Principal Business Development Manager, Clio

• We are looking for a senior and seasoned deal maker with expertise in product partnerships and growth partnerships
• 8+ years’ experience as a strategic leader in partnerships/business development, with a track record of success in scaling and expanding businesses
• Strong negotiation and complex deal structuring skills, with a deep understanding of partnership dynamics in a SaaS environment
• Demonstrated ability to develop and execute strategic growth plans and initiatives
• Excellent communication and interpersonal skills, capable of building relationships with internal and external stakeholders at all levels
• History of working in small high-performing teams with outsized impact
• Ability to think and operate at a “strategic level,” but drive execution on a “tactical level” with the willingness to roll up sleeves
• Data-driven mindset and highly analytical with the desire and ability to dig into metrics to derive insights, build defensible business cases for partnerships and drive decisions
• High degree of comfort with negotiating term sheets and partnership agreements in collaboration with legal teams

Desirable

• This senior business development leader will report directly into the VP of Business Development and help Clio forge important partnerships with Big Tech, legal tech giants, ISVs and/or other technology partners as well as growth partnerships with organizations that have lawyers as their customers and/or members
• Strategically identifying areas for partnerships and building a pipeline of high value deals; negotiating and managing partnerships, including 3rd party apps, GTM partners and strategic partners
• Working closely with the Product and Engineering teams to identify partnership opportunities and evaluate them against a build, buy, partner framework. Solicit opportunities to and from partners to inform product development decisions
• Working closely with Go-To-Market (GTM) teams including Marketing and Channel to bundle, solution, and sell partner solutions alongside Clio's first-party solutions, driving joint marketing and sales initiatives
• Collaborating closely with the Legal and Compliance teams to ensure that Clio complies with all legal and regulatory requirements in its partnerships and integrations
• Collaborating with, inspiring and mentoring a team of Business Development Managers, Community Partnership Managers and App Partner Managers, and other relevant roles to drive successful partnership outcomes
• Developing and executing monetization strategies within the scope of partnerships and integrations, driving revenue growth and maximizing value for both Clio and its partners
• Managing relationships with internal and external stakeholders, including partners, executives, and cross-functional teams, to ensure alignment and successful partnership outcomes
• Taking on additional responsibilities and initiatives as needed to support the growth and success of the business