Director / VP of Business Development - Brand

Our client is looking for a Director + of BD(in the real estate, multi-unit family property world) to build new sources of growth for their company (new products and AI-driven capabilities, strategic partnerships, new packaging, and new routes to market) and to put those offerings into the hands of their sales team. This is not a quota-carrying sales role, but it is measured in revenue. You will help shape what they sell, how it is priced and packaged, and which partners extend their reach — and then make sure Sales can take it to market and win with it, both in new PMC acquisition and in upsell and cross-sell across their existing base. You need to know how property management companies in multifamily rentals actually operate: how they buy, who signs, what they will pay for, where their margin comes from, and what their residents expect

K E Y R E S P O N S I B I L I T I E S

• Pricing, Packaging & Offerings -Own pricing and packaging — the bundles, tiers, and commercial constructs the sales teams take to market.
• Translate newly developed products, AI capabilities, and partner integrations into sellable offerings with clear value propositions, pricing, and target segments.
• Define how our AI initiatives are commercialized — what gets bundled, what is priced separately, and how the value is proven to a PMC.
• Build the commercial case for what we launch, bundle, reprice, or retire — grounded in willingness to pay, competitive positioning, and margin

Sales Enablement & Revenue Impact

• Arm the sales force to win new PMCs and expand existing ones: positioning, packaging, competitive framing, and deal-level commercial support.
• Partner with Sales leadership on upsell and cross-sell motions across the installed base.
• Support strategic and complex deals where new products, AI capabilities, partnerships, or non-standard commercial terms are in play.

Partnerships & Routes to Market

• Identify, structure, and close partnerships, alliances, referral relationships, and integrations that add real value for PMCs and their tenants.
• Find the companies, platforms, and individuals with trusted access to our target customers, and build new paths to market through them.
• Evaluate opportunities on strategic fit, commercial potential, and long-term value — and be willing to say no.
• Drive opportunities end to end, from initial identification through relationship building, negotiation, and execution.

Market & Growth Strategy

• Analyze market opportunity, competitive dynamics, and industry trends to help define where we focus our growth efforts.
• Identify and develop new markets, regions, and strategic customer segments.
• Represent us across the multifamily and property management ecosystem — industry associations, conferences, vendor networks, and key accounts.

H O W Y O U ' L L W O R K

You will report to the CEO/COO and work day to day with the VP Product, VP Sales, and VP Growth — Product on what we build, Sales on what we can sell and to whom, Growth on how we get in front of the market.

R E Q U I R E M E N T S

• 5+ years in business development, commercial strategy, or partnerships, ideally in a high-growth technology or SaaS environment.
• Direct experience in the multifamily rental and property management industry. PMS experience is not required; a real understanding of how PMCs operate and buy is.
• Strong command of the U.S. multifamily and property management market — owners, operators, third-party managers, the vendor landscape, and how deals actually get done.
• Demonstrated ownership of pricing and packaging decisions, not just input into them.
• Track record of developing new markets, strategic partnerships, customer segments, or growth channels.
• Proven ability to take an opportunity from concept through relationship development, negotiation, and signed agreement.
• Proven ability to make new offerings land with a sales team — enablement that changes what reps actually sell.
• Strong commercial judgment, strategic thinking, and analytical rigor; comfortable building the model, not just the narrative.
• Highly hands-on and execution-oriented; able to operate independently and take ownership with minimal structure.
• Exceptional communication, networking, negotiation, and relationship-building skills.
• Entrepreneurial mindset, high initiative, and strong business drive.

W H A T S U C C E S S L O O K S L I K E I N Y E A R O N E

• A defined pricing and packaging framework in market and adopted by the sales teams.
• A measurable lift in average deal size and in upsell attach rate across the existing base.
• Six to eight signed strategic partnerships contributing pipeline, product value, or both.
• A clear commercial model for our AI offerings, in market and selling.
• A clear, evidence-based point of view on the next markets or segments we should enter.