OverviewThe Business Development Manager sources, structures, and executes the commercial partnerships and new-venture opportunities that grow the co-op's reach, revenue, and member impact. Sitting within New Ventures / Business Development, this person owns deals end-to-end - pipeline through diligence, deal economics, term-sheet negotiation, and cross-functional launch - and produces the executive-grade analysis and recommendations that drive go/no-go decisions across the portfolio (partnerships, corporate development, and emerging businesses such as REI Travel and member-services ventures).
This is a build-oriented role. You will operate with a high degree of autonomy, own the business case for the deals you bring forward, and translate ambiguity into structured, defensible recommendations for senior leadership. You care about the outdoors and about doing right by members and partners.
Responsibilities and Qualifications- Source and qualify partnership, commercial, and new-venture opportunities aligned to co-op strategy and member value; build and manage a prioritized pipeline.
- Build the business case. Develop independent financial models and deal economics - commission/revenue-share structures, contribution margin, ROI, incrementality, and scenario bands - and pressure-test partner-provided assumptions rather than accept them.
- Structure and negotiate term sheets and commercial agreements, including economics, minimums, exclusivity, cancellation terms, and governance. Anticipate where terms can quietly drift against the co-op and hold the line.
- Lead diligence and cross-functional execution across Legal, Finance, Merchandising, Marketing, Product, and Data/Privacy - turning a signed term sheet into a launched, well-governed partnership.
- Own performance. Manage partners through launch and into ongoing performance management; define KPIs, track results, and drive corrective action.
- Produce executive communications. Author business review materials, investment and recommendation memos, and board- or committee-ready decks that synthesize complex analysis into clear, decision-grade narratives.
- Support corporate development / strategic investment activity - opportunity sourcing, market and comparable benchmarking, and diligence support.
Required Skills & Experience
- 5-8 years in business development, corporate development, strategy consulting, investment banking / private equity, or a comparable commercial-deal role.
- Demonstrated experience structuring and negotiating commercial agreements end-to-end.
- Strong financial modeling and commercial analysis (Excel); able to build a business case that holds up to executive and finance scrutiny.
- Executive communication skills (PowerPoint and written memos); able to synthesize analysis for a C-suite audience.
- Proven cross-functional project leadership across legal, finance, and go-to-market functions.
- Comfort operating with ambiguity in a 0-to-1 / build environment; self-directed and audit-minded.
Preferred Qualifications
- Retail, travel, consumer, marketplace, or outdoor-industry experience.
- Exposure to corporate venture capital, venture investing, or new-venture incubation.
- Familiarity with data privacy and governance considerations in commercial partnerships.
- Genuine connection to the outdoors and alignment with the co-op's purpose and values.
Pay Range$98,300.00 - $157,400.00 per year
