About the RoleThis is a seat for someone who is commercially savvy, brings monetization ideas of their own, and arrives with a book of business already in hand. It's a strategic role with a broad mandate over key merchant relationships and commercial negotiations, not a caretaker seat.
You'll operate with real autonomy over your own portfolio, while partnering closely with the Head of Business Development to shape the wider business development strategy, pipeline, and team.
Note: This role is based in
Austin, Texas. Relocation support will be provided for successful candidates.
What You'll Own- Own and grow a portfolio of strategic merchant relationships, structuring and negotiating commercial terms that drives revenue growth.
- Lead renewals and expansions across key accounts, with a focus on unlocking incremental margin and volume, not just maintaining the status quo.
- Partner with the wider Business Development team on cross-account initiatives, category strategy, and deal structuring best practices.
- Represent Business Development in cross-functional initiatives with Marketing, Finance, and Product, including partnership campaigns and platform reliability issues that touch merchant relationships.
- Build and maintain the judgment, relationships, and operating knowledge needed to step into a Head of Business Development level role if the need arises.
- Contribute directly to Business Development strategy and reporting, including input into board- and leadership-level updates on partnership performance.
Essentials to Succeed- 7+ years in business development, partnerships, or account management, ideally in e-commerce, fintech, affiliate marketing, or rewards/cashback.
- Proven track record structuring and closing complex commercial deals beyond managing existing relationships. Strong negotiation and relationship management skills, comfortable representing ShopBack at a senior level with merchant partners.
- Data-driven and a critical thinker. You form a view from the numbers, not just a hunch, and you can explain the 'why' behind a recommendation, not just the 'what.'
- Leadership-ready. While people management is not required on day one, you must possess the desire and capability to step into a leadership role as the position evolves.
- Comfortable with ambiguity and stepping up: judgment and initiative matter as much as your existing account list.
- Ad-Sales & Media Monetization Expertise. A proven track record selling digital performance media (in-app, web, CRM) and physical offline/in-store inventory, with direct experience pitching retail media, rate cards, and flat-fee placement packages alongside core performance agreements.
- AI-native. You already use AI tools as your default way of working, not as a novelty. You'll be expected to operate at a fluency level the rest of the org is actively building toward.
ShopBacker Traits- Agency - We take ownership and act, rather than waiting for permission. When something's blocking progress, we find a way through it and follow through until it's done.
- Judgement - We aim for high-impact decisions, not just easy wins, and we put the bigger picture ahead of individual interests. That means moving quickly and confidently, while staying thoughtful about when a call really matters.
- Learning Velocity - We pick up new skills fast and let go of old habits just as quickly when something better comes along. We benchmark ourselves against the best and keep raising our own bar.
- Tenacity - We stay in it when things get hard, keeping a level head under pressure. We debate openly before deciding, then commit fully - and support each other along the way.
What's in it for ShopBackers- Career growth opportunities to take on greater challenges that help you realise your ambitions.
- Be part of a winning team on a journey to global scale.
- Competitive compensation based on performance.
- Candid, open, and collaborative culture where feedback is valued.
