate our indirect and direct sales.

Requirements

7+ years in ISV sales, ecosystem management, business development, strategic partnerships, corporate development, or platform strategy—ideally in SaaS, AI, data, or cloud ecosystems.
Proven experience leading complex deal cycles and building new business models (e.g., rev shares, embedded experiences, ecosystem monetization).
Understanding of the Salesforce platform—including APIs, workflows, agents, automation—and its ecosystem potential.
Familiarity with generative AI, LLMs, data analytics platforms, and cloud data architecture.
Strong commercial instincts combined with the ability to work effectively across technical and non-technical stakeholders.
Excellent verbal and written communication skills, including business case development and partner storytelling.
Ability to structure and analyze quantitative impacts of partnerships on the business.

Responsibilities

Expansion of Salesforce Ecosystem: Source and close strategic resell (OEM) partnerships that extend Salesforce distribution by identifying, engaging and convincing third parties to build product on the Salesforce platform.
Add new partners to the Salesforce ecosystem via integration, agents and data connectivity.
Identify whitespace where platform gaps exist, and craft partner-driven solutions to address them—leading everything from deal structure to internal alignment.
Activate and help scale Agentforce by identifying ecosystem partners that can enhance intelligent agent workflows and in-context AI capabilities.
Champion creative business models that unlock value for our customers while ensuring mutual success for partners.
Strategic Deal Execution: Own the full partnership lifecycle: from market opportunity analysis and initial outreach through to negotiation, contracting, and GTM readiness.
Navigate ambiguity, prioritize thoughtfully, and move quickly to structure first-of-kind deals.
Ensure partner engagements are scalable and built for long-term success—but your focus is on building new, not managing existing.
Cross-Functional Influence: Partner with key internal stakeholders across Product, Legal, Finance, Operations and Sales.
Act as a thought leader across the company on what’s happening in the ISV partner landscape and ecosystem.
Contribute to strategy sessions, internal readouts, and investment cases with insight and clarity.