Business Development Director, Marketplace

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Job Category Sales Job  Details About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Role Purpose & Ecosystem Context As an elite, high-touch commercial overlay and marketplace specialist driving the transactional evolution of the Salesforce ISV ecosystem, the Principal Marketplace Business Development Manager sits at the direct intersection of Revenue, Strategy, and Partner Operations. This role is responsible for marketplace GMV velocity, owning the adoption of evolved marketplace functionality to deliver meaningful incremental ACV growth and accelerating overall GTM automation and transformation.

Convincing established enterprise partners to commit their core products, services and revenue streams to a nascent marketplace is an exceptionally difficult, deeply sophisticated sales pitch. This role is not a traditional partner management function; it is a senior, strategic co-selling position.

Furthermore, as the GTM App evolves, this individual will architect a brand-new commercial capability for Salesforce: building the end-to-end framework that allows partners to list and transact their entire solutions—comprising both software products and attached professional/managed services —directly with customers. This role will be responsible for driving incremental revenue through Salesforce’s transactable partners, customers and sellers.

Core Responsibilities & Deliverables
1. High-Touch Marketplace Co-Selling & Deal Architecture Elite Partner Overlay:
Act as the specialized marketplace execution expert, stepping into high-stakes, complex partner engagements alongside the Agent Exchange GTM Transformation team to deliver the marketplace value proposition and secure structural commitments.

Enforce Marketplace Routing Discipline:
Maintain strict ownership over the transaction pipeline, stepping into active enterprise deals to unblock multi-party commercial structures and accelerate deal velocity.

Custom Commercial Design:
Define custom deal mechanics, private offer frameworks, and flexible pricing models, partnering directly with Strategy, Legal, Rev Ops, and Deal Desk to ensure the field is completely unblocked and ready to transact.
2. Partner Revenue Transformation & AdvisoryC-Suite Business Advisory:
Act as a trusted strategic consultant to partner C-suites (CEOs, CFOs, CROs), guiding them through the intense revenue model, billing infrastructure, and internal sales compensation transformations required to successfully shift to a marketplace-first business model.

Change Management Execution:
Treat the roll-out of the GTM App as a profound change management program rather than a simple feature launch, directly addressing partner friction regarding margin preservation and field sales alignment.
3. Feedback Loops & AI-First Operational Governance Structured Product Advocacy:
Act as the strategic feedback loop between strategic partners and the Product organization. Collect and prioritize input on missing features (especially regarding services monetization), building data-driven business cases that separate true roadmap priorities from one-off requests.

AI-First

Infrastructure: Own the pipeline tracking, KPIs, reporting, and roadmap reviews for this motion. Ensure all internal workflows and program management strategies are AI-first by default, leveraging automation to maximize ecosystem scale.
4. Supporting the "Products + Services" GTM Motion (0-to-1 Blueprint)
Collaborate on the Complete…