The Principal, Business Development will be a driving force behind the commercial success of the Remote Embedded business.

What you bring

• Exceptional communication and executive-level stakeholder management skills, able to build rapport and momentum with senior (VP / Director) level GTM leaders; speaks the language of senior sales leaders
• Able to think and act for long term partnerships - whilst driving executing on the immediate short term priorities
• Able to dive deep to address partner questions in a wide range of topics (e.g. Product, Engineering, GTM, operations, legal, risk, compliance)
• Earns trust through attention to detail and meticulous follow up
• Exceptional commercial acumen and demonstrated ability to define and close new deals outside prescribed playbooks
• Strong internal track record, proven ability to influence and align internal senior leaders
• Naturally builds excitement and motivation at all levels in midmarket-to-enterprise commercial organizations
• Thrives in a fast-paced, ambiguous environment, naturally building strong connections across diverse stakeholder groups.
• Able and willing to travel to partner events (e.g. SKO), roadshows, etc.
• Superior verbal, written and presentation skills are necessary, as well as the ability to work effectively across internal and external organizations
• Passion for remote work and a global outlook strongly preferred

Key Responsibilities

• Recruit technology partners to implement and resell Remote to their customer base via the Remote Embedded solution
• Generate awareness and demand at C-level stakeholders in target prospects, engaging the right stakeholders at the right time with the right message
• Develop and execute targeted business development tactics for prioritized ‘must-win’ accounts; build and maintain relationships at targeted accounts, at all levels of seniority
• Build compelling business case and implementation roadmap, pro-actively address potential objections, build prospect confidence in Remote
• Own deal execution, leading all aspects including deal qualification, strategic and product assessment, transaction structuring and negotiation
• Negotiate deal terms that ensure sustainable economics and aligned incentives
• Collaborate with Marketing teams to develop and refine customer facing collaterals and targeted marketing outreach
• Orchestrate involvement of Remote execs and internal stakeholders as appropriate (across Product, Engineering, Operations, CX, Finance, Legal, Compliance, and more)
• Collect and communicate actionable partner and customer feedback to Remote’s Product, Engineering, and other teams