Business Development Director, B2B

Role Overview

• Define and execute the Go-To-Market strategy for SmartThings Pro, coordinating with Product and Marketing to accelerate awareness and adoption across priority B2B verticals.
• Deeply embed and cross-collaborate with Samsung Electronics America (SEA) and other internal teams to bundle SmartThings Pro with premium hardware and commercial equipment, turning standalone assets into connected, intelligent software-driven solutions.
• 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.
• Design and execute comprehensive monetization frameworks spanning both direct B2B enterprise engagements and B2B2C channel models, including identifying recurring revenue opportunities for both SmartThings Pro and SmartThings Energy in the U.S. market.
• Lead the most complex, high-value negotiations spanning multi-year service agreements, revenue-share models, and enterprise-level commitments.
• Standardize and manage the operational lifecycle of the SmartThings Pro Authorized Partner (STAP) framework, directly overseeing the onboarding, commercial tracking, and technical enablement of third-party System Integrators (SIs) and installers nationwide.
• 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.
• Serve as a 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.
• Translate market intelligence and partner feedback into compelling business cases, ensuring SmartThings Pro remains the industry benchmark across target verticals.
• Own and execute the primary growth strategy for SmartThings Pro's key U.S. verticals (including Builder, Hospitality, Retail, QSR & Office).
• Represent SmartThings Pro at the executive level across industry boards, C-suite partner engagements, and major technology summits.

Requirements

• 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. 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.
• Proven track record of productizing and deploying Enterprise Cloud/SaaS software solutions or commercial IoT platform suites (e.g., building automation, enterprise software stacks, smart energy platforms).
• 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.

Tech Stack

• Cloud
• IoT
• Go

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.
• Our commitment to diversity, equity, inclusion and belonging is embedded into our culture and our work, and everyone has frequent opportunities to join forums and groups and participate in ongoing projects.
• 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.