Business Development Director, Marketplace

As aSenior Marketplace Business Development Leader at Salesforce, you will drive the transactional evolution of our ISV marketplace. You'll secure enterprise partner commitments and architect new commercial capabilities to enable end-to-end listing and transaction of software and services. You'll work across Revenue, Strategy, and Partner Operations to accelerate GMV and ACV growth in a high-impact, AI-enabled ecosystem. This role blends strategic advisory with hands-on deal design to advance a marketplace-first business model.

• time off programs
• medical
• dental
• vision
• mental health support
• paid parental leave

• Elite marketplace co-selling and deal architecture in high-stakes partner engagements
• Maintain ownership of the transaction pipeline and accelerate deal velocity in complex mult-party structures
• Design custom deal mechanics, private offers, and pricing with cross-functional partners
• Provide executive-level advisory to partner C-suites on revenue models, billing, and sales transformation
• Lead change management for GTM App rollout, addressing partner friction and margin considerations
• Serve as strategic liaison between partners and Product, focusing on services monetization and data-driven prioritization
• Own AI-first pipeline tracking, KPIs, reporting, and roadmap reviews for the motion
• Collaborate on building new commercial playbooks for bundled software and services offerings
• Pilot lighthouse initiatives with tier-1 anchor partners to scale the bundled model
• Develop enablement plans across partner managers, sales teams, and customers
• Define the operational framework for services procurement, milestone tracking, and complex billing
• Execute pilots and capture learnings to build scalable playbooks for Global Partnerships

• 8+ years in enterprise software
• 4-5+ years in specialized marketplace overlay or business development in a software marketplace ecosystem
• Deep understanding of hyperscaler marketplace dynamics and private offers
• Proven track record of $5M+ cloud marketplace transactional volume
• Experience navigating matrixed global sales organizations
• Comfort with ambiguity and ability to design new business motions
• Ability to influence C-suite stakeholders on revenue operations and business model shifts

• strategic thinking
• strong stakeholder management
• change management
• private offers and mult-party transaction frameworks
• AI-first operational governance
• pipeline tracking and KPI reporting