Director, Business Development & Strategic Partnerships

We are seeking a Director of Business Development & Strategic Partnerships to build and scale high‑impact partnerships that expand the reach of our seasonal décor brand. This role will focus on developing repeatable, revenue‑generating partnerships with national retailers, hotel groups, restaurant chains, and experiential photography destinations (e.g., immersive or seasonal photo experiences).

This is a hands‑on, self‑starter role for someone who thrives in ambiguity, can open doors at the enterprise level, and enjoys building programs that scale-not one‑off deals. You will own the full partnership lifecycle, from strategy and outreach to deal execution and long‑term optimization.

This role will directly shape how our brand shows up in the world-bringing our seasonal décor to life through physical spaces, experiences, and national partnerships. You'll have the opportunity to build a partnerships engine from the ground up and make a visible impact on the company's growth.

This full-time position reports to the B2B General Manager and can work remote from New York, NY;
Chicago, IL;
Miami, FL; or Los Angeles, CA. This role can also work locally in our Redwood City, CA office location. Our local teams work in a hybrid model, which currently includes Monday, Tuesday and Wednesday in-office.  

To ensure sufficient overlap with functional and cross-functional team members globally, some flexibility with this role's regular work schedule will be required. Most of our teams have overlap with early morning and/or early evening PST. Specific scheduling needs for this role will be discussed in the initial interview.  

What you'll do:

* Develop and execute a partnership strategy aligned with company growth goals across retail, hospitality, food & beverage, and experiential venues

* Identify, pitch, and close national and multi‑location partnerships that drive brand awareness, incremental revenue, and customer acquisition

* Design scalable and repeatable partnership models (e.g., seasonal programs, licensing, co‑branded installations, revenue share frameworks)

* Own partnerships end‑to‑end: prospecting, negotiations, contracting, launch, performance tracking, and renewal

* Build strong executive‑level relationships with partners, acting as the primary point of contact

* Collaborate cross‑functionally with marketing, merchandising, creative, operations, and legal to ensure seamless execution

* Create playbooks, templates, and processes to enable faster deal velocity and consistent outcomes

* Track performance metrics and ROI; continuously refine partnership offerings based on data and learnings

* Stay ahead of trends in seasonal décor, experiential retail, hospitality, and brand collaborations

* Leads team with accountability for business outcomes, promoting solution-sharing and inspiring the broader team/function with a vision aligned with organizational values

Key Performance Indicators (KPIs)

Success in this role will be measured by clear, outcomes-driven metrics, including:

* Revenue Impact:
Partnership-driven revenue contribution (annual and seasonal), including repeat and renewal revenue

* Pipeline Development:
Number and quality of enterprise-level partnership opportunities created and advanced

* Closed Partnerships:
Number of signed national or multi-location partnerships (retail, hospitality, restaurant, experiential

* Scalability:
Percentage of partnerships launched using repeatable frameworks vs. one-off custom deals

* Time to Launch:
Speed from signed agreement to live execution of partnership programs

* Partner Retention & Expansion:
Renewal rates and expansion of existing partnerships into additional locations, seasons, or formats

* Brand Reach:
Incremental brand impressions, foot traffic, or customer acquisition driven by partnerships

* Operational Excellence:
On-time, on-budget launches with strong cross-functional alignment

What you bring to the table:

* 15+ years of experience in business development, strategic partnerships, or commercial strategy, ideally with consumer brands, retail, hospitality, or experiences

* Proven track record of building and scaling partnerships with enterprise or multi‑location…