Director of Developer Solutions, Discord
$280-315k
OTE
Plus equity
Voice, video and text communication platform
Be an early applicant
Voice, video and text communication platform
1001+ employees
Be an early applicant
$280-315k
OTE
Plus equity
1001+ employees
Company mission
To help friends and communities come together to hang out and explore their interests.
Role
Who you are
- 10+ years of proven experience in business development, sales and partnerships experience
- 7+ years of experience in enterprise SaaS / SDK adoption, analytics / insights sales or related roles at software or platform companies; experience in game tech and developer tools
- Strong track record of winning new logos and closing complex deals with enterprise customers
- Proven track record sourcing, negotiating, and scaling complex partnerships with measurable impact on revenue, adoption, and monetization
- Proven ability to work with internal cross-functional teams at early stages to define and articulate partner value within the context of Discord
- Deep knowledge and experience in the gaming space, specifically
- Demonstrated ability to lead cross-functional execution with clear ownership and accountability
- Exceptional written and verbal communication skills, with experience producing clear, executive-ready materials (e.g., strategy memos, deal summaries, business cases, and partner communications)
- Bachelor’s degree required; MBA or equivalent advanced degree a plus
What the job involves
- We are looking for a Director, Developer Solutions who is passionate about building partnerships in the games industry that accelerate adoption of Discord’s engagement and monetization solutions (social sdk, analytics, commerce, collectibles)
- You will build partnership and sales strategies, as well as lead deal execution, including sourcing and negotiating complex, high-impact partnerships. You will interact with senior executives at our partner organizations and be a trusted evangelist for Discord’s products and priorities. Internally, you will be an advocate for our partners and bring the “voice of the developer” to inform business and product decision
- This is a senior-level individual contributor role and will report into the VP of Developer Solutions
- Identify high-fit games and developers for Discord’s Social SDK, commerce, and analytics offerings
- Own a territory / book of business of AAA and AA game developers with quarterly goals tied to your performance
- Own the sales / deal process from prospecting, qualification, decision, terms negotiation to deal close
- Understand developer needs in regard to monetization, user growth, and social mechanics. This includes identifying the optimal path and selection for third party technology adoption
- Build and manage a healthy, predictable pipeline through outbound prospecting, targeted outreach, and strategic account mapping. Fully document your progress using CRM tools
- Lead strategy, structuring, and negotiation of key partnership agreements, including developing clear commercial frameworks and defining technical scope
- Align GTM and execution with leaders across Product, Engineering, Ad Sales, Operations, Marketing, Finance, Legal and Executive Leadership; remove roadblocks and ensure partner success and achieve defined KPIs
- Work alongside Customer Success to identify upsell / cross-sell opportunities and deepen relationships within existing customers
Our take
Discord is an industry giant in the chat app space. The free platform has rapidly become one of the most popular services in the sector since being founded in 2015. It counts over 200M active users in 19M communities, successfully expanding beyond its original focus on video game players to become a broader social networking app and public forum.
Discord's userbase has grown rapidly as remote work has become the norm and a new generation of internet users has come online, attracted to its youthful presentation and plethora of gaming and social tools. It has since fended off takeover bids from Microsoft and interest from other giants such as Amazon and X, and has grown into a profitable company, funded by optional subscription fees and commissions from sales through the platform.
Discord’s remarkable growth, however, is not without obstacles. The company faces competition from deep-pocketed giants like Facebook, and regulatory concerns from those worried about the platform’s relatively light chat moderation. However, the company has the resources and expertise to adapt. For example, the acquisition of harassment detection software company Sentropy will go a long way towards placating the concerns of critics, as will the 2024 acquisition of teen app Gas used to give anonymous compliments to friends. All of these purchases are part of Discord's move to expand out of its mostly gaming-focused customer base.
Steph
Company Specialist at Welcome to the Jungle
Insights
28% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Sep 2021
$500m
SERIES H
Dec 2020
$100m
SERIES H
Total funding: $979.3m
Company HQ
Potrero Hill, San Francisco, CA
Leadership
Stanislav Vishnevskiy
(Co-Founder & CTO)Previously worked as a Software Engineer at Casamba and then Kabam. Also worked as a Lead Software Engineer at GREE International, and founded social network Guildwork.com in 2009.
Humam Sakhnini
(CEO)Humam joined the Discord team in 2025 as CEO. Prior to this, he was the VIce Chairman and Chief Strategy & Talent Officer at Activision Blizzard as well as the CFO/President at King. He also spent 8 years at McKinsey & Company as a Partner.
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