Senior Director, Business Development – Technology Partnerships, Marketplace

🕒 September 22

🇺🇸 United States – Remote

💵 $240k - $265k / year

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 13%

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Paylocity

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1997

👥 HR Tech

☁️ SaaS

🤝 B2B

💰 $10M Venture Round - Paylocity on 2008-05

HR Tech • SaaS • B2B

Paylocity is a provider of cloud-based payroll and human capital management software for businesses of all sizes. Its platform includes payroll, HR, time & labor, benefits administration, talent management (recruiting, onboarding, performance, learning), employee experience tools and AI-driven features, and it serves small businesses through enterprises as well as partners such as accountants, brokers, and tech partners.

📋 Description

• Lead the strategy, development, and growth of Paylocity’s technology partner ecosystem and Marketplace program • Identify, evaluate, negotiate, and launch high-impact partnerships • Define category-level partnership strategies, target partners, value propositions, commercial models, and execution plans • Build scalable processes for partner sourcing, evaluation, onboarding, enablement, performance management, and relationship growth • Partner with Product and Technology on integration capabilities, Marketplace functionality, and roadmap priorities • Develop commercial frameworks, deal structures, negotiation playbooks, and performance metrics • Collaborate with Sales, Marketing, Enablement, Operations, Finance, Accounting, and Legal on go-to-market execution • Lead, coach, and develop a team of business development professionals • Represent Business Development in executive discussions and provide recommendations on partnership strategy and investment priorities • Track and report on partner pipeline, launches, adoption, revenue contribution, partner engagement, and Marketplace performance • Expand product capabilities, strengthen client experience, and create revenue opportunities

🎯 Requirements

• Bachelor's degree required • 15+ years of experience in technology, SaaS, HCM, fintech, enterprise software, or a related high-growth environment • 10+ years of experience in strategic partnerships, business development, ecosystem development, corporate strategy, or a related commercial leadership role • Experience building, scaling, or monetizing a partner ecosystem, marketplace, integration program, or technology alliance function • Proven ability to lead complex partnerships from opportunity identification through business case development, executive alignment, negotiation, launch, and expansion • Strong commercial judgment and experience with partner business models, revenue-sharing structures, referral motions, marketplace monetization, and partner performance metrics • Demonstrated experience leading and developing high-performing business development, partnerships, or strategic alliances teams • Strong executive presence, communication skills, negotiation capabilities, and ability to influence senior stakeholders across functions • Understanding of technology integrations, APIs, partner ecosystems, client adoption drivers, and operational requirements needed to scale partnerships • Ability to sit for extended periods, typically 7–8 hours a day • Ability to operate a computer, use phone systems, type, and use multiple software programs simultaneously • Must be available five days per week during designated work hours • Must work within the U.S.

🏖️ Benefits

• Medical insurance • Dental insurance • Vision insurance • Life insurance • Disability insurance • 401(k) match • Career development opportunities • Annual bonus • Restricted stock unit grant • Fully remote work from home or location of record within the U.S. • Flexible work arrangement subject to business needs and individual performance

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