Vice President of Business Development

Ibotta is seeking a Vice President, Retail Partnerships to join our innovative Business Development team and contribute to our mission to Make Every Purchase Rewarding.

Do you enjoy building businesses that disrupt conventional marketing and promotions? Does the challenge of unlocking and growing a new vertical invigorate you? Do you enjoy a fast-paced environment? Ibotta is fundamentally changing how the world’s leading brands and retailers think about digital marketing and promotions. We are looking for a Vice President to build partnerships with the biggest players in retail and beyond, extending the reach of the Ibotta Performance Network.

This position is located in Denver, Colorado as a hybrid position, requiring 3 days in office. Preferred in-office hybrid days are Tuesday, Wednesday and Thursday. Candidates must live in the United States.

What you will be doing:

• Building the Ibotta Performance Network (IPN) by adding additional publishers who host Ibotta’s offer content directly on their sites (Walmart and Dollar General are examples of retailer publishers in the network)

• Building and managing a pipeline of grocery, mass, pharma, and dollar channel retailers to integrate Ibotta’s Rewards as a Service platform into their digital properties

• Determine what other publishers could and should host Ibotta’s offer content. This could include: 

  • Other retail verticals - E.g., delivery service providers, home improvement retailers, beauty retailers, pet retailers, etc.

  • Non-retail publishers - E.g., other rewards/cash back apps and sites, recipe sites, social networks, banks, etc. 

• Own relationship with prospective partners from outreach to signed agreement, at which point you would transition to our Strategic Partner Management team

• Gain leadership buy-in for your strategy and go-to-market plan

• Develop and deliver innovative presentations to prospective partners on Ibotta’s value proposition and partnership opportunities

• Utilize data to sell in and negotiate partnerships

• Work with leadership to establish appropriate targets and beat those targets through the development, advancement, and closing of partnerships

• Grow, maintain and leverage your network

• Negotiate terms. Create win-win partnerships between Ibotta and prospective partners

• Ensure that sales tactics align with the values, goals, and resources of the business

• Work closely with Ibotta’s sales team to ensure that our relationships with publishers are driving expected results for our brand partners

• Work closely with Ibotta’s technology teams to ensure that our roadmap accounts for forthcoming partnerships 

• Travel as necessary to meet with prospective publishers (10% - 20%)

• Embrace and uphold Ibotta’s Core Values: Integrity, Boldness, Ownership, Teamwork, Transparency, & A good idea can come from anywhere

What we are looking for:

• 8-10 years of national B2B business development experience in promotions or marketing, ideally with a focus on grocery or CPG categories

• Minimum 6 years of people management

• Bachelor's Degree preferred

• Demonstrated track record of success, including ability to pivot and problem solve during a complex, enterprise sales process

• Proven ability to sell into high-level leadership (including C-level) and to navigate customer organizations to connect with the business owner/decision make

• Great communication skills, both written and verbal (candidates do a mock pitch as part of the hiring process)

• Ability to build and convey a compelling value proposition using slides (Powerpoint / Google docs), email, and longer-form written prose (Word / Google Docs)

• Proven analytical skills, ability to design and build strong business models using Excel / Google Sheets

• Proven negotiation skills. Demonstrated ability to close the deal

• Flexibility, accountability, and resourcefulness to work with little direction in a fast-paced startup environment

• Ability to think and act like an entrepreneur, utilizing creative thinking to deliver value to your stakeholders