Senior Business Development Manager, Modulate
Strategic & Embedded Partnerships
$160-200k
+ Equity and OTE
3+ days a week in office
In-game voice chat moderation
Open for applications
In-game voice chat moderation
21-100 employees
Open for applications
$160-200k
+ Equity and OTE
3+ days a week in office
21-100 employees
Company mission
To create a safer more inclusive voice chat experience for all.
Role
Who you are
- 12+ years in both PLG and platform led business development, partnerships, or enterprise sales in SaaS, AI, or cloud platforms
- Technical working knowledge of AI architecture
- A true hunter mindset, you create and close opportunities within partner ecosystems, not just manage relationships
- Proven track record of scaling partner revenue from early-stage to a meaningful growth driver, building programs from the ground up
- Experience building API-first, embedded partnerships that translate into measurable revenue and adoption
- Deep experience working across partner types, including platforms, ISVs, and cloud ecosystems
- Strong understanding of co-sell execution and navigating multi-stakeholder deal cycles
- Experience leading technical and commercial workshops from discovery through MVP
- Fluency in AI / SaaS, with the ability to translate technical capabilities into clear business value
- Strong operational discipline around pipeline management, forecasting, and partner tracking
- Executive presence with the ability to engage both technical teams and senior business leaders
What the job involves
- Own partner-sourced and partner-influenced revenue targets across key sales channels
- Build and scale embedded API-led partnerships, including design-win development
- Identify and close strategic platform deals across CCaaS, AI, and security ecosystems
- Act as the deal lead across complex, multi-party sales cycles (Modulate + partner + enterprise customer)
- Drive co-sell motions with partners, including hyperscalers, ISVs, and services firms where relevant
- Expand within partner customer bases by identifying high-value use cases and embed opportunities
- Lead partner workshops from discovery through prototyping and MVP design for white-label and embedded solutions
- Structure and negotiate commercial agreements, including usage-based and consumption pricing models
- Drive adoption through cloud and API marketplaces (where applicable)
- Build repeatable partner use cases (fraud detection, trust and safety, transcription at scale)
- Cross functional collaboration working with engineering, product development/marketing, sales and the executive team essential
- Support partner-driven pipeline development through joint campaigns, events, and targeted GTM efforts
Our take
Anyone who has played a multiplayer online game knows it can be a free-for-all when it comes to toxic, hate-filled, abusive, and ultimately harmful speech. Modulate is attempting to take on in-game toxic speech, and even potentially predatory behavior, with its AI-powered software ToxMod.
Despite the monumental task at hand, where chat moderation risks creating an over-policed online community, Modulate asserts that its AI can distinguish between friendly banter and sinister chat. ToxMod boasts users like PokerStars VR, Rec Room, and Gun Raiders, with the company hinting at undisclosed high-profile customers. A strategic mode towards Metaverse-based game studios aligns well with the booming growth of the Metaverse gaming industry, projected at around 40% annual growth.
In a notable development, Modulate has forged a partnership with Activision Blizzard. As part of this collaboration, Modulate's work with Activision has led to real improvements in Call of Duty (from a huge 50% drop in toxic voice chat exposure to increased player engagement and retention). Byt proving that AI-driven moderation can scale without disrupting gampole, Modulate is really setting a new standard for online safety. And with growing interest from other studios and industries, the company is well set eto expand its impact and help shape a more respectful future for multiplayer gaming.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 4 rounds)
Aug 2022
$30m
SERIES A
Apr 2022
$30m
SERIES A
Total funding: $66m
Company HQ
Davis Square, Somerville, MA
Leadership
Mike Pappas
(Co-Founder & CEO)Began their career as a Technology Associate at Bridgewater Associates before joining spend and travel management software company Lola as a Software Architect.
Carter Huffman
(Co-Founder & CTO)Previously a Software Engineer at Dimensional Insight before co-founding Modulate. Prior to this they spent two years at NASA's Jet Propulsion Laboratory working as part of the Machine Learning and Instrument Autonomy group.
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