Note: The job is a remote job and is open to candidates in USA. Cut+Dry is a fast-growing FoodTech company modernizing the U.S. foodservice supply industry through an AI-powered platform. The Director of Business Development will design and scale a partner channel, owning the full lifecycle from partner identification to long-term success, while collaborating with executive leadership and cross-functional teams to drive revenue through strategic alliances.
Responsibilities
- Build and execute the channel partnership strategy targeting vendors in the foodservice ecosystem
- Map, prioritize, and manage a structured pipeline of prospective partners
- Lead outbound efforts: identify decision-makers, run outreach, and drive deals from first conversation to signed agreement
- Represent Cut+Dry at industry events and partner meetings to generate pipeline
- Own commercial negotiations for channel agreements (licensing, reseller, OEM, or similar)
- Structure deals that align partner incentives with Cut+Dry’s unit economics
- Collaborate with Finance and leadership on pricing and commercial models
- Partner with Legal to finalize agreements, data terms, and IP protections
- Design and run pilot programs with clear success criteria and evaluation gates
- Coordinate cross-functional teams to ensure partners are enabled and supported
- Evaluate performance and decide when to scale, iterate, or pivot
- Build repeatable onboarding and launch processes for new partners
- Develop enablement, training, and certification programs
- Create partner-facing GTM materials and playbooks
- Run regular business reviews to track pipeline, adoption, and performance
- Own channel performance metrics and partner-level outcome
- Track competitive activity and respond to win key partnerships
- Stay close to the foodservice tech ecosystem and emerging trends
- Provide insights to Product and leadership to inform roadmap and strategy
Skills
- 6–12+ years in business development, partnerships, or strategic alliances
- Experience owning or leading partnerships end-to-end (sourcing → close → launch)
- Proven ability to close deals with senior stakeholders (VP to C-level)
- Experience structuring complex commercial partnerships (OEM, reseller, ISV, or similar)
- Strong commercial judgment (pricing, deal structure, unit economics)
- Ability to work cross-functionally across Product, Engineering, Legal, and Sales
- Excellent communication skills (written, verbal, and executive-facing)
- Willingness to travel (~25–35%)
- Experience in foodservice, distribution, supply chain, or vertical SaaS
- Familiarity with ERP ecosystems or platform/app marketplace models
- Experience building partner programs or playbooks from scratch
- Startup or high-growth experience
Company Overview
Cut+Dry provides online ordering, product discovery, delivery tracking, and payment services. It was founded in 2019, and is headquartered in Palo Alto, California, USA, with a workforce of 51-200 employees. Its website is https://www.cutanddry.com/.