Senior Business Development Manager - ISV Partnership

The Senior Business Development Manager for ISV Partnerships at Salesforce leads the sourcing, development, and management of high-impact partnerships within the ISV ecosystem. The role encompasses strategy formulation, deal execution, and cross-functional collaboration to accelerate Salesforce's indirect and direct sales. This onsite position is based in San Francisco, CA.

Responsibilities

• Source and close strategic resell partnerships (OEM) to broaden Salesforce distribution by engaging third parties to build apps on the Salesforce platform.
• Onboard new partners to the Salesforce ecosystem via integration, channel partners, and data connectivity.
• Identify whitespace where platform gaps exist and design partner-led solutions to address them, guiding deal structure and internal alignment.
• Activate and scale Agentforce by partnering with ecosystem players to enhance intelligent agent workflows and in-context AI capabilities.
• Advocate innovative business models that deliver value for customers while ensuring mutual success for partners.
• Own the full partnership lifecycle from market opportunity analysis and initial outreach through negotiation, contracting, and go-to-market readiness.
• Navigate ambiguity, prioritize strategically, and move quickly to structure first-of-kind deals.
• Ensure partner engagements are scalable and built for long-term success, with a focus on creating new partnerships rather than managing existing ones.
• Collaborate with internal stakeholders across Product, Legal, Finance, Operations, and Sales.
• Act as a thought leader on the ISV partner landscape and ecosystem within the company.
• Contribute to strategy sessions, internal reviews, and investment discussions with clarity and insight.

Requirements

• 7+ years in ISV sales, ecosystem management, business development, strategic partnerships, corporate development, or platform strategy, ideally within SaaS, AI, data, or cloud ecosystems.
• Proven experience leading complex deal cycles and creating new business models such as revenue sharing, embedded experiences, or ecosystem monetization.
• Understanding of the Salesforce platform, including APIs, workflows, agents, and automation, and its ecosystem potential.
• Familiarity with generative AI, large language models, data analytics platforms, and cloud data architecture.
• Strong commercial instincts and the ability to work effectively with both technical and non-technical stakeholders.
• Excellent verbal and written communication skills, including business case development and partner storytelling.
• Ability to structure and analyze the quantitative impact of partnerships on the business.

Technologies

• Salesforce platform
• Agentforce
• APIs
• Generative AI
• LLMs
• Data analytics platforms
• Cloud data architecture

Benefits

• Time off programs
• Medical insurance
• Dental insurance
• Vision insurance
• Mental health support
• Paid parental leave
• Life and disability insurance
• 401(k)
• Employee stock purchase program

Job Category

• Sales