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LumApps Logo LumApps · Sales

Director, Strategic Business Development

United States, Austin · Job Posted April 19, 2026
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Job Description

LumApps is an AI-powered Employee Hub. As a Director, Strategic Business Development, you are the engine of our indirect revenue growth, with a high-level leadership role focused on long-term growth rather than immediate, short-term sales. You will identify and close high-value partnerships with organizations that want to embed our technology into their own product ecosystem. You are not just selling a tool; you are selling a business opportunity.

Job Responsibility

  • Target Identification: Prospect and "hunt" for agency partners, enterprise resellers, and industry-specific service providers who can scale our product under their own brand
  • Complex Deal Structuring: Lead the full sales cycle for white-label agreements, including complex negotiations around licensing fees, tiered pricing, and intellectual property terms
  • Strategic Positioning: Masterfully articulate the ROI of a "buy vs. build" strategy to C-suite executives at potential partner firms
  • Cross-Functional Collaboration: Partner with Product and Engineering teams to ensure the white-label environment (API access, custom branding capabilities) meets the needs of large-scale partners
  • Market Analysis: Keep a pulse on the North American tech scene and SaaS trends to identify emerging verticals ripe for white-labeling
  • Strategic Prospecting: Identify and recruit high-potential white-label partners (Digital Agencies, Managed Service Providers, and SaaS platforms in adjacent verticals)
  • The "White-Label" Pitch: Clearly articulate the value of a "buy vs. build" strategy, focusing on how our platform can increase the partner's LTV (Lifetime Value) and MRR (Monthly Recurring Revenue)
  • Deal Structuring: Negotiate complex partnership agreements including wholesale license pricing, setup fees, and customized Service Level Agreements (SLAs)
  • Partner Enablement: Lead the initial onboarding of new partners, ensuring their sales and support teams understand how to position the rebranded product
  • Pipeline Management: Maintain an active "hunter" pipeline within Salesforce, accurately forecasting quarterly partner-driven revenue

Requirements

  • 5+ years in SaaS, specifically in Partnerships, Channel Management, or Customer Success
  • Experience in a BtoBtoC environment is a significant advantage, particularly within sectors like insurance and brokerage
  • Proven experience managing OEM, Embedded, or White-Label software relationships
  • Strong organizational skills (PMP or Agile certification is a plus)
  • Exceptional ability to understand, challenge and communicate technical concepts to business leaders and business value to technical teams
  • Familiarity with the Employee Experience (EXP) or Intranet market
  • basic understanding of APIs, SSO (Single Sign-On), and web/mobile applications
  • Ability to say "no" to feature requests while maintaining a positive relationship
  • You can view the product through the lens of the partner
  • You are willing to get hands-on to solve operational blockers

Nice to have

  • Experience in a BtoBtoC environment is a significant advantage, particularly within sectors like insurance and brokerage
  • PMP or Agile certification is a plus

What we offer

  • 25 vacation days (prorated based on hire date)
  • 9 sick days
  • 10 paid holidays
  • 2 floating holidays
  • Health Insurance – United Healthcare, 100% employer-paid benefits from day 1
  • 401k Retirement Plan – We match 100% of your contribution up to 4%
  • Inclusive maternity & paternity leave
  • Team Celebrations & Seasonal Events
  • We provide you with a laptop
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