Director, Business Development

Role Overview

• Define the global strategy for tax-advantaged channels (e.g., HSA/FSA administrators, ICHRA platforms, payroll and global benefits providers, insurers, brokers, and other salary-sacrifice or funded models).
• Build and maintain a dynamic market and ecosystem map, including key players, incentives, regulatory context, and where Oura can uniquely win.
• Develop and pressure-test market expansion theses (new countries, benefit models, and partner types) and translate them into clear, prioritized roadmaps.
• Partner closely with International leadership to localize and extend the tax-advantaged strategy into new markets.
• Source, qualify, and advance net-new partner opportunities that materially expand reach and revenue across tax-advantaged channels.
• Design and negotiate non-standard commercial models (e.g., salary-sacrifice frameworks, broker-led distribution, bundled benefits, reimbursable offers) that make Oura more affordable and easier to adopt.
• Lead strategic pilots and lighthouse deals that prove value, unlock new go-to-market motions, and can be scaled by the Operations team.
• Build and maintain strong relationships with Director/VP/GM-level peers across partners to align on joint strategy, economics, and long-term roadmaps.
• Translate tax-advantaged and reimbursement mechanics into scalable commercial constructs, in partnership with Finance, Legal, and Operations.
• Define partner-led product and data needs (e.g., eligibility logic, reimbursement workflows, reporting) and advocate for them in product planning.
• Collaborate with Product, Science, and Commercial teams to ensure the tax-advantaged roadmap aligns with broader Oura strategy and unlocks differentiated value for members.
• Partner with Legal & Compliance to push on what’s possible within regulatory frameworks while protecting the company.
• Co-create novel pathways and structures that enable Oura to participate in emerging or underutilized tax-advantaged models globally.
• Align Tax Advantaged program and partner opportunities with Product, Legal, Finance, Growth, and Commercial leaders around a shared growth plan.
• Drive executive alignment on priority markets, partner bets, and deal structures; clearly articulate tradeoffs and expected impact.
• Partner tightly with the Director, Tax-Advantaged Operations to ensure a clean handoff from “strategy and deal” to “activation and scale,” and to close the loop between performance insights and future strategy.

Requirements

• 10+ years in business development or partnerships in healthtech, fintech, benefits, or adjacent industries; experience with HSA/FSA, payroll, insurance, or healthcare benefits strongly preferred.
• Proven track record of sourcing, structuring, and closing complex strategic partnerships with measurable revenue impact.
• Deep comfort operating at the intersection of regulation, incentives, and product (e.g., tax-advantaged benefits, reimbursement, or regulated financial products).
• Strong executive presence and ability to influence and align Director/VP/GM-level stakeholders internally and externally.
• Highly analytical and hypothesis-driven, with the ability to turn ambiguous spaces into clear strategies, roadmaps, and business cases.
• Experience collaborating closely with Legal, Finance, Product, and Operations to bring complex deals from concept to launch.
• A builder mindset: comfortable with ambiguity, proactive, and able to move from zero-to-one while bringing others along.
• A collaborative, low-ego style and excitement about working as a true peer with an Operations counterpart and cross-functional teams.

Benefits

• Competitive salary and equity packages
• Health, dental, vision insurance, and mental health resources
• An Oura Ring of your own plus employee discounts for friends & family
• 20 days of paid time off plus 13 paid holidays plus 8 days of flexible wellness time off
• Paid sick leave and parental leave