Director, Data & Distribution Partnerships

Accountabilities:

• Own the volume data-resale P&L end to end, developing a repeatable commercial model with published SKUs, standardized agreements, and a quota-carrying sales organization.

• Hire, coach, and manage the account executives responsible for growing the data reseller business and delivering against revenue targets.

• Partner with marketing teams to develop demand generation programs that increase awareness, pipeline, and revenue across the reseller channel.

• Identify and prioritize new growth levers for the data reseller business, including opportunities to increase demand generation and expand into larger bespoke commercial agreements.

• Structure, negotiate, and close complex data partnerships with high-value counterparties, creating reusable commercial frameworks rather than isolated one-off agreements.

• Develop marketplace distribution strategies across environments where customers are already searching for data solutions, including data-cloud marketplaces, MCP registries, and platform marketplaces.

• Personally lead complex business development opportunities that fall outside established processes or commercial playbooks.

• Develop point-of-formation distribution partnerships with platforms and networks that engage businesses from the earliest stages of their development, including formation platforms, website builders, and professional advisory networks.

• Identify several high-potential new distribution opportunities within the first six months and develop clear assessments of their potential, scale, and resource requirements.

• Define the strategy, structure, priorities, and operating model of the new Data & Distribution Partnerships function rather than inheriting an established organization.

• Establish scalable processes, commercial models, and performance mechanisms that enable successful partnership motions to grow from early experimentation into repeatable businesses.

• As the function expands, build and lead a high-performing partnerships organization capable of scaling the portfolio and its commercial contribution.

Requirements:

• At least 8 years of experience in business development, partnerships, channel, or related commercial roles is required.

• Demonstrated experience originating and closing complex, first-of-their-kind commercial agreements is essential, rather than exclusively managing established partner programs.

• Proven experience managing or coaching quota-carrying teams such as account executives, business development representatives, or partner managers is required.

• The ability to personally close complex deals while simultaneously developing and leading a commercial team is important.

• Experience operating across both high-volume, SKU-based commercial models with repeatable pricing and agreements and bespoke negotiations with strategic counterparties is highly valuable.

• A strong track record of building something that did not previously exist, such as a new channel, commercial model, distribution strategy, or category of partner, is essential.

• Experience with data licensing, API or data-reseller businesses, or platform marketplaces is preferred.

• Familiarity with data-cloud ecosystems and marketplaces such as Snowflake, Databricks, or similar platforms is advantageous.

• Experience with embedded or point-of-formation distribution models, including legal technology, business formation platforms, fintech, or comparable ecosystems, is preferred.

• Experience scaling a partner or channel P&L from an early stage is a strong advantage.

• Strong commercial judgment, strategic thinking, negotiation skills, and the ability to identify high-value opportunities are essential.

• An entrepreneurial mindset and comfort operating with significant ambiguity are important for success in a build-from-scratch environment.

• Strong leadership, communication, stakeholder-management, and organizational skills are required to influence partners and internal teams effectively.

• The ability to move between strategic planning and hands-on execution, with a strong bias toward ownership and measurable results, is highly valued.

Benefits:

• Tier 1 total cash compensation for San Francisco, New York City, and Seattle ranges from $220,000 to $275,000 USD.

• Tier 2 total cash compensation for all other U.S. locations ranges from $190,000 to $238,000 USD.

• The listed compensation represents total cash compensation, including annual base salary and annual bonus where applicable.

• Compensation may span multiple career levels and will be narrowed during the interview process based on experience, qualifications, and location.

• Equity may be included as part of the overall compensation package.

• Company bonus or sales commission opportunities may be available depending on the role and compensation structure.

• A 401(k) plan is provided.

• Employees receive at least 10 paid holidays per year, flexible PTO, and parental leave.

• Medical, dental, and vision benefits are available, with FSA/HSA options.

• Employee assistance and wellbeing programs support physical and mental wellness.

• Life, AD&D, short-term disability, and long-term disability insurance may be provided.

• Global travel coverage is available.

• The role offers substantial autonomy and ownership in building a new strategic business function from the ground up.

• The position provides exposure to data licensing, marketplaces, embedded distribution, SaaS partnerships, and innovative commercial models.

• As the function scales, the role offers an opportunity to build and lead a team while shaping the strategy and operating model for a high-growth partnerships organization.

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