Business Development Director - Startups & VC's

Business Development Director - Startups & VC's

Job Category: Sales Strategy & Operations

Location: US - California - Remote | US - New York - New York | US - Massachusetts - Remote

Meet Our Team:

At Launchpad, you’ll join a nimble, growth‑oriented GTM organization that sits at the intersection of partnerships, sales, and ventures. We operate with a startup mindset, backed by enterprise scale, and are focused on unlocking new growth opportunities and accelerating how software companies bring software products to market.

​This role collaborates directly with our AWS, Ventures, Product, and Marketing teams to shape how Launchpad engages the startup and investor ecosystem globally—especially early‑stage software and AI companies. You’ll be the connective tissue between Launchpad, AWS for Startups, VC firms, accelerators, and other startup partners, turning those relationships into a powerful growth engine.

Picture Yourself at Pega:

In this position, you will be the driving force behind building and scaling the Launchpad for Startups program. You’ll embed yourself in the VC, accelerator, and startup ecosystem, partnering with investors and AWS for Startups teams to identify founders who can benefit from Launchpad and to influence them to build on Launchpad early in their product journey.

​You’ll represent Launchpad across investor portfolio programs, startup events, AWS initiatives, and co‑marketing efforts. Your work will directly shape how investors talk about Launchpad, how founders discover us, and how quickly we can convert ecosystem interest into meaningful adoption and expansion of Launchpad with growing startups.

What You'll Do at Pega:

• Build and deepen strategic relationships with VC firms, accelerators, startup partners, and AWS for Startups to drive referrals, Cosell opportunities, and joint motions.

• Design and run the Launchpad for Startups program, including program structure, benefits, onboarding, enablement, and feedback loops.

• ​Generate a consistent flow of qualified startup leads by engaging investors’ portfolios, accelerator cohorts, and AWS startup teams.

• Drive joint campaigns and events (webinars, portfolio workshops, demo days, digital programs) with VCs, accelerators, and AWS to build awareness and signups for Launchpad.

• Create joint success stories, narratives, and assets that showcase the value of building on Launchpad early—helping investors, AWS, and Launchpad GTM teams pitch and win together.

• Own ecosystem-sourced pipeline and reporting, ensuring clear visibility into deal flow, traction, and ROI from investor and startup partnership activity.

• Act as Launchpad’s ambassador within the VC and startup community, representing our vision, building advocacy, and expanding our presence across new funds, programs, and regions.

Who You Are:

You’re a relationship‑driven operator who thrives in ecosystems and partnerships. You’re comfortable engaging with investors, founders, and cloud partners, and you understand how decisions are made in both VC firms and startup teams. You’re a strong communicator and storyteller, able to articulate a compelling joint narrative about why investors should encourage their portfolio companies to build on Launchpad.

You bring a self‑starter mindset and enjoy building new motions. You’re organized, persistent, and disciplined about pipeline and follow‑through. You like turning fragmented opportunities into structured programs that scale—and you’re motivated by seeing founders launch faster and smarter on Launchpad.

What You've Accomplished:

• 12+ years of experience in cloud partnerships, VC/platform roles, startup business development, or B2B software GTM roles.

• ​Demonstrated success building ecosystem programs with investors, accelerators, or cloud partners that drove measurable pipeline and revenue.

• Proven experience running joint GTM campaigns (cobranded content, webinars, events, digital programs, success stories).

• Track record of converting relationships into leads and closed business, ideally with startups or ISVs.

• Strong storytelling and communication skills, with examples of content or programs you helped drive across investor, founder, or cloud audiences.

• High ownership and start up like bias for action, with the ability to build motions from the ground up in a fastmoving environment.

Pega Offers You:

• Gartner Analyst acclaimed technology leadership across our categories of products

• Continuous learning and development opportunities

• An innovative, inclusive, agile, flexible, and fun work environment

• Competitive global benefits program inclusive ofpay + bonus incentive, employee equity in the company

#LI-JV1

Additional Information

Base salary range for this role is 171,000 - 262,800 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives.

The final compensation will be determined during the offer process based on the candidate's education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share an information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage.

Job ID: 23383

AI in Action – Responsible Use of AI in Recruitment

Pega embraces the responsible use of artificial intelligence (AI) to improve efficiency, consistency, and fairness across our business. We encourage thoughtful and ethical adoption of AI technologies that support people—not replace them. We may use AI‑enabled tools in our recruitment process. These tools are designed to assist us by providing insights and operational support.

All hiring decisions are made based on human review and judgment. You may have the right to request human review, provide additional information, or raise questions about how such tools are used.

Culture

At Pegasystems, we foster an environment where people feel valued and empowered to contribute their best. With global clients across industries and regions, we know our success depends on the unique perspectives, experiences, and talents of our people. Ours is a workplace where everyone can grow, collaborate, and deliver meaningful outcomes.

We encourage candidates from all backgrounds and experiences and focus on the core competencies and mindset needed to thrive in a role.

As an Equal Opportunity employer, Pegasystems will not discriminate in its employment practices due to an applicant's race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, veteran or disability status, or any other category protected by law.

This same mindset shapes how we work, encouraging curiosity, continuous learning, and smarter ways of working with AI. At Pegasystems, we believe the best ideas come from curious people who embrace change, learn continuously, and use AI to work smarter and move faster. Guided by our values, we bring a growth mindset to every challenge and create lasting impact together.

Export Compliance

For positions requiring access to technical data subject to export control regulations such as this, Pegasystems may need to obtain export license approval from the U.S. Government and EU Authorities for certain individuals.

Accommodations

If you require reasonable accommodations under the Americans with Disabilities Act (US only) or comparable regional regulations in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process,or contact (US only) 1-888-PEGA-NOW and/or 225 Wyman Street Waltham, MA 02451 ATTN: Benefits.

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It is Pega's policy to engage, recruit, hire, promote, train, discipline, and compensate in all job classifications, without regard to race, color, sex, religion, national origin, age, disability, sexual orientation, gender identity, veteran status, or any other category protected by law.