Vice President, Business Development

Accountabilities:

The Vice President, Business Development will own the strategy, execution, and performance of new partnership growth, combining direct commercial leadership with team development and cross-functional collaboration. Key responsibilities include:

• Strategic Partnership Development: Identify, prioritize, and secure partnerships in new categories, including mortgage and title, real estate, relocation, moving, insurance, and retail, focusing on organizations that engage consumers 30–90 days before moving day.

• Executive-Level Relationship Building: Develop relationships with senior leaders at prospective partners, lead strategic discussions, negotiate commercial opportunities, and personally close high-value platform partnerships.

• Business Development Strategy: Define which market categories to pursue, the order of expansion, the value proposition for each segment, and the partnership models most likely to generate sustainable revenue.

• Team Leadership and Growth: Build and lead the business development organization, determining team structure, category ownership, hiring priorities, seller capabilities, and resource requirements.

• Outbound Sales Optimization: Develop and improve outreach strategies that establish access to priority partners and move opportunities efficiently from initial engagement through signed agreements.

• Commercial Structuring and Negotiation: Define partnership terms in collaboration with Legal and Finance, including compensation, revenue sharing, exclusivity, contract duration, and data rights, while protecting margins and profitability.

• Full-Service Portfolio Positioning: Present the complete home services offering, including broadband, energy, insurance, home security, home warranty, and moving services, tailoring solutions to each partner's customer journey.

• Product and Engineering Alignment: Collaborate with Product and Engineering to translate partner requirements into product capabilities, including guided experiences that support multiple services for consumers earlier in their moving process.

• Market Intelligence and Competitive Analysis: Maintain a detailed understanding of industry players, competing partnership strategies, existing integrations, commercial models, pricing, and market trends to inform business development decisions.

• Revenue Ownership and Performance Management: Own new partnership revenue, establish clear targets, monitor pipeline performance, and provide executive leadership with accurate forecasting and progress updates.

• Sales Operations and Forecasting: Establish effective pipeline management, CRM discipline, sales forecasting, and performance coaching to help the team consistently achieve its goals.

• Partner Launch and Activation: Work with Account Management to ensure a smooth transition from signed agreements to implementation, helping new partners launch quickly and realize value.

• Resource and Capacity Prioritization: Balance partnership opportunities against available Product and Engineering capacity, prioritizing deals according to commercial potential, strategic value, and unit economics.

• Cross-Functional Leadership: Secure alignment across executive leadership and internal teams, ensuring business development initiatives support broader company objectives.

Requirements:

The ideal candidate is a commercially driven executive with extensive experience developing enterprise partnerships, entering new markets, and building business development teams. They combine strategic thinking with hands-on deal execution, financial acumen, and the ability to navigate complex organizations. Required qualifications and skills include:

• At least 10 years of experience in business development, strategic partnerships, or enterprise sales, including several years leading a team.

• A proven track record of personally closing large platform partnerships and growing partner revenue year over year.

• Experience expanding a business into new categories or audiences, including identifying attractive markets, building an entry strategy, and securing initial accounts directly.

• Experience with B2B2C business models in which products or services are embedded into partner platforms and offered to their customers. Relevant environments may include marketplaces, embedded finance, proptech, telecom channels, and affiliate partnerships.

• Demonstrated ability to manage the full sales cycle, from prospecting and initial pitches through commercial modeling, contract negotiation, and post-signature handoff.

• Experience building or transforming an outbound sales organization, including team design, pipeline development, CRM processes, forecasting, and seller coaching.

• Technical fluency sufficient to sell integration-based solutions, collaborate with Product and Engineering leaders, and translate partner needs into actionable product requirements.

• Strong commercial and financial acumen, including an understanding of unit economics, revenue models, profitability, and margin management.

• Ability to prioritize a large opportunity pipeline against limited product development and engineering resources.

• Confidence communicating with senior executives and influencing stakeholders both externally and internally.

• Proven people leadership skills, including recruiting, developing, motivating, and retaining high-performing teams.

• A self-directed approach and the ability to make sound decisions in a fast-paced environment with ambiguity and evolving priorities.

• Experience in home services, telecommunications, proptech, real estate, moving, or utilities is preferred.

• Work authorization: This position does not offer visa sponsorship or visa sponsorship transfers, including for candidates on H-1B, F-1, OPT, STEM-OPT, or TN visas. Corp-to-corp arrangements are not available.

Benefits:

• Base salary: $190,000–$288,000 per year, with actual compensation depending on location, experience, and qualifications.

• Performance-based compensation: Eligible for a 30% target commission structure in addition to base salary.

• Equity: Eligible for equity compensation offered separately from the stated salary range.

• Health insurance: Medical, dental, and vision coverage.

• Financial protection: Life insurance and short- and long-term disability insurance.

• Flexible Spending Accounts (FSAs): Support for eligible healthcare and other qualifying expenses.

• Retirement savings: 401(k) plan with employer matching.

• Paid time off: Flexible PTO, with 20 days accrued annually for full-time employees over a full calendar year, increasing to 25 days after five years of service.

• Holiday pay: Paid holidays.

• Paid parental leave: Parental bonding benefit program.

• Employee support: Access to an Employee Assistance Program.

• Growth opportunities: Executive-level responsibility for partnership revenue, market expansion, and business development strategy within a high-growth digital business.