Director, Developer Solutions

Discord is used by over 200 million people every month for many different reasons, but there’s one thing that nearly everyone does on our platform: play video games. Over 90% of our users play games, spending a combined 1.5 billion hours playing thousands of unique titles on Discord each month. Discord plays a uniquely important role in the future of gaming. We are focused on making it easier and more fun for people to talk and hang out before, during, and after playing games.

We are looking for a Director, Developer Solutions who is passionate about building partnerships in the games industry that accelerate adoption of Discord’s engagement and monetization solutions (social sdk, analytics, commerce, collectibles). You will build partnership and sales strategies, as well as lead deal execution, including sourcing and negotiating complex, high-impact partnerships. You will interact with senior executives at our partner organizations and be a trusted evangelist for Discord’s products and priorities. Internally, you will be an advocate for our partners and bring the “voice of the developer” to inform business and product decisions. This is a senior-level individual contributor role and will report into the VP of Developer Solutions.

What You'll Be Doing

• Identify high-fit games and developers for Discord’s Social SDK, commerce, and analytics offerings
• Own a territory / book of business of AAA and AA game developers with quarterly goals tied to your performance
• Own the sales / deal process from prospecting, qualification, decision, terms negotiation to deal close
• Understand developer needs in regard to monetization, user growth, and social mechanics. This includes identifying the optimal path and selection for third party technology adoption
• Build and manage a healthy, predictable pipeline through outbound prospecting, targeted outreach, and strategic account mapping. Fully document your progress using CRM tools
• Lead strategy, structuring, and negotiation of key partnership agreements, including developing clear commercial frameworks and defining technical scope.
• Align GTM and execution with leaders across Product, Engineering, Ad Sales, Operations, Marketing, Finance, Legal and Executive Leadership; remove roadblocks and ensure partner success and achieve defined KPIs.
• Work alongside Customer Success to identify upsell / cross-sell opportunities and deepen relationships within existing customers.

What you should have

• 10+ years of proven experience in business development, sales and partnerships experience
• 7+ years of experience in enterprise SaaS / SDK adoption, analytics / insights sales or related roles at software or platform companies; experience in game tech and developer tools
• Strong track record of winning new logos and closing complex deals with enterprise customers
• Proven track record sourcing, negotiating, and sc