Description
Role Overview
Slack’s Growth and Business Development team drives our self-serve and invoice revenue streams through growth and strategic partnerships and alliances and channel initiatives. We are focused on identifying and executing new revenue streams via a robust partner ecosystem.
We are seeking an experienced Senior Manager, Business Development, Growth & Strategic Partnerships (Level 08) to rapidly accelerate the adoption and revenue growth of the Slack platform—including emerging AI, Agentforce, and other Slack products—through high-impact growth, product, and strategic partnerships. This is a highly autonomous, "builder" role requiring an entrepreneurial mindset and a proven ability to execute quickly in ambiguous environments.
Key Responsibilities
Strategic Planning & Market Analysis:
Own Partnership Strategy: Define and execute the partnership strategy for your assigned verticals, including global expansion targets, utilizing rigorous, data-driven insights to identify "white space" market opportunities and emerging trends.
Develop Business Cases:
Conduct deep market analysis and build complex financial models (revenue forecasting, CAC analysis, ROI models) to validate the business case for new channel investments and self-serve initiatives.
Executive Negotiation & Deal Execution:
Lead Deal Cycles: Lead end-to-end deal cycles with high-impact growth, resell, and strategic partners, from initial outreach and scoping through complex contract negotiations and signature.
Secure Alignment:
Own deal strategy and commercial terms, navigating complex legal hurdles and securing executive alignment from both internal C-level stakeholders and partner leadership.
Ecosystem & Product Management:
Manage Partner Portfolio: Manage a dynamic portfolio of growth partners, ISVs, and strategic alliances (including key players in credit cards, SaaS, Fintech, VCs and Marketplaces) to drive measurable revenue impact.
Build Channel Programs:
Establish and scale our resell channel by collaborating closely with Salesforce's global alliances & channels team, driving partner enablement, and generating pipeline directly.
Drive Product Adoption:
Accelerate the adoption of new Slack and Salesforce products, specifically Slackbot and our Agentforce AI capabilities, through strategic partner integrations and GTM motions.
Go-to-Market (GTM) Leadership & Revenue Generation:
Launch GTM Plans: Experience with joint Go-to-Market (GTM) plans—spanning co-selling motions, co-marketing campaigns, and resell enablement programs—that directly impact sales pipeline generation.
Optimize Funnel Conversion:
Collaborate with leaders in Sales, Marketing, and Product to ensure partners effectively feed the top of the funnel, focusing specifically on converting self-serve usage into enterprise revenue.
Cross-Functional Collaboration:
Serve as the Nexus: Act as the central hub between external partners and internal cross-functional teams. Partner intimately with Product teams on roadmap alignment, Legal on contract governance, Data Science on growth metrics, Engineering on technical feasibility, and Sales on execution to ensure successful partnership activation and scaling.
Required Skills & Experience
We are searching for a seasoned, entrepreneurial business development leader who thrives in fast-paced environments and is ready to build and scale our growth partnerships program. The ideal candidate is a highly motivated "builder" with a proven track record of driving significant revenue growth through strategic alliances and channel partnerships.
Extensive Relevant Experience:
8+ years of relevant experience in Business Development, Channels & Alliances, Growth, and Partner Management within the PLG (Product-Led Growth), Enterprise Software, SaaS, or B2B technology space.
Builder Mentality:
A true builder who is entrepreneurial, scrappy, and possesses a start-up mentality. Must have the proven ability to roll up your sleeves, execute rapidly, and drive results efficiently in ambiguous environments.
Industry Network:
An excellent, established network across key industry verticals, including Financial Services, the broader SaaS ecosystem, major cloud and AI platforms, Fintech innovators, and a strong network of potential resell channel partners.
Educational Background:
A related technical degree required.
An MBA is highly preferred.
Strategic & Proactive Leadership:
Proactive approach to identifying and securing new initiatives, comfortable navigating ambiguity, and adept at navigating dynamic organizational structures to garner executive support and resources.
Data-Informed Decision Making:
Highly data-informed with expertise in building robust forecasts, developing complex revenue models, and using data to drive strategic decisions, while remaining comfortable operating with imperfect information.
Cross-Functional Influence:
Excellent cross-functional leadership and communication skills. Proven ability to partner effectively with diverse internal teams—including Product, Marketing, Enablement, Sales, Data Science, Strategy, and Operations—and to influence stakeholders at the executive level.
For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.