Sr. Manager, Business Development

About the Partnerships Team

The Partnerships team plays a key role in driving Thumbtack’s growth strategy. We build and scale high-impact B2B partnerships that expand our customer base and create new revenue opportunities. Operating at the intersection of business development, product innovation, and go-to-market execution, the team collaborates closely with Commercial Strategy, Product, Engineering, Marketing, Operations, and Finance to design and deliver scalable, partner-driven experiences that fuel demand for Thumbtack.

About the Role

We’re looking for a strategic, people-focused leader to grow and lead Thumbtack’s Business Development organization. In this role, you’ll own the strategy and execution for our Demand Partnerships team, building relationships with leading platforms across Content, Retail, HOA, Property Management, and other key verticals. Your goal: bring new users to Thumbtack and unlock new revenue opportunities through high-impact partnerships.

You’ll manage and develop a team of Business Development Representatives, guiding them to identify, negotiate, and scale partnerships that drive measurable growth. Collaborating closely with teams across the company, you’ll shape how partners integrate with Thumbtack to create seamless, scalable experiences that drive success for both our business and our partners.

What you'll do

• Lead and develop a high-performing Demand Partnerships team, setting clear goals and coaching them to deliver measurable impact.
• Define and execute the strategy for Thumbtack’s Demand Partnerships program, driving user acquisition and revenue growth.
• Own the full partnership lifecycle - from sourcing and negotiation to activation, optimization, and long-term success.
• Build and strengthen relationships with senior partners to create shared value and expand collaboration opportunities.
• Launch and scale key partnerships that drive new user growth and incremental revenue across priority verticals.
• Collaborate cross-functionally with Commercial Strategy, Product, Engineering, Marketing, Operations, and Finance to evolve integrations, reporting, and go-to-market strategies.
• Implement performance frameworks and reporting standards to measure success and continuously improve how we support and grow our partner ecosystem.

In order to be successful, you must bring

• 7+ years of experience in Partnerships, Business Development, or B2B Sales, including 2+ years in a people-leadership role.
• A proven ability to build and scale complex, high-impact partnerships that drive measurable business growth.
• A strategic and analytical mindset, with the skill to turn big-picture thinking into clear, actionable plans.
• Exceptional leadership and communication skills, with experience developing high-performing teams and influencing senior stakeholders.
• Success working cross-functionally with teams like Product, Engineering, Marketing, and Operations to launch and scale initiatives.
• Familiarity with publishers, content platforms, retail, or property management partnerships (a plus).
• A growth-oriented, builder’s mindset - curious, driven, and passionate about creating new opportunities.

Expected salary ranges

• For candidates living in San Francisco / Bay Area, San Jose, New York City, or Seattle metros, the expected salary range for the role is currently $194,000 - $237,000
• For candidates living in Austin, TX or Washington DC metros or in California, Massachusetts, New Jersey, or Washington states, the expected salary range for the role is currently $174,000 - $213,000
• For candidates living in all other US locations, the expected salary range for this role is currently $165,000 - $201,000

Actual offered salaries will vary and will be based on various factors, such as calibrated job level, qualifications, skills, competencies, and proficiency for the role.

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