Director, Strategic Partnerships - Local Merchants

What's the role? As the Director, Strategic Partnerships, you will be the primary relationship owner for a portfolio of high-value partner accounts, with a focus on deepening engagement, identifying upsell opportunities, and maximizing partnership value over time. You will spend the majority of your time managing and growing these existing relationships while also pursuing new partnership opportunities that align with Bilt's strategic priorities. This role requires a consultative approach to partnership management, strong commercial acumen, and the ability to navigate complex, multi-stakeholder sales cycles.
In this role, you will...

• Existing Partner Management & Growth (Primary Focus ~70%)
  • Portfolio Ownership: Serve as the primary relationship owner for 3-5 strategic partner accounts, developing deep understanding of their business objectives, challenges, and growth opportunities
  • Upsell & Expansion: Proactively identify and execute on opportunities to expand partnership scope, increase investment levels, and unlock new collaboration models with existing partners
  • Strategic Account Planning: Develop and execute quarterly business reviews, annual account plans, and growth roadmaps tailored to each partner's strategic priorities
  • Performance Optimization: Monitor partnership KPIs, analyze performance data, and work collaboratively with partners to optimize program results and demonstrate ROI
  • Cross-functional Coordination: Partner with internal teams (product, marketing, operations, finance) to ensure seamless delivery and identify opportunities to enhance partnership value
• New Partnership Development (~30%)
  • Pipeline Generation: Identify, qualify, and pursue new partnership opportunities that align with Bilt's neighborhood commerce and retail media strategy
  • Sales Cycle Management: Support GM in end-to-end sales processes including prospecting, discovery, proposal development, negotiation, and contract execution
  • Market Intelligence: Maintain awareness of market trends, competitive landscape, and emerging partnership opportunities in the retail and local commerce ecosystem
  • Relationship Building: Cultivate senior-level relationships with prospective partners to establish trust and position Bilt as a strategic partner of choice
• Additional Responsibilities
  • Documentation & Process: Maintain detailed partnership documentation, track pipeline progression, and contribute to continuous improvement of partnership processes
  • Team Collaboration: Work closely with the GM and cross-functional stakeholders to translate partnership opportunities into scalable business solutions

In terms of qualifications, we're seeking...

• 6-8+ years of experience in strategic partnerships, business development, account management, or sales roles with a proven track record of managing complex B2B relationships
• Demonstrated success in upselling and expanding existing accounts while also closing new business
• Strong commercial orientation with ability to structure deals, negotiate terms, and drive revenue growth
• Excellent relationship management skills with ability to build trust and credibility with senior stakeholders
• Analytical mindset with experience tracking partnership performance and optimizing based on data
• Nice to have: Experience with media partnerships, retail media networks, advertising agencies, or brand-side media strategy roles
• Bachelor's degree in Business, Marketing, or related field

Benefits:

• Compensation - We offer a competitive salary with a meaningful stake in the company via equity and our performance bonus program
• Health insurance for you (& your loved ones) from day one - Enjoy a One Medical Membership, wellness stipends, family programs and more, on us. We’ve got you and your family covered from day one.
• 401k plan with a match - Retirement may feel more like a pipe dream than a reality but we’re here to help you get there.
• Commuter FSAs - We believe the best ideas come from being together in one place. We just don’t think getting there should be so expensive.
• UNLIMITED PTO - Because we believe that working hard shouldn’t mean always working. Take time for you as often as you need it.
• Exclusive Employee-only Bilt Points - We give our employees unique opportunities to earn points throughout their time at Bilt.