Leads Fi’s strategic partnerships and business development function, identifying, negotiating, and closing major brand and platform partnerships. Owns deal economics, product and marketing integrations, cross-functional execution, partner KPIs, and business reviews. Builds BD processes, pipeline reporting, and eventually a high-performing team while representing Fi with executives and at industry events.
Welcome to Fi.
We’re a passionate team from Square, Google, Oura, Peloton, Uber, and more working to transform the human-pet relationship. Our mission? Develop cutting-edge technology to revolutionize what it means to be a pet parent. The pet industry remains firmly stuck in the past and we are here to change that. Fi is leveraging our team's talent and expertise to improve the lives of millions of pets in the U.S. Real-time location tracking, activity, sleep and behavior monitoring – and that's just the beginning.
The most exciting aspect of our work? Bridging the communication gap between pets and humans. Imagine a world where everyone knows how their pet feels in real time and how to keep their best friend in good shape. That's the future we're building at Fi.
If you're someone who thrives in innovative, collaborative work environments and feels strongly about helping pets live longer, better lives, Fi could be the perfect fit. Join us in our pursuit of the “impossible,” or as we call it here “let me find a way,” to redefine the future of pet ownership together.
Fi is looking for a Senior Director, Strategic Partnerships & Business Development!
Fi is looking for a Senior Director, of Strategic Partnerships & Business Development to build and lead the partnership engine behind our next stage of growth. You’ll find, structure and close deals with major brands, then turn each one into something customers actually love: a product integration, a co-marketing moment, or a new distribution channel that grows Fi’s reach and membership base. The goal is simple: build the integrations that make Fi indispensable to every pet parent.
What You'll Do:
- Define where partnerships move the needle for Fi across acquisition, retention, membership value, distribution and brand, and build a prioritized roadmap of target partners
- Open doors with major brands and lead deals from first pitch through term sheet and signature
- Design product and marketing integrations that break through, with the customer experience at the center, not just the commercial outcome
- Model the economics of every deal, including revenue, CAC, LTV, membership attach and cost to build and support, and make clear calls on what to pursue and what to pass on
- Lead negotiations with confidence and structure terms that hold up over time
- Rally Product, Engineering, Marketing, Finance and Legal around each deal and own the plan from concept to launch
- Set partner KPIs, run business reviews, double down on what works and wind down what doesn’t
- Stand up BD processes, tools and pipeline reporting, and over time hire and develop a high-performing team
- Represent Fi at industry events and with executives, and bring back sharp insight on trends, competitors and emerging opportunities
What You'll Bring:
- 10+ years in business development, strategic partnerships or corporate development, with at least 5 in BD specifically
- Deep D2C and subscription experience and a clear understanding of how partnerships drive acquisition, conversion, retention and LTV; time at a brand that also sells in retail, with a feel for channel economics, makes you even stronger
- A track record of originating and closing game-changing deals with major brands, ideally including platform or ecosystem partnerships like carriers, insurance, veterinary, smart home, payments or app integrations
- A senior network across brands, platforms and retailers, with bonus points for roots in pet, consumer electronics, wearables or health and wellness
- Strong financial modeling chops: you build your own deal models, run scenarios and pressure-test assumptions with Finance, and a background in strategy, finance or consulting helps
- Sharp negotiation skills and fluency in commercial terms like exclusivity, revenue share, data sharing, IP and co-marketing commitments
- Creative product and marketing instincts that spot opportunities others miss
- Proven cross-functional leadership taking deals from idea to launch without owning every team, plus experience building and leading a BD team
- Executive presence: you can pitch a partner’s C-suite and write a crisp recommendation for Fi’s leadership
- A builder mindset and real comfort with ambiguity in a fast-moving, high-growth environment
Why You'll Love Us:
- Time to Recharge: Enjoy flexible PTO to take the breaks you need.
- Top-Notch Health Coverage: We’ve got your back (and teeth and eyes) with full medical, dental, and vision insurance.
- Wellness Perks: Free access to One Medical, Kindbody, and Talkspace to keep you feeling your best.
- Dog-Friendly Office: Bring your pup to work — they’re part of the team, too.
- Give Back to the Pups: Make tails wag with a $500 annual donation to a dog charity of your choice through our BarkBack Program.
- Free Fi Membership: Your furry best friend(s) get all the benefits of a Fi collar, on us!
- Love for Friends + Family: Share the Fi magic with loved ones through our gifting program.
The anticipated base salary range for this position is $170,000–$250,000. Actual compensation will vary based on multiple factors, including skills, experience, market conditions, and role scope, which may evolve during the hiring process. As a fast-growing Series B startup, Fi evaluates compensation opportunistically to align with the right candidate. This role is also eligible for equity compensation.
Fi is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Fi makes hiring decisions based solely on qualifications, merit, and our needs at the time.
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