Director of Business Development (B2B)

Description

Key Responsibilities

• People Leadership: Lead, coach, and develop a high-performing team of Business Development & Strategic Partnership Managers; set individual goals, team KPIs, and create clear accountability frameworks aligned to Company OKRs.
• Culture of Execution: Instill a performance culture defined by aggressive market capture, commercial accountability, and disciplined execution.
• GTM Strategy & Orchestration: Define and execute the Go-To-Market strategy for SmartThings Pro, aligning Product, Marketing, and Sales resources to accelerate adoption across priority B2B verticals.
• Stakeholder Alignment: Serve as the internal champion for SmartThings Pro's GTM strategy, building organizational buy-in across Samsung subsidiaries, Samsung Electronics America (SEA) line-of-business leaders, and executive leadership in South Korea through clear, consistent, and compelling communication.

• Monetization Strategy: Design and execute comprehensive monetization frameworks spanning both direct B2B enterprise engagements and B2B2C channel models, including identifying incremental revenue opportunities for both SmartThings Pro and SmartThings Energy in the U.S. market
• High-Stakes Negotiations: Lead the most complex, high-value negotiations spanning multi-year service agreements, revenue-share models, and enterprise-level commitments.
• Partner Ecosystem Development: Scale a robust enterprise partner ecosystem encompassing partner-facing collateral, sales enablement frameworks, and commercial incentive models that will ultimately drive market adoption of SmartThings Pro
• Pipeline Governance: Maintain rigorous oversight of the total partnership pipeline, ensuring focus on high-value opportunities and delivering accurate forecasting to executive leadership.

• Executive Engagement: Serve as the primary commercial voice to Samsung's global leadership, navigating a complex, matrixed organization to secure the resources and approvals necessary to advance major U.S. market initiatives.
• Market-Driven Strategy: Translate market intelligence and partner feedback into compelling business cases, ensuring SmartThings Pro remains the industry benchmark across target verticals.
• Vertical Growth Strategy: Own and execute the primary growth strategy for SmartThings Pro's key U.S. verticals (including Builder, Hospitality, Retail, QSR & Office)
• External Representation: Represent SmartThings Pro at the executive level across industry boards, C-suite partner engagements, and major technology summits.

Skills, Knowledge & Expertise

• Bachelor’s degree in Business or related field required; MBA or equivalent commercial leadership experience preferred.
• 12+ years of professional experience, with a minimum of 7 years in a dedicated Business Development or Strategic Alliances leadership role. 5+ years of direct people management experience preferred.
• Proven track record of managing and scaling a team of Business Development Professionals or Account Executives in a high-growth tech environment.
• A documented history of closing complex, multi-million dollar enterprise partnerships with significant, measurable commercial impact.
• Expert-level proficiency in deal structuring, including a deep understanding of commercial legalities and revenue-share frameworks.
• Deep experience in IoT, Enterprise SaaS, Real Estate Technology (PropTech), or Energy/Utility sectors is highly preferred.
• Ability to identify 3–5 year market trends and position the team to capitalize on them.
• Exceptional communication and presentation skills suitable for C-suite and Board-level interaction.
• Proficiency in financial modeling, deal valuation, and data-driven performance management.

SmartThings Benefits

• We offer an attractive compensation package with comprehensive health benefits, including medical, dental, vision, and mental health; an HSA with employer contribution; life & disability insurance; FSAs for health and dependent care expenses; a competitive 401k with a 5% employer match, and more.
• All of our employees enjoy unlimited PTO, 12 paid holidays, and a generous parental leave policy (8 weeks fully paid parental leave and 8 more fully paid weeks for childbirth recovery leave).
• Eligible employees benefit from our education reimbursement program, and all employees enjoy access to learning resources through O’Reilly.
• We offer a parking stipend to cover the monthly garage cost. EV chargers are also onsite.
• In-office catered lunches on Thursdays.
• Access to the onsite gym.

About SmartThings