Business Development Manager, Middesk
Partnerships
$170-230k
OTE
Middesk is committed to equitable and competitive compensation, including equity and benefits
2 days a week in office
Business identity platform
Open for applications
Business identity platform
101-200 employees
Open for applications
$170-230k
OTE
Middesk is committed to equitable and competitive compensation, including equity and benefits
2 days a week in office
101-200 employees
Company mission
To accelerate the economy by scaling trust between businesses.
Role
Who you are
- This is a high-impact, externally facing role for someone who loves the hunt — building relationships from the ground up, navigating complex organizations, and structuring deals that deliver measurable results
- 4+ years of experience in business development, partnerships, or strategic sales — ideally in B2B SaaS, fintech, or other complex/regulated industries
- Proven hunter mentality with a track record of sourcing and closing net-new commercial partnerships
- Comfortable navigating complex organizations and negotiating agreements that involve both commercial and technical elements
- Strong commercial acumen — you know how to spot mutual value, quantify opportunity size, and build a clear business case
- Excellent communicator who can build trust externally while aligning internal stakeholders around shared goals
- Energized by building in a fast-moving, evolving environment; excited to define how partnerships contribute to Middesk’s growth story
- 6+ years of experience in business development, partnerships, or strategic sales — ideally in B2B SaaS, fintech, or other complex/regulated industries
What the job involves
- We’re looking for a Business Development Manager to source, close, and launch the next wave of revenue-generating partnerships at Middesk
- Your focus will be on identifying and securing new co-selling and referral partnerships with leading platforms across fintech and B2B SaaS — partnerships that directly drive customer acquisition and revenue growth
- You’ll join a small, foundational team responsible for shaping how partnerships accelerate Middesk’s go-to-market strategy, working end-to-end from prospecting and negotiation through to go-to-market execution
- Hunt and Close New Partnerships: Identify, prioritize, and secure new co-selling and referral partnerships that expand Middesk’s market reach and drive net-new revenue
- Develop a Repeatable Partner Pipeline: Build a systematic approach to outbound sourcing, qualification, and deal progression to ensure a steady flow of high-quality partner opportunities
- Negotiate and Structure Deals: Lead negotiations across business, product, and executive stakeholders to create win-win partnerships that generate measurable business impact
- Launch and Enable Partners: Own the go-to-market activation of new partnerships, collaborating with Sales and Marketing to drive early partner engagement and customer conversions
- Collaborate Internally: Partner closely with Sales, Marketing, and Product teams to align partnership motions with broader GTM priorities and surface insights that influence roadmap and messaging
- Shape Middesk’s BD Playbook: Define the frameworks, outreach strategies, and success metrics that will scale our business development efforts across industries
Our take
Middesk helps businesses screen, verify, and run risk and compliance checks on customers and other businesses. The founders developed the business after experiencing first-hand the often laborious process of manual identity verification, a process which has proven a pain point for many businesses historically.
This hands-on experience helped land Middesk seeding from heavyweight investors Sequoia and Accel. The company's focus is on businesses with stringent regulatory risk requirements, with a special focus on businesses involved in financial aspects like credit and payroll. Middesk’s focus on this sector opens them up to a growing, lucrative market as more businesses than ever are demanding services comparable to retail banking, credit unions and community banks.
Testament to the value of their offering is Middesk’s recent partnership with challenger bank tech platform Agora Services. The challenger bank sector is taking off fast too, and if Middesk can establish a strong reputation for servicing this burgeoning industry, they stand to win big.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jun 2022
$57m
SERIES B
Mar 2021
$16m
SERIES A
Total funding: $77.2m
Company benefits
- Healthcare: We take care of you premiums for medical, dental, and vision.
- Unlimited PTO: We have an unlimited PTO policy and encourage you actually to use it.
- Ownership: We offer a stake in the company to every full-time employee through stock options.
- 401(k): We make it easy to save money for retirement.
- Parental leave: We offer three months of paid parental leave to any parent.
- Hybrid work: We have offices in San Francisco and New York and also offer the ability to work remotely.
- Catered lunches: We offer catered lunches on days that you're in the San Francisco or New York office.
Company HQ
Financial District, San Francisco, CA
Leadership
Kyle Mack
(Co-Founder & CEO)Previously worked at AnyPerk as an Account Executive and Sales Team Lead, and at Checkr as a Sales Lead, Director of Strategic Sales, and Director of Solutions. They have served as a Scout at Sequoia Capital since 2020.
Kurt Ruppel
(Co-Founder & CTO)They studied Cognitive Science at Berkeley before working as a Software Engineer at multiple companies, including Zendesk.
Salary benchmarks
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