Principal Business Development Manager

Position Overview

• Location Type: Toronto, Vancouver, Calgary, or Remote (US)
• Job Type: Full-time
• Summary: Clio is seeking a Principal Business Development Manager to join their team and build strategic partnerships with Big Tech, legal tech giants, ISVs, and other technology partners, as well as growth partnerships with organizations serving lawyers.

About the Team

The Business Development team at Clio builds and manages strategic partnerships.

What You'll Work On

• Strategically identifying partnership opportunities and building a pipeline of high-value deals.
• Negotiating and managing partnerships, including 3rd party apps, GTM partners, and strategic partners.
• Working closely with Product and Engineering teams to identify partnership opportunities and evaluate them against a build, buy, partner framework.
• Soliciting opportunities from partners to inform product development decisions.
• Working closely with Go-To-Market (GTM) teams (Marketing and Channel) to bundle, solution, and sell partner solutions alongside Clio’s first-party solutions.
• Collaborating with Legal and Compliance teams to ensure legal and regulatory compliance in partnerships and integrations.
• Collaborating with, inspiring, and mentoring a team of Business Development Managers, Community Partnership Managers, and App Partner Managers.
• Developing and executing monetization strategies within partnerships and integrations.
• Managing relationships with internal and external stakeholders (partners, executives, and cross-functional teams).
• Taking on additional responsibilities and initiatives to support business growth.

Requirements

• 8+ years’ experience as a strategic leader in partnerships/business development.
• Track record of success in scaling and expanding businesses.
• Strong negotiation and complex deal structuring skills.
• Deep understanding of partnership dynamics in a SaaS environment.
• Demonstrated ability to develop and execute strategic growth plans and initiatives.
• Excellent communication and interpersonal skills.
• History of working in small, high-performing teams.

Responsibilities (Summary)

• Identifying partnership opportunities and building a deal pipeline.
• Negotiating and managing partnerships.
• Collaborating with Product, Engineering, and GTM teams.
• Ensuring legal and regulatory compliance.
• Mentoring and managing a team.
• Developing monetization strategies.
• Managing stakeholder relationships.