Business Development Manager

Innovate with purpose At BILL, we believe in empowering the businesses that drive our economy. By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations. And we don’t stop there: we’re creating the future of financial automation so businesses can spend more time on what matters. Working here means you become part of a vision-driven team that’s ready to tackle challenges and build cutting-edge solutions. We value purpose, drive, and curiosity—and we thrive in a fast-paced, ever-changing environment. We're remote-first, with office spaces in San Jose, CA and Draper, UT — and opportunities to connect in person when it counts. BILLders collaborate to deliver real impact for businesses that need more time in their busy weeks. BILL builds high performing teams and we seek to hire the best talent for every role. We're committed to building a workplace that fosters inclusion and diverse perspectives, valuing each person’s unique skills and experiences. We’d love to hear from you—you might be just what we’re looking for, whether in this role or another. ✨ Let’s give businesses more time for what matters. Make your impact at a leading Fintech Company Join BILL as an ISV Alliance Partner Manager on our Alliance Partnerships team and help activate and grow the referral channel across BILL's existing ecosystem of integrated software partners — while also building the next generation of high-fit ISV relationships. BILL has made significant product and R&D investments to build deep integrations with a growing portfolio of ISV and App Marketplace partners — including Finaloop, Digits, SumIt, DualEntry, Rillet, Puzzle, Kick, and others listed in our integration directory — whose users overlap directly with the lower mid-market businesses that rely on BILL for AP, AR, and Spend and Expense automation. These integrations represent real, activated pipeline potential that has yet to be fully monetized. This role exists to change that. In this role, you will lead the go-to-market motion across BILL's existing ISV and App Marketplace partner book — turning product-aligned integrations into high-producing referral channels — while simultaneously identifying and onboarding the next cohort of high-fit ISV partners. You'll enable internal and partner customer-facing teams, run structured business reviews, develop repeatable activation playbooks, and serve as the internal voice of your partners across Product, Marketing, and Sales. The leads you generate will help BILL reach more businesses with the financial automation tools they need to run their back office without the manual overhead. Responsibilities: • Own the monetization and referral activation of BILL's existing ISV and App Marketplace partner portfolio — converting established product integrations into a consistent, high-quality pipeline of Sales Qualified Opportunities (SQOs) for BILL's Account Executive teams. This is the primary focus of the role. • Identify and prioritize new ISV partners that align with BILL's ideal customer profile — accounting-adjacent software companies whose user base overlaps with BILL's lower mid-market segment. • Negotiate and execute commercial referral agreements with priority ISV partners, establishing the commercial framework for a sustainable partner-sourced pipeline. • Enable partner customer success, sales, and solutions teams through onboarding, co-sell enablement sessions, and use-case-specific training so they can confidently introduce BILL to their shared clients. • Educate internal sales facing teams on BILL’s depth and breadth of integration partners, so they can confidently and effectively layer them into their discussions with prospects and clients • Generate Sales Qualified Opportunities (SQOs) from your ISV partner book of business, serving as the intake and routing point before handing leads to assigned Account Executives for progression and close. • Attend industry events, ISV user conferences, and partner-facing events to build relationships, generate leads, and represent BILL in the ISV partner community (approximately 25% travel). • Run quarterly business reviews with top ISV partners to assess relationship health, pipeline production, and growth opportunities. • Build and document a repeatable ISV channel playbook, capturing activation frameworks, enablement approaches, and what drives lead production across different partner types. • Collaborate closely with teammates managing ERP and VAR ecosystems when ISVs operate in those channels as well, coordinating to avoid overlap and maximize relationship value. • Partner closely with Partner Marketing to develop campaigns, co-branded content, and events that drive top-of-funnel awareness and leads through the ISV channel. • Act as the voice of your ISV partners internally, advocating on their behalf with Product, Marketing, and Sales teams to ensure the right frameworks are in place to generate and scale leads. We'd love to chat if you have: • 3–5 years in a channel partnerships, alliances, or business development role, with direct experience managing ISV or technology partner relationships. • A track record of activating existing partnerships — not just signing new ones — including moving integrations from launch to active referral production. • Experience negotiating and executing commercial referral or co-sell agreements, including managing the full lifecycle from signed agreement through pipeline production. • Experience running structured go-to-market motions with partners: enablement programs, co-sell playbooks, business planning, and quarterly business reviews. • Proficiency with Salesforce for tracking partner pipeline and activity, and comfort using account mapping tools such as Crossbeam or comparable platforms. • Ability to travel approximately 25% of the time to attend industry events, ISV partner conferences, and customer-facing engagements across the U.S. Desired Qualifications: • Experience working with ISVs, platforms, or software companies that serve the AP, AR, or Spend and Expense verticals — accounting-tech, fintech, or ERP-adjacent backgrounds are a strong plus. • Prior experience building a partner program or activation playbook in a new or underdeveloped ecosystem, not just inheriting a mature one. • Existing relationships at ISV firms whose products complement financial operations workflows for SMB or lower mid-market businesses. • Proficiency using AI to automate operational tasks, allowing you to focus more time on revenue-generating partner activities. Please note that this position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future. This role is eligible to participate in BILL’s sales incentive and equity plans. Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed above. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits. The On Target Earnings (OTE) range noted below are remote based roles in the specific geographic zone Zone 1: San Francisco Bay Area CA (includes HQ), New York City, Seattle, Los Angeles County $181,700—$218,300 USD Zone 2: CA (Non San Francisco Bay Area and Los Angeles County), Austin TX, Massachusetts $163,500—$196,500 USD Zone 3: Utah (includes Utah office), Dallas TX, Houston TX, Florida, North Carolina, Illinois, Colorado, Arizona, Georgia, Oregon, Pennsylvania $154,400—$185,600 USD What’s in it for you? Redefining how businesses automate their work is a fast-paced, exciting, and