Director, Business Development
- Remote
- All sales jobs
- Full-time
- Partnerships
About the role
Are you excited by the opportunity to help local restaurants thrive? Do you love the challenge of building strategic partnerships, unlocking new revenue channels, and scaling what’s working? If forging powerful connections, championing independent businesses, and driving new revenue and customer growth through the right partners sound like your thing, we might have the perfect role for you.
About Us: ChowNow is one of the leading players in off-premise restaurant technology. As takeout becomes a vital revenue stream for independent restaurants, our platform helps owners focus on what they do best—serving great food—by offering solutions across the entire digital dining experience. From building branded websites and mobile apps, to powering online orders, managing menus, consolidating delivery, and running targeted marketing, we give restaurants the tools to grow on their own terms. We support thousands of restaurants across North America, helping process $1B+ in gross food sales while saving our partners over $700M in third-party commission fees. Through our white-label ordering solutions, a growing demand network (including Google, Yelp, Apple, and Snap), and a diner-friendly marketplace, we empower independent restaurants to own their customer relationships and avoid inflated pricing and fees charged by 3rd party delivery apps like Uber and Doordash. Founded in 2012, we’ve navigated rapid growth and transformation—from startup roots through the pandemic boom—and are now beginning an exciting new era under our CEO, Kanika Soni. As we evolve with new leadership and cutting-edge tools, we’re deepening our commitment to helping local restaurants thrive in the digital economy. About the Position:ChowNow's Partnerships Team builds relationships with business partners and industry stakeholders to accelerate ChowNow's mission of helping local restaurants thrive. Our team works with partners to drive new revenue, expand our reach into new restaurants, and grow order volume through partner networks — while also enhancing the ChowNow product experience along the way. ChowNow is doubling down on its partner strategy as we enter this new chapter: there is enormous room for innovation, new programs, and new partners to fuel our growth.
The Director, Business Development will identify, develop, and close new strategic partnerships for ChowNow, expanding our revenue, our customer base, and our reach across the restaurant tech ecosystem. This is a complex, senior build role — you'll be comfortable with ambiguity and skilled at putting structure around undefined problems, balancing new partner identification, commercial deal-making, and market awareness to unlock new revenue and customer acquisition opportunities.
This high-visibility role will collaborate across Sales, Product, Marketing, Sales Enablement, Restaurant Success, Legal, Finance, Data, Tech/Engineering and Customer Support to support new partner development and maximize ChowNow's opportunity in the market. You will design and own a scalable new partner discovery and evaluation framework, build a tight feedback loop with stakeholders across the business, and drive the right partnerships — the ones that move revenue, drive new restaurant acquisition, and unlock product capabilities — from first conversation through market launch.
This role reports directly to the VP of Partnerships and will have no direct reports. You'll travel periodically to industry conferences, key partner locations across the U.S., and ChowNow's Los Angeles HQ to build the kind of partner and internal relationships that last.
This is a remote role based in the United States. Please note: ChowNow is not eligible to employ in every state and the recruiting team will confirm location and eligibility before moving past initial stages. WHAT WE LOVE ABOUT YOU: You put restaurants first. You deeply understand the importance of local restaurants and put them at the center of everything you do. You aim to help them not only survive but thrive. You celebrate diversity. You recognize that diversity and inclusivity matter. You’re committed to progress, which means everyone gets the support and resources they need, no matter who they are. You have an ability to listen to other team members' ideas and can thrive in an environment that embraces individuality. Everyone’s voice counts. You raise your hand. You consistently go above and beyond what is asked of you. You help your peers accomplish their tasks while also excelling at accomplishing your own. When you have a smart idea, you raise your hand and share it. You keep reaching. You set clear ambitious goals. You don’t allow yourself to become complacent with where you’re at and what you’ve done, so you seek out new opportunities and challenges.SPECIFICALLY YOU WILL:
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Own ChowNow's business development function — including the partner evaluation framework and the partner journey from first conversation to market launch
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Identify and prioritize new partnership opportunities based on their potential to drive new revenue, new restaurant acquisition, and expand our market
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Align new partner strategy to company vision, revenue goals, and the product roadmap, with a sharp eye for spotting game-changing revenue opportunities
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Become a ChowNow product expert, able to speak fluently with partner prospects about our technical capabilities and where they unlock new markets and new customers
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Partner closely with the VP of Partnerships, Executive Team, Sales, Product, and Marketing to keep business development initiatives aligned with broader GTM, product and revenue goals
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Run a structured, disciplined business development process — from sourcing and qualification through commercial deal structure, negotiation, and in-market execution
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Own day-to-day relationships with key partners across the restaurant tech ecosystem — from technology integrations to referral and channel partners — ensuring each one delivers measurable revenue and growth for ChowNow
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Evaluate ChowNow's potential entry into new markets and adjacent verticals, helping the business answer the build, buy, or partner question
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Travel as needed to industry events and partner offices to build long-term relationships with partners and internal stakeholders alike
Within 30 days you'll...
- Progress through Ramp Camp (ChowNow's New Hire Onboarding Experience).
- Dig into the product technical details to understand our current offering.
- Shadow a variety of sales calls to understand our sales methodology and how to position ChowNow’s offerings, including overcoming key objections.
- Work closely with Partnership and Product leadership to define priorities, with an understanding of our current product capabilities and future product roadmap
- Be introduced to existing and potential partners to help guide discussions, understand the current landscape, pipeline and positioning.
Within 60 days you'll...
- Own the comprehensive partner intake and evaluation framework designed to quickly identify, evaluate, prioritize and guide new partners through a consistent journey
- Own and facilitate all new partner discovery calls, bringing in Product, Partnership, or Executive leadership as required to support the discussions.
- Prioritize partners based on revenue potential, new customer acquisition and product capability unlocks
- Build and own project development and launch plans for new partners, ensuring internal stakeholder accountability and timelines for success
Within 90 days you'll...
- Find success by launching between 1–3 new partners for ChowNow that are already contributing to pipeline, revenue, or new restaurant acquisition
- Iterate and evolve the business development framework as needed
- Facilitate and own partner QBR’s with core platform partners
- Proactively source and surface new partner opportunities internally, market trends and competitive threats
YOU’RE EXCITED ABOUT THIS OPPORTUNITY IF:
- You have 8–10 years of experience in partnerships, business development, channel/reseller, or POS integration roles, ideally within the restaurant tech ecosystem.
- You have a track record of sourcing and closing new partnerships that drove measurable revenue and new customer acquisition, not just relationship management
- You're comfortable dealing with uncertainty and putting structure around complex, unstructured problems. You don't need a playbook to get started, you build it
- You understand how APIs work at a working level and can talk technical lingo with product and engineering counterparts
- You're skilled at evaluating commercial deal structures, building financial models, and negotiating win-win partnership agreements
- You're self-motivated, detail-oriented, and organized, with a proven ability to build relationships across internal functions and with external partners
- You challenge the status quo and look for new, better ways to exceed partner and revenue expectations
You have a passion for helping local restaurants succeed
About Our Benefits:
- Estimated On Target Earnings (OTE): $200,00-$250,000 (depending on candidate experience and location)
- Ongoing training and growth opportunities.
- A "Best Place to Work" winner multiple times where we focus on creating a great employee experience.
- Rock solid medical, dental, and vision plans.
- Mental Health Coverage - we offer several programs to support your mental health and wellness goals.
- Unlimited Paid Vacation. We expect you to work hard, but still enjoy your personal life
- 7 weeks of baby bonding time for all new parents (within the first year of birth or adoption), 8 Weeks of Paid Pregnancy Leave.
- 401(k) Matching
- Employer-contributing student loan assistance program or continuing education reimbursement program
- Employee Stock Incentive Plan.
- Pet insurance for your fur babies
- Consistent & fair leadership: we’ll share info, set clear goals, show you respect, and treat everyone fairly.
- Enough freedom to spread your wings while still holding you accountable.
