Discord has a highly engaged community of millions of daily active users who use the platform
for many different reasons, but there’s one thing that nearly everyone does: play video
games. Discord plays a uniquely important role in the future of gaming, and we are focused on
making it easier and more fun for people to 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, and helps developers build and grow their businesses. 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.
Please see our Applicant and Candidate Privacy Policy for details regarding Discord’s
collection and usage of personal information relating to the application and recruitment
process by clicking HERE. |
