Own partner-sourced and partner-influenced revenue targets across key sales channels
Build and scale embedded API-led partnerships, including design-win development
Identify and close strategic platform deals across CCaaS, AI, and security ecosystems
Act as the deal lead across complex, multi-party sales cycles (Modulate + partner + enterprise customer)
Drive co-sell motions with partners, including hyperscalers, ISVs, and services firms where relevant
Expand within partner customer bases by identifying high-value use cases and embed opportunities
Lead partner workshops from discovery through prototyping and MVP design for white-label and embedded solutions
Structure and negotiate commercial agreements, including usage-based and consumption pricing models
Drive adoption through cloud and API marketplaces (where applicable)
Build repeatable partner use cases (fraud detection, trust and safety, transcription at scale)
Cross functional collaboration working with engineering, product development/marketing, sales and the executive team essential
Support partner-driven pipeline development through joint campaigns, events, and targeted GTM efforts

12+ years in both PLG and platform led business development, partnerships, or enterprise sales in SaaS, AI, or cloud platforms
Technical working knowledge of AI architecture
A true hunter mindset, you create and close opportunities within partner ecosystems, not just manage relationships
Proven track record of scaling partner revenue from early-stage to a meaningful growth driver, building programs from the ground up
Experience building API-first, embedded partnerships that translate into measurable revenue and adoption
Deep experience working across partner types, including platforms, ISVs, and cloud ecosystems
Strong understanding of co-sell execution and navigating multi-stakeholder deal cycles
Experience leading technical and commercial workshops from discovery through MVP
Fluency in AI / SaaS, with the ability to translate technical capabilities into clear business value
Strong operational discipline around pipeline management, forecasting, and partner tracking
Executive presence with the ability to engage both technical teams and senior business leaders

Competitive salary + equity
Full health, dental, and vision coverage
Flexible PTO, with a strong culture of taking it
Weekly team lunches with dietary accommodations
Hybrid work: core in-office days with flexible remote options
Regular leadership and industry learning sessions
Support for career development and continued learning Up to 8 weeks work-from-anywhere policy
A deeply inclusive, human-centered culture

Senior Business Development Manager – Strategic & Embedded Partnerships

Key skills