Director, Business Development and Operations

In this role, you will

Build and Lead the Team

Hire, structure, and develop a team of BD Managers, Operations Analysts, and market specialists from the ground up - defining the org model and adapting it as the program scales

Set the performance bar for the team across both partnership tracks, coach to it, and hold people accountable to pipeline and partner targets

Create the playbooks and onboarding systems that allow new team members to ramp quickly and operate independently across markets

Serve as a senior commercial leader who elevates the team's ability to pitch, close, and retain partners

Drive Commercial Performance

Own the end-to-end BD pipeline for the high-volume event supply track: outbound sourcing, outreach, pitching, negotiation, onboarding, and partner retention at scale across multiple markets

Co-lead the Produced track partnership program, in partnership with the VP of BD: identify high-impact brand and venue partners, develop and pitch new branded event formats, and close complex multi-party deals with national or regional partners

Secure co-promotion agreements and co-marketing terms with event hosts and brand partners that drive mutual visibility and user value

Leverage AI and automation tools to accelerate outreach, lead scoring, pipeline management, and partner communications across both tracks

Invent new deal structures and business models to unlock supply - from local ambassador programs and inbound marketing for organizers to new event formats that don't yet exist

Build the Operating Model

Design and document the end-to-end workflow for how events are sourced, vetted, negotiated, onboarded, listed, monitored, and renewed across both partnership tracks

Build the sales operations infrastructure that makes the team run: territory design, pipeline reporting, forecasting, and performance tracking

Establish quality control standards that define what belongs on Tinder: brand alignment, event type, audience fit, and listing accuracy

Build market-specific playbooks that can be systematically replicated as the program expands to new cities and regions

Partner with Product and Engineering on how the supply management model should evolve as the platform grows

Lead Supply Strategy

Serve as the program's chief strategic thinker on supply: developing and pressure-testing models for how Tinder sources, manages, and curates events at scale

Bring a creative commercial mindset to supply challenges: how do we drive inbound interest from event hosts? Should we deploy local cultural ambassadors? What's the right tiering model for supply quality? How do we stay curated at scale?

Represent the Events team's commercial interests in cross-functional discussions with Marketing, Product, Legal, and Senior Leadership

You’ll need

• 8+ years of experience in business development, partnerships, or sales - with at least 3 years in a senior role closing complex deals and managing or developing a team
• A proven commercial track record: you have hard numbers - deals closed, revenue or pipeline generated, partner programs built from scratch
• Experience operating at both ends of the deal spectrum: high-volume, scaled outbound sales and complex, multi-party strategic partnerships
• Sales operations expertise - you've built or managed the infrastructure that makes a sales team run (CRM, forecasting, comp design, territory structure, pipeline reporting)
• Demonstrated ability to hire, develop, and hold a team accountable - you know how to set a high bar and bring people along
• Commercial creativity - you've pitched deal structures that didn't exist before and convinced partners to say yes
• Strong operational instincts - you build repeatable systems, not one-off solutions, and you apply that thinking to team design as much as to processes
• Entrepreneurial drive - you're energized by ambiguity, comfortable making decisions without a complete playbook, and biased toward action
• Clear, structured communication - you translate ground-level commercial activity into strategic insights for leadership, and you write and present with precision

Nice to have

Experience in events, nightlife, live entertainment, hospitality, or consumer lifestyle industries

Background working with national brand partners on co-marketing or co-branded deal structures

Familiarity with event marketplace platforms from a partnership or operations perspective

Experience scaling a commercial program across multiple cities or regions

Background working with Gen Z or millennial consumer audiences or community-driven brands

As a full-time employee, you’ll enjoy

Flexible Vacation, 10 Sick Days

Time off to volunteer and charitable donations matched up to $15,000 annually

Comprehensive health, vision, and dental coverage

100% 401(k) employer match up to 10%, Employee Stock Purchase Plan (ESPP)