This is a fully remote position, allowing you to work from home or location of record within the U.S. with no in-office requirements. You must be available five days per week during designated work hours. The work arrangement for this role is subject to change based on business needs and individual performance. This may include adjustments to on-site requirements or schedule expectations, as necessary.
Position OverviewPaylocity is seeking a Senior Director of Business Development to lead and scale our technology partner ecosystem and Marketplace program. This is a high-impact leadership role responsible for developing strategic partnerships that expand our product capabilities, strengthen the client experience, and create meaningful revenue opportunities.
In this role, you will own the strategy and execution for Paylocity's technology partnerships, working closely with Product, Technology, Sales, Marketing, Operations, Finance, Legal, and executive leadership. You will build scalable partnership models, lead a team of business development professionals, and help shape how clients discover, adopt, and benefit from our partner solutions.
Primary Responsibilities What You'll Do
- Lead the strategy, development, and growth of Paylocity's technology partner ecosystem and Marketplace program.
- Identify, evaluate, negotiate, and launch high-impact partnerships that expand product capabilities, improve client outcomes, and drive revenue growth.
- Define category-level partnership strategies across major technology areas, including target partners, value propositions, commercial models, and execution plans.
- Build scalable processes for partner sourcing, evaluation, onboarding, enablement, performance management, and ongoing relationship growth.
- Partner with Product and Technology to shape integration capabilities, Marketplace functionality, and roadmap priorities informed by client and partner feedback.
- Develop commercial frameworks, deal structures, negotiation playbooks, and performance metrics that support repeatable partner revenue growth.
- Collaborate with Sales, Marketing, Enablement, Operations, Finance, Accounting, and Legal to activate partnerships and ensure successful go-to-market execution.
- Lead, coach, and develop a team of business development professionals responsible for specific partner categories and ecosystem priorities.
- Represent the Business Development function in executive discussions, providing clear recommendations on partnership strategy and investment priorities.
- Track and report on partner pipeline, launches, adoption, revenue contribution, partner engagement, and overall Marketplace program performance.
What We're Looking For
- A strategic, market-facing leader who can define a long-term partner ecosystem vision and translate it into clear execution plans.
- A commercial operator who understands how to turn partnerships into measurable revenue, product differentiation, client value, and scalable growth.
- A strong cross-functional influencer who can create alignment across senior stakeholders and drive progress through complexity.
- A team builder who can coach, develop, and hold business development professionals accountable while elevating the maturity of the function.
- An executive communicator who can represent Paylocity credibly with senior external partners and internal leadership teams.
Education and Experience- Bachelor's degree required; MBA or other advanced degree preferred.
- 15+ years of experience in technology, SaaS, HCM, fintech, enterprise software, or a related high-growth environment.
- 10+ years of experience in strategic partnerships, business development, ecosystem development, corporate strategy, or a related commercial leadership role.
- Experience building, scaling, or monetizing a partner ecosystem, marketplace, integration program, or technology alliance function.
- Proven ability to lead complex partnerships from opportunity identification through business case development, executive alignment, negotiation, launch, and expansion.
- Strong commercial judgment and experience with partner business models, revenue-sharing structures, referral motions, marketplace monetization, and partner performance metrics.
- Demonstrated experience leading and developing high-performing business development, partnerships, or strategic alliances teams.
- Strong executive presence, communication skills, negotiation capabilities, and ability to influence senior stakeholders across functions.
- Understanding of technology integrations, APIs, partner ecosystems, client adoption drivers, and the operational requirements needed to scale partnerships successfully.
Physical requirements- Ability to sit for extended periods: The role requires sitting at a desk or workstation for long periods, typically 7-8 hours a day.
- Use of computer and phone systems: The employee must be able to operate a computer, use phone systems, and type. This includes using multiple software programs and inquiries simultaneously.
The base pay range for this position is $240,000 - $265,000 /yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for an annual bonus and restricted stock unit grant based on individual performance in addition to a full range of benefits outlined here. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via www.paylocity.com/careers.
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