Leader - Strategic Partnerships

About Us:

Sauce Labs is the leading provider of continuous test and error reporting solutions that give companies the confidence to develop, deliver and update high quality software at speed. The Sauce Labs Continuous Testing Cloud identifies quality signals in development and production, accelerating the ability to release and update web and mobile applications that look, function and perform exactly as they should on every browser, operating system and device, every single time. Sauce Labs is a privately held company funded by TPG and Riverwood Capital. For more information, please visit https://saucelabs.com.

The Role:

Sauce Labs is seeking a dynamic and results-oriented Business Development / Partner Leader to join our team. The ideal candidate will be responsible for identifying, negotiating, and managing strategic partnerships to drive business growth. This role requires a strong blend of strategic thinking, relationship building, excellent cross-functional collaboration, strong communication skills and execution (get stuff done) skills.  This role is focused on three main areas: Strategic Technology Partnerships (understanding partner roadmaps and how we can overlay our roadmap with theirs); Strategic Commercial Partnerships (OEMs that can white label Sauce Labs); and VARs.  The successful candidate will have demonstrated success in all three main areas. 

Responsibilities:

• Identify opportunities for innovation, exploring new markets, and developing plans for business expansion in alignment with our strategy. 
• Identify and establish strategic partnerships, collaborations, and alliances that contribute to our growth and market presence.
• Conduct financial analysis, in partnership with Finance and Product, to evaluate the feasibility and profitability of potential business ventures, investments, or partnerships.
• Lead negotiations, in tight partnership with Legal, with potential partners to establish mutually beneficial agreements.
• Structure deals, in tight partnership with Legal, Sales, Product and Marketing, that align with the company's objectives, ensuring a win-win scenario for all parties involved.
• Cultivate and maintain strong relationships with existing partners, ensuring both parties are achieving the outcomes that were expected/planned for.
• Work tightly with cross-functional teams, including Finance, Legal, Sales, Marketing, and Product, to ensure successful execution of partnership initiatives.
• Provide insights and recommendations to enhance Sauce Labs product offerings and market positioning.
• Develop and implement strategies to position Sauce Labs as a leader in the market.
• Establish key performance indicators (KPIs) to measure the success of all our partnerships.
• Provide regular reports on partnership performance, making data-driven recommendations for improvement.
• While this role is responsible for  the development and execution of partnership agreements, strong partnering and alignment with Legal and Finance is expected.
• Ensure compliance with contractual obligations and drive the resolution of any issues that may arise.

Required Skills:

• 7+ years of proven experience in business development, partnership management, or relevant industry experience.
• Bachelor's degree in Business, Marketing, or related field is preferred.  (MBA is a plus)
• Strong negotiation and communication skills.
• Strategic thinking with the ability to identify and capitalize on market opportunities.
• Results-driven mindset with a focus on meeting and exceeding targets.
• Ability to work collaboratively and build strong relationships both internally and externally.
• Familiarity with the industry and market trends.
• Excellent organizational and project management skills.

We are a hybrid workplace that recognizes the importance of flexibility while valuing in-person collaboration and relationship building. As a result, Saucers located near an office location must be able and willing to come into the office. Those hired remotely must be able and willing to travel to an office as required by the specific role. 

Please note our privacy terms when applying for a job at Sauce Labs.

Sauce Labs is proud to be an Equal Opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender identity/expression/status, sexual orientation, age, marital status, veteran status or disability status.

Security responsibilities at Sauce

At Sauce, we will commit to supporting the health and safety of employees and properties, partnering with internal stakeholders to learn and act on ever-evolving security protocols and procedures. You’ll be expected to fully comply with all policies and procedures related to security at the department and org wide level and exercise a ‘security first’ approach to how we design, build & run our products and services.