Senior Business Development & Partnerships Manager

ABOUT onX

We're a team of builders, adventurers, and risk takers using technology to help people confidently explore the outdoors. Driven by our mission to awaken the adventurer inside everyone, we build products that optimize every outdoor experience and inspire confidence to get out and go further.

We're a high-growth tech company. The pace is fast, the work takes grit, and ambiguity is part of the job. As the world changes around us, we adapt - continuously evolving how we build, prioritize, and deliver.

Our business moves quickly, and there's real opportunity to shape what we build next. Each of our verticals - Hunt, Offroad, Backcountry, and Fish - is at a different stage of maturity, which means the challenges you encounter and the impact you have will vary depending on where you sit and what the business needs most.

We operate with an experimentation mindset, continually iterating and improving how we solve problems. We expect our people to use the latest tooling, including AI, thoughtfully and responsibly, pairing human judgment with technology to increase quality, speed, and impact.

Our impact comes to life through the products we build, in the stories of our customers, and in our growing commitment to land stewardship and recreational access.

ABOUT THIS OPPORTUNITY

onX is seeking a Senior Business Development & Partnerships Manager I to play a key role in accelerating how we build and scale strategic partnerships.

This role exists to increase the speed and quality of our partnership pipeline by owning early- to mid-stage partner development-identifying opportunities, initiating relationships, and driving conversations forward. The role will initially focus heavily on partnerships within the automotive ecosystem, while also supporting broader strategic partnership opportunities over time.

You will help create momentum across the partnerships function by proactively engaging external partners and bringing structured insights back into the business.

You'll operate in a highly dynamic environment where problems are not fully defined, and success depends on initiative, judgment, and the ability to move work forward without heavy structure. This role reports to the Chief Strategy Officer.
WHAT YOU'LL DO
Essential Job Duties & Functions
Build and Drive Partnership Pipeline

• Identify, prioritize, and pursue high-impact partnership opportunities aligned with company priorities
• Build and actively manage a pipeline of prospective partners within the automotive ecosystem and other strategic partnership areas
• Translate broad goals into concrete outreach strategies and partnership opportunities

Lead Partner Engagement & Progression

• Proactively initiate and lead external conversations with prospective partners
• Own the progression of partnerships from initial outreach through mid-to-late stage discussions
• Independently lead meetings, relationship development, and small to medium partnership opportunities while partnering with senior leadership on larger or more complex deals
• Maintain momentum across multiple opportunities by driving next steps, aligning stakeholders, and navigating obstacles
• Partner with senior leadership to support final negotiation and closing
• Proactively identify obstacles, surface risks to senior leadership, and propose solutions to keep partnerships moving forward.

Generate Insights That Inform Direction

• Synthesize partner conversations, market signals, and internal context into clear insights and recommendations
• Use structured thinking and data to evaluate opportunities and inform decisions
• Identify patterns and opportunities that help shape partnership priorities over time

WHAT SUCCESS LOOKS LIKE

• Within 3 months:
  • Built a clear, prioritized pipeline of high-value partnership opportunities aligned to company priorities
  • Proactively initiated and are actively leading multiple external conversations
  • Demonstrating strong ownership by consistently driving next steps without relying on direction
  • Bringing back structured insights that inform partnership direction and prioritization
• Within 6 months:
  • Progressed multiple partnerships into advanced stages, with clear paths toward close
  • Established a consistent track record of creating momentum across opportunities, even in ambiguous or complex situations
  • Meaningfully reduced reliance on senior leadership for day-to-day partnership execution
  • Independently owning smaller partnership opportunities while effectively contributing to larger strategic deals
• Impact on the business:
  • Contributed to measurable growth through partnerships, such as:
    • new customer acquisition channels
    • distribution expansion
    • product integrations
    • revenue contribution
    • pipeline value
    • strategic partner impact
  • Helped identify and prioritize the highest-impact partnership opportunities for the business
  • Improved the team's ability to consistently source, evaluate, and advance partnerships

WHAT YOU'LL BRING

• Eight (8) or more years of experience in business development, partnerships, or a related role in a tech-forward, fast-moving environment
• Demonstrated ability to independently source and progress partnerships, creating momentum and driving work forward in ambiguous environments without defined playbooks
• Experience developing partnerships that created meaningful customer-facing value through software, platform, product, or distribution integrations - particularly within consumer technology (B2C, B2B2C), mobile app, connected device, or ecosystem-driven environments, rather than solely traditional enterprise sales or channel management relationships
• Strong relationship-building and communication skills, with the ability to influence cross-functional stakeholders internally and externally, build trust quickly, and navigate complex organizations
• Ability to translate broad strategic direction into concrete partnership opportunities and actions, balancing big-picture thinking with hands-on execution
• Strong internal execution skills, including structured thinking, sound judgment, and comfort using data to evaluate opportunities and inform decisions
• Ability to quickly learn technical and product concepts and apply that understanding in external conversations and partnership development
• Demonstrated curiosity and initiative-you actively seek information, ask questions, and pursue opportunities without being prompted
• A strong curiosity for exploring new technologies, including AI, and identifying practical ways to apply them in workflows, partnership development, and decision-making
• A shared passion for and ability to demonstrate onX's Company Values
• Bachelor's degree in Business, Economics, Marketing, a related field, or equivalent practical experience
• Permanent US work authorization is a condition of employment with onX
• Ability to travel quarterly for multiple days to a corporate office, partner meetings, industry events, or other onX strategic locations

ADDED BONUSES

Though not required, we would be thrilled to consider candidates with any of the following:

• Experience navigating complex external organizations or multi-stakeholder partnership environments
• Familiarity with ecosystems where consumer technology, connected products, software platforms, distribution partnerships, and external integrations intersect - including areas such as automotive, mobility, mapping, navigation, or connected devices
• Experience helping drive partnership opportunities from sourcing and relationship development through execution and launch
• Experience working in high-growth or rapidly evolving technology environments
• A personal passion for outdoor recreation, adventure, or technology-enabled consumer experiences

THE ONX EXPERIENCE

onX is a distributed company with more than 400 employees across the country. We come together regularly to work in person and stay connected through regional basecamps and a culture that balances individual ownership with deep collaboration.

While we move quickly, we're not a scrappy start-up. We operate with clear goals, structure, and frameworks that guide how we prioritize and execute. Priorities matter. While they may shift, data shapes how we evolve as our business, products, and the world around us change.

Clear priorities and structure don't limit ownership - they make it possible. You'll have the autonomy to define your work and make meaningful decisions within clear strategic boundaries. You'll partner closely with others to solve complex problems and build solutions that scale across teams and platforms. Along the way, you'll be supported with feedback, tools, and opportunities to grow your craft as you take on new challenges.
WHERE YOU CAN WORK

onX has created a thriving distributed workforce designed to foster connection, collaboration, and shared experience across several US locations. We have two HQ locations in Bozeman and Missoula, MT and established virtual workforce Basecamps in Austin, TX; Denver, CO; Kalispell, MT; Minneapolis, MN; Portland, OR; Salt Lake City, UT; and Seattle, WA.
HOW YOU'LL BE COMPENSATED

onX is committed to compensating all employees fairly and equitably for their contributions. For this position, applicants can expect to make between $140,000 and $170,000 upon hire. The pay range will vary based upon experience, skills, certifications, education among other factors as required in the job description. In addition, full-time onX employees are eligible for a grant of common share options with a vesting schedule and an annual bonus of 10% based on company performance.
WHAT WE'RE OFFERING YOU

• Competitive salaries, annual bonuses, equity, and opportunities for growth
• Comprehensive health benefits, including a no-monthly-cost medical plan
• Paid parental leave of 13 weeks for birthing parents and 5 weeks for non-birthing parents
• 401k matching at 100% for the first 3% you save and 50% from 3-5%
• Company-wide outdoor adventures and amazing outdoor industry perks
• Annual "Get Out, Get Active" funds to fuel your active lifestyle
• Flexible time away package that includes PTO, STO, VTO, and paid holidays

PERFORMANCE ESSENTIALS

In this role, success is driven by cognitive abilities such as concentration and problem-solving, essential for our computer-centric tasks. onX will explore reasonable accommodations to ensure that individuals with diverse abilities can fully engage in and contribute to the essential physical and mental functions of the job. If you need assistance or accommodation, please contact us at View email address on click.appcast.io.


Position open until filled.

#LI-Remote

At onX, we believe that unique perspectives make us stronger. By bringing together people with different experiences, ideas, and viewpoints, we fuel innovation and move closer to our mission of awakening the adventurer in everyone. We are proud to be an equal opportunity employer and are committed to fairness not only in hiring, but also in development, compensation, and promotion. Our goal is to build an inclusive community where every team member can show up authentically and thrive. Together, we win as one team. Come join us!

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As part of our interview process, your conversation may be recorded for documentation purposes to allow interviewers to focus fully on the discussion. Recordings are confidential and accessible only to authorized personnel. Please note, onX respects all applicable laws regarding recording consent, and you will have an opportunity to opt-out if preferred.