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 scaling complex partnerships with measurable impact on revenue, adoption, and monetization
- Proven ability to work with internal cross-functional teams at early stages to define and articulate partner value within the context of Discord
- Deep knowledge and experience in the gaming space, specifically
- Demonstrated ability to lead cross-functional execution with clear ownership and accountability
- Exceptional written and verbal communication skills, with experience producing clear, executive-ready materials (e.g., strategy memos, deal summaries, business cases, and partner communications)
- Bachelor’s degree required; MBA or equivalent advanced degree a plus.
The On Target Earnings (OTE) range for this full-time position is $280,000 to $315,000 + equity + benefits. Our ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the On Target Earnings and do not include equity, or benefits.
Why Discord?
Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away!
Discord is committed to inclusion and providing reasonable accommodations during the interview process. We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know.
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