Director, GSI Partnerships
Own and scale ClickHouse's global GSI partnerships by building co-sell motions, practice enablement programs, and executive relationships that drive revenue through named strategic partners.
Director, Developer Solutions
Leads partnerships and sales strategies for Discord's Social SDK, analytics, and commerce solutions with game developers. Owns deal execution, pipeline management, and cross-functional alignment to drive adoption and revenue, requiring 10+ years in BD/sales and gaming expertise.
280k – 315kSan Francisco, CAPartnershipsOnsite10+ YOE
About the role
What You'll Be Doing
- Identify high-fit games and developers for Discord’s Social SDK, commerce, and analytics offerings
- Own a territory / book of business of AAA and AA game developers with quarterly goals tied to your performance
- Own the sales / deal process from prospecting, qualification, decision, terms negotiation to deal close
- Understand developer needs in regard to monetization, user growth, and social mechanics. This includes identifying the optimal path and selection for third party technology adoption
- Build and manage a healthy, predictable pipeline through outbound prospecting, targeted outreach, and strategic account mapping. Fully document your progress using CRM tools
- Lead strategy, structuring, and negotiation of key partnership agreements, including developing clear commercial frameworks and defining technical scope.
- Align GTM and execution with leaders across Product, Engineering, Ad Sales, Operations, Marketing, Finance, Legal and Executive Leadership; remove roadblocks and ensure partner success and achieve defined KPIs.
- Work alongside Customer Success to identify upsell / cross-sell opportunities and deepen relationships within existing customers.
What you should have
- 10+ years of proven experience in business development, sales and partnerships experience
- 7+ years of experience in enterprise SaaS / SDK adoption, analytics / insights sales or related roles at software or platform companies; experience in game tech and developer tools
- Strong track record of winning new logos and closing complex deals with enterprise customers
- Proven track record sourcing, negotiating, and scaling complex partnerships with measurable impact on revenue, adoption, and monetization
- Proven ability to work with internal cross-functional teams at early stages to define and articulate partner value within the context of Discord
- Deep knowledge and experience in the gaming space, specifically
- Demonstrated ability to lead cross-functional execution with clear ownership and accountability
- Exceptional written and verbal communication skills, with experience producing clear, executive-ready materials (e.g., strategy memos, deal summaries, business cases, and partner communications)
- Bachelor’s degree required; MBA or equivalent advanced degree a plus
Compensation: On Target Earnings (OTE) range is $280,000 to $315,000 + equity + benefits.
Skills
SaaSSdkCRMSalesforceAnalyticsSocial SdkGame TechDeveloper ToolsBusiness DevelopmentPartnerships
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