Senior Manager of Business Development & Partnerships, Thumbtack
$165-237k
Salary varies depending on location
Local services marketplace app
Open for applications
Local services marketplace app
1001+ employees
Open for applications
$165-237k
Salary varies depending on location
1001+ employees
Company mission
Thumbtack's mission is to help homeowners care for their homes, all the way from minor retouching to fundamental remodelling projects.
Role
Who you are
- 7+ years of experience in Partnerships, Business Development, or B2B Sales, including 2+ years in a people-leadership role
- A proven ability to build and scale complex, high-impact partnerships that drive measurable business growth
- A strategic and analytical mindset, with the skill to turn big-picture thinking into clear, actionable plans
- Exceptional leadership and communication skills, with experience developing high-performing teams and influencing senior stakeholders
- Success working cross-functionally with teams like Product, Engineering, Marketing, and Operations to launch and scale initiatives
- Familiarity with publishers, content platforms, retail, or property management partnerships (a plus)
- A growth-oriented, builder’s mindset - curious, driven, and passionate about creating new opportunities
What the job involves
- The Partnerships team plays a key role in driving Thumbtack’s growth strategy. We build and scale high-impact B2B partnerships that expand our customer base and create new revenue opportunities
- Operating at the intersection of business development, product innovation, and go-to-market execution, the team collaborates closely with Commercial Strategy, Product, Engineering, Marketing, Operations, and Finance to design and deliver scalable, partner-driven experiences that fuel demand for Thumbtack
- We’re looking for a strategic, people-focused leader to grow and lead Thumbtack’s Business Development organization. In this role, you’ll own the strategy and execution for our Demand Partnerships team, building relationships with leading platforms across Content, Retail, HOA, Property Management, and other key verticals
- Your goal: bring new users to Thumbtack and unlock new revenue opportunities through high-impact partnerships
- You’ll manage and develop a team of Business Development Representatives, guiding them to identify, negotiate, and scale partnerships that drive measurable growth
- Collaborating closely with teams across the company, you’ll shape how partners integrate with Thumbtack to create seamless, scalable experiences that drive success for both our business and our partners
- Lead and develop a high-performing Demand Partnerships team, setting clear goals and coaching them to deliver measurable impact
- Define and execute the strategy for Thumbtack’s Demand Partnerships program, driving user acquisition and revenue growth
- Own the full partnership lifecycle - from sourcing and negotiation to activation, optimization, and long-term success
- Build and strengthen relationships with senior partners to create shared value and expand collaboration opportunities
- Launch and scale key partnerships that drive new user growth and incremental revenue across priority verticals
- Collaborate cross-functionally with Commercial Strategy, Product, Engineering, Marketing, Operations, and Finance to evolve integrations, reporting, and go-to-market strategies
- Implement performance frameworks and reporting standards to measure success and continuously improve how we support and grow our partner ecosystem
Our take
ThumbTack is a local services marketplace app that pairs customers with skilled professionals. Instead of simply searching for a professional, users provide ThumbTack with details of the job they need completing and the professionals then pitch their services to the potential customer using credits. ThumbTack makes its money by charging the professional for these credits.
It positions itself as something a little different in a saturated local services space that is dominated by companies like Angie’s List, TaskRabbit, Yelp, eBay, and Amazon. It also focuses on a broad range of professionals, from traditional home services like electricians and painters to photographers, personal trainers, and birthday party magicians.
The COVID-19 pandemic saw a boost in business for ThumbTack as more people stayed at home and made changes to their properties, increasing the demand for home professionals. In fact, after 2019, the company doubled in value to $3.2 billion with its 2021 raise. Since its 2024 funding round, its updated app has 30 new features, and the company is partnering with the likes of trade-powering platform and Unicorn ServiceTitan, indicating Thumbtack's sustained sway in the market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-5% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Jun 2021
$275m
LATE VC
Jul 2019
$150m
SERIES F
Total funding: $699.4m
Company benefits
- Parental leave
- Health insurance
- Community matters | Sure, our ways of connecting have changed. But we haven’t missed a beat, from virtual concerts to “TTversary” celebrations to weekly catch-ups
- Always be improving | We bring out the best in our colleagues — and our product — by pushing each beyond what we believe we’re capable of. We give honest feedback, even when it’s hard
- Wellness is a way of life | We promote balance with generous PTO and company-wide holidays — and find our centers every Wellness Wednesday with yoga featuring a Thumbtack pro
- A worthy mission | In a world where tech is often seen as eroding good jobs, we’re helping small business owners thrive. Our product makes entrepreneurship accessible to everyone
- Driven by our values | Our values are the compass by which we make all our decisions. Each one matters: Lead with why, Make it count, Own it, Choose teamwork, and Say what you mean
- Plus, amazing benefits | All the benefits you’d expect, plus a few more: generous parental and fertility benefits, $1800 for Thumbtack services per year and a $1200 remote work stipend
- Virtual-first working model coupled with quarterly in-person events and Camp Thumbtack
- 20+ company-wide holidays including two week-long shutdowns
- Libraries (collaborative workspaces) in San Francisco, Salt Lake City, Toronto, and Manila
- Cell phone and WiFi reimbursements
- Subscriptions and Employee Assistance Program for mental health and well-being
Company HQ
SoMa, San Francisco, CA
Leadership
Marco Zappacosta
(Co-Founder & CEO)Having studied at Columbia University, Marco co-founded Thumbtack in August 2008. He has served as CEO since January 2009.
Jonathan Swanson
(Co-Founder & Chairman)Jonathan started his career creating financial market reports for the White House before co-founding Thumbtack in 2008. Currently Founder at Powerset and Athena.
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