Lucid Software is the leader in visual collaboration and work acceleration, helping teams see and build the future by turning ideas into reality. Our products, business, and workplace culture have received numerous awards, such as being named to the Forbes Cloud 100 and a Fortune Best Workplace in Technology. This position is fully remote, or hybrid if you are near one of our office locations in South Jordan, UT or Raleigh, NC. We hold true to our core values of teamwork over ego, innovation in everything we do, individual empowerment, initiative, and ownership, and passion and excellence in every area. We value diverse perspectives and are dedicated to creating an environment that is respectful and inclusive for everyone.
About the Role:
The Sr. Manager, Business Development sits at the intersection of product, strategy, sales, and external partnerships. This role offers a unique opportunity to shape Lucid's partner and platform strategy while driving measurable business impact through strategic relationships. You'll work on a lean team with outsized influence, reporting directly into the Product organization with close proximity to executive leadership.
This is not a traditional BD role focused solely on deal-making. You'll balance external relationship-building with internal cross-functional collaboration, bringing the voice of our partners into product decisions while championing Lucid's value externally. No two days are the same. You'll jump between strategic planning sessions, partner calls, executive briefings, and hands-on problem-solving.
We're looking for someone with strong product intuition who can evaluate opportunities with limited information, build trusted relationships at all levels, and drive new motions from concept to execution. Prior experience in B2B SaaS, particularly in Product Management, Technology/Platform Partnerships, or Strategy/BD within a product-focused company, is highly valued.
Responsibilities:
Strategic Technology Partnerships:
- Own and deepen relationships with Lucid's strategic technology partners (e.g., Google, Microsoft, Atlassian, Slack, OpenAI, Anthropic) across product integration, co-marketing, and platform initiatives
- Evaluate and prioritize new integration and platform opportunities, including emerging areas like MCP (Model Context Protocol) and AI agents, using strong product judgment to separate signal from noise
- Serve as the primary point of contact and escalation for partner-related matters, from strategic initiatives to operational issues
Go-To-Market Partnership Development:
- Build and scale co-sell and referral partnerships that drive partner-sourced and partner-influenced revenue
- Design and operationalize GTM partnership motions, including lead sharing, joint account planning, sales enablement, and executive alignment
- Work closely with sales leadership to embed GTM partnerships into pipeline strategy, forecast discussions, and rep workflows
- Track and report on partnership performance metrics: influenced revenue, partner-sourced deals, deal acceleration, and expansion attribution
Executive Relationship Building & Multi-Threading:
- Develop and maintain multi-threaded relationships across partner organizations, from working-level contacts through C-suite executives
- Orchestrate top-to-top engagements between Lucid executives and partner leadership to strengthen strategic alignment and unlock new opportunities
- Represent Lucid at industry conferences and partner events, building relationships that position us for long-term strategic value
Cross-Functional Leadership:
- Partner with Product and Engineering to translate partner insights into roadmap priorities and integration requirements
- Collaborate with Marketing on co-marketing initiatives, joint webinars, and partner communications
- Align with Sales and RevOps on GTM partnership execution, including pipeline tracking, deal registration, and incentive structures
- Build business cases for new opportunities, synthesizing market intelligence, competitive dynamics, and partner feedback into clear recommendations for leadership
Requirements:
- 5+ years of experience in business development, partnerships, product management, strategy, or a combination, ideally within B2B SaaS
- Strong product sense: ability to evaluate integration and partnership opportunities from a product-market fit perspective
- Proven ability to build trusted relationships with external partners and internal stakeholders at all levels
- Experience managing complex, multi-stakeholder initiatives across organizations
- Excellent communication skills. You can distill complex information into clear narratives for executives, partners, and cross-functional teams.
- Highly organized with the ability to manage a portfolio of partnerships and priorities simultaneously
- Comfort with ambiguity and a bias toward action in fast-moving environments
Preferred Qualifications:
- Experience building or scaling GTM/co-sell partnership programs (e.g., cloud marketplace co-sell, channel partnerships, referral programs)
- Background in Product Management or deep collaboration with product teams in a B2B SaaS environment
- Experience with platform/ecosystem partnerships at companies like Atlassian, Slack, Salesforce, Google, Microsoft, or AWS
- Track record of multi-threading relationships and orchestrating executive engagement across partner organizations
- MBA or relevant graduate degree
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