The Role
The Senior Business Development Manager will lead initiatives in partnerships, partnership optimization, market analysis, and financial modeling to drive customer growth and enhance Rover's community.
Summary Generated by Built In
Who we are:
Want to make an impact? Join our pack and come work (and play!) with us.
We believe everyone deserves the unconditional love of a pet—and at Rover, our mission is to make it easier to experience that love. Founded in 2011, the Rover app and website connect dog and cat parents with loving pet sitters and dog walkers in neighborhoods across the US, Canada, and Europe. We empower our community of trusted pet sitters and dog walkers to run their own pet care businesses on Rover with the tools and security of a global company to back them.
Headquartered in Seattle, Washington, we work closely with our teams in Barcelona, San Antonio, Spokane, and remote locations. We’ve got a reputation for being a great place to work, having been named among the 100 Best Companies to Work For in Seattle Business Magazine and Washington’s Best Workplaces in the Puget Sound Business Journal. We're an agile, fast-growing company, and our leadership comes from some of the world's most respected tech companies.
At Rover, our furry coworkers are just as important as our human ones—and we wouldn’t have it any other way. Along with making the joys of pet parenthood more accessible, we’re committed to fostering a diverse, inclusive, and welcoming community of pet people—and that starts with our employees.
This is a hybrid position that has the minimum expectation to work out of our Downtown Seattle Office two days per week on Mondays and Thursdays. For this reason, candidates must be based in the Greater Seattle Area or willing to relocate.
Who We're Looking for:
We’re seeking a Senior Business Development Manager to join our team. This is a highly collaborative individual contributor role, you’ll work closely with product, analytics, marketing, finance, operations, and legal to identify, evaluate, and execute new opportunities for Rover’s customer growth. You will report to the Sr. Director of Business Development to build and optimize Rover’s ongoing partnerships. This includes everything from evaluating new business lines to foraging strategic partnerships domestically and internationally.
The right person combines strategic thinking with hands-on execution: sizing markets, financial modeling, building business cases, negotiating agreements, and ensuring partnerships are successfully integrated into Rover’s product and measured effectively through analytics.
You’ll embody Rover’s values in how you work: staying committed to our community by focusing on partnerships that improve the experience for sitters, owners, and pets; balancing pace and precision by moving quickly while grounding decisions in data; focusing on impact by prioritizing opportunities that deliver measurable outcomes; and leaning into collaboration with transparency and respect.
Responsibilities:
- Prospecting & Pipeline Development – Identify and build relationships with potential partners, with a focus on opportunities that enhance Rover’s community and create meaningful impact.
- Market Sizing & Analysis – Conduct TAM analyses and financial modeling, grounding recommendations in data to balance speed with precision.
- Opportunity Prioritization – Evaluate and rank inbound and outbound opportunities, emphasizing those that drive the greatest impact.
- Deal Negotiation & Execution – Structure, negotiate, and close partnership agreements, including global deals, that drive revenue for Rover and are mutually beneficial for our partners.
- Partnership Optimization – Monitor and evaluate the performance of existing partnerships, surface areas for improvement, and propose solutions that maximize impact for Rover and partners.
- Product Collaboration & Execution – Understand and explain how integrations and product workflows function, bridging the gap between partner needs and Rover’s technical capabilities. Be able to communicate priorities and trade-offs clearly across multiple product and tech teams.
- Analytics Collaboration – Work with Rover’s analytics team to establish KPIs, monitor results, and generate insights that inform smarter, faster decision-making.
- Relationship Management – Nurture long-term relationships with partners, embodying Rover’s devotion to people and commitment to shared success.
- Cross-Functional Influence – Engage in structured, respectful debate with the right stakeholders to align on solutions and support business outcomes.
- Communication & Briefing – Develop clear, persuasive briefs and presentations that make complex opportunities easy to understand and act upon.
- New Business Exploration – Evaluate and model potential new revenue streams and growth opportunities that extend beyond Rover’s core marketplace, identifying where Rover’s assets and capabilities can unlock meaningful impact
Qualifications:
- 6-8+ years of experience in business development, partnerships, account management, or corporate development.
- Proven track record prospecting, structuring, negotiating, and closing partnership agreements.
- Strong experience managing and optimizing existing partnerships, using data to identify opportunities for growth and efficiency.
- Demonstrated strength in financial modeling, TAM analyses, and data-driven decision making.
- Direct experience collaborating with product teams to execute integrations, optimize user experience, and communicate priorities across multiple technical teams.
- Proven ability to partner with analytics teams to define KPIs, monitor partnership performance, and generate actionable insights.
- Comfortable moving fast in a dynamic environment while balancing speed with rigor.
- Excellent written and verbal communication skills, with the ability to produce clear briefs and influence stakeholders.
- Collaborative, transparent, and solutions-oriented—embodying Rover’s values of disciplined debate, focus on impact, and commitment to community.
- Experience negotiating complex, global, or multi-stakeholder agreements is a plus.
- Passion for Rover’s mission and dedication to strengthening our community of pet parents and caregivers.
- Bachelor’s degree or equivalent required, MBA or JD is a plus
Benefits of Working at Rover:
- Competitive compensation
- 401k match
- Flexible PTO
- Competitive benefits package, including medical, dental, and vision insurance
- Commuter benefits
- Bring your dog to work (and unlimited puppy time)
- Doggy benefits, including $1000 toward adopting your first dog
- Stocked fridges, coffee, soda, and lots of treats (for humans and dogs) and free catered lunches semi-monthly
- Regular team activities performed in-person and virtually
Compensation:
- In the greater Seattle area the first-year salary range is $129,139-$171,755. Additionally, Rover offers a long-term incentive plan with a company performance-based cash payout and benefits to full-time employees.
- The cash compensation offered for this role will be dependent on the candidate's experience, qualifications, skills, and abilities as demonstrated in the interview and hiring process.
At Rover, we’re driven by seeing our people succeed and grow, while doing our jobs better than ever before. We believe the best business outcomes come from a diverse set of perspectives and we’re committed to promoting an inclusive, inventive, and fun environment with amazing employees. We welcome and encourage applicants from all backgrounds to apply.
Rover is an equal opportunity employer. We consider all qualified applicants without regard to age, race, color, ancestry, national origin, religion, disability, military or veteran status, sex, pregnancy, gender identity or expression, sexual orientation, marital or partnership status, genetic predisposition, or any other protected status in accordance with applicable federal, state and local laws.
We are committed to work with you to look for reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
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The Company
What We Do
At Rover, everyone has ownership of their work and the opportunity to make a true impact. We believe that being diverse and inclusive is key to our success and encourage every employee to share their unique perspective while being their true self.
We believe everyone deserves the unconditional love of a pet, and Rover exists to make it easier to experience that love. We’re supporting dog owners and empowering dog sitters to run thriving pet-care businesses in your neighborhoods. The Rover app and website connect dog and cat parents with loving pet sitters and dog walkers in neighborhoods across the US, Canada, and Europe.
