Business Development Director, Marketplace

About the role

As an elite, high-touch commercial overlay and marketplace specialist, you will drive the transactional evolution of the Salesforce ISV ecosystem. This role is responsible for marketplace GMV velocity, owning the adoption of evolved marketplace functionality to deliver meaningful incremental ACV growth and accelerating overall GTM automation and transformation.

Responsibilities

• Act as the specialized marketplace execution expert, stepping into high-stakes, complex partner engagements alongside the AgentExchange GTM Transformation team to deliver the marketplace value proposition and secure structural commitments.
• Maintain strict ownership over the transaction pipeline, stepping into active enterprise deals to unblock multi-party commercial structures and accelerate deal velocity.
• Define custom deal mechanics, private offer frameworks, and flexible pricing models, partnering directly with Strategy, Legal, RevOps, and Deal Desk to ensure the field is completely unblocked and ready to transact.
• Act as a trusted strategic consultant to partner C-suites, guiding them through the intense revenue model, billing infrastructure, and internal sales compensation transformations required to successfully shift to a marketplace-first business model.
• Treat the roll-out of the GTM App as a profound change management program rather than a simple feature launch, directly addressing partner friction regarding margin preservation and field sales alignment.
• Act as the strategic feedback loop between strategic partners and the Product organization, collecting and prioritizing input on missing features, especially regarding services monetization, and building data-driven business cases that separate true roadmap priorities from one-off requests.
• Own the pipeline tracking, KPIs, reporting, and roadmap reviews for this motion, ensuring all internal workflows and program management strategies are AI-first by default, leveraging automation to maximize ecosystem scale.
• Work as part of the team responsible for designing, building, and institutionalizing the net-new commercial playbooks that allow partners to package and sell multi-element offers (core software subscriptions bundled with professional, advisory, implementation, or managed services) via the GTM App.
• Work cross-functionally to establish the baseline mechanics for how services procurement, milestone tracking, and complex billing allocations are structured and approved within the marketplace ecosystem.
• Identify, target, and sign tier-1 anchor partners to pilot the bundled software-and-services model, capturing deep operational learnings to build a scalable, repeatable playbook for the broader Global Partnerships team.

Requirements

Experience Baseline: 8+ years of professional enterprise software experience, with a minimum of 4–5 years specifically operating as a specialized marketplace overlay, category lead, or business development manager within a software marketplace ecosystem.

Domain Expertise: Deep, firsthand understanding of hyperscaler marketplace dynamics, including Custom Private Offers, multi-party transactional frameworks, and the monetization of third-party professional services.

Commercial Track Record: Proven history of managing and driving $5M+ in cloud marketplace transactional volume, with a demonstrated ability to navigate matrixed global sales organizations.

Transformation Capability: Comfortable operating in high ambiguity and defining net-new business motions from scratch. Proven ability to influence and consult at the partner C-suite level regarding revenue operations and business model shifts. Unleash Your Potential When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.