Manager, Business Development

About SpotOn We’re not just building restaurant tech, we’re giving independent restaurants the tools to compete and win. From our award-winning point-of-sale to AI-powered profit tools, everything we do helps operators boost profit, work smarter, and keep their best people. And every solution is backed by real humans who actually give a sh*t about helping restaurants succeed.

• Named the #1 Restaurant POS by G2 (Summer 2026), based on ratings from real users
• Rated the top-rated point-of-sale (POS) for restaurants, bars, retail, and small businesses by Capterra users
• Awarded Great Places to Work and Built In’s Best Workplaces for multiple years running We move fast, care hard, and fight for independent restaurant operators to do what they love, and love doing it. If you’re looking to make an impact with heart and hustle, SpotOn is the place for you. We're looking for a Manager, Business Development to join our team in San Francisco, New York, or Chicago! The Manager, Business Development Operations leads the operational function that enables the Business Development organization to scale. This role owns the processes, systems, data, reporting, and operating cadence that allow Business Development leadership and relationship managers to focus on partnerships and revenue growth. The Manager leads one direct report, with the opportunity to expand the team as the function grows, and serves as a primary operational partner to Business Development, Sales, Sales Operations, Finance, Marketing, and other cross-functional teams. ESSENTIAL FUNCTIONS People Leadership
• Lead the Business Development Operations function and directly manage, coach, and develop one team member; own hiring, onboarding, goal setting, performance management, and future team development as the function scales.
• Set clear priorities and workload distribution across the team; hold the team accountable to service levels, quality standards, and deadlines.
• Build the team's bench strength through structured training, documentation, and career development plans; maintain current, accessible process documentation (SOPs/runbooks) for core recurring workflows to ensure continuity of operations during absences or turnover; create capacity for the function to scale with the business. Operations & Process Ownership
• Own the end-to-end operating process for partner-referred opportunities, including intake, routing, accurate partner attribution, service-level expectations, pipeline visibility, issue resolution, and performance measurement.
• Design, document, and continuously improve the core operating processes of the Business Development team; identify friction points and lead the effort to remove them.
• Define and track operational and commercial KPIs, including referral volume, referral-to-opportunity conversion, opportunity-to-close conversion, cycle time, attribution accuracy, data quality, partner response time, and program revenue performance; regularly report insights and recommendations to Sales and Business Development leadership.
• Serve as the senior escalation point for internal and external operational issues; resolve cross-functional blockers and set expectations with partners and stakeholders. Systems, Data & Reporting
• Own the BD team's technology stack (Salesforce, PowerBI, Saasquatch, Lessonly/Seismic, and related tools) in partnership with Sales Ops and IT — including requirements definition, workflow and automation design, user adoption, and data hygiene.
• Translate business needs into system and reporting requirements; partner with analytics and technical teams to deliver dashboards and reporting that enable decision making.
• Champion automation: evaluate where manual work can be eliminated and build the business case for new tooling or investment.
• Maintain accuracy of supporting operational tools and access systems — including partner rep territory/coverage mapping and program-related communication channels — ensuring they reflect current program eligibility and team composition. Business Partnership & Planning
• Partner with Sales and Business Development leadership on planning cycles, resource planning and operational readiness for new programs and partnerships.
• Lead the implementation of new programs and initiatives across the BD team — including scoping, stakeholder alignment, rollout, enablement, and post-launch measurement.
• Own the recurring operating cadence for partner program enrollment and onboarding, including cross-functional eligibility reviews, training assignment and completion tracking, and go-live enablement (system access, communications, territory updates); govern eligibility changes as reps move in or out of adjacent compliance or development programs, including account reassignment protocols.
• Coordinate with Compensation and HR partners to ensure new program participants are assigned appropriate compensation plans and that related compensation records are updated accurately and on time.
• Plan and execute partner- and customer-facing events (regional partner meetings, industry trade shows and conferences, vendor-hosted events), including venue and attendee coordination, RSVP management, and liaison with external event partners and vendors.
• Proactively manage communication and information flow between the BD team and internal and external audiences; ensure leadership has the context needed to make decisions.
• Oversee preparation of strategic work product, including executive-level presentations and materials, using Microsoft Office Suite, Google Suite, and other cloud-based software. Financial & Administrative
• Own the departmental budget tracking process, including purchase requisitions, accounts payable submissions and research, payments, and reconciliation; partner with Finance on forecasting and variance.
• Own the planning and execution of internal business development events and team offsites.
• Manage other special projects and assignments as needed, including work in direct support of the Sales leadership team. MINIMUM QUALIFICATIONS
• Demonstrated ability to lead and develop a team — including setting direction, managing performance, and building capability in others.
• Exceptional organizational and program management skills with excellent attention to detail; able to understand, translate, and distill complex details into clear and simple information that enables decision making.
• Strong analytical mindset; uses data to diagnose inefficiency, prioritize work, and identify creative solutions geared toward automation.
• Proven ability to design and implement process at scale, not just execute within it.
• Customer service mindset and/or client management skills with strong communication skills — can readily align one's interpersonal style with the individual needs of internal and external partners, up to and including executive audiences.
• Commitment to teamwork; ability to collaborate and manage projects with and through others; ability to influence action without direct authority.
• Willingness to adapt when necessary; comfortable with ambiguity and flexible to changing business dynamics and priorities. EXPERIENCE REQUIREMENTS
• 5+ years of experience in business development, sales, operations, or customer/client management, including direct support of a leader, team, or complex programs.
• 2+ years of direct people management experience, or demonstrated equivalent leadership of a team or function.
• 3+ years of experience supporting clients in the hospitality industry.
• Must have Salesforce experience; experience owning or administering Salesforce workflows and reporting strongly preferred.
• Must have experience supporting and improving an organization's sales process.
• Experience with budget management and vendor or procurement processes preferred.
• Experience coordinating cross-functional enablement, training, or compensation-adjacent processes preferred. EDUCATION REQUIREMENTS
• Bachelor degree in business or equivalent additional experience. PHYSICAL AND MENTAL REQUIREMENTS AND WORKING CONDITIONS
• Must be able to sit at a desk for a large portion of their day.
• Must be able to bend, twist, stoop, and kneel periodically.
• It may require occasional lifting of up to 10 pounds.
• Travel up to 25% of the time. WHAT'S IN IT FOR YOU Compensation:
• Our base pay range for this role is:
• Chicago, IL: $117,000-$147,000
• San Francisco, CA / NYC: $123,000-155,000 Offers will be reflective of the candidate’s location and experience. Benefits: At SpotOn, we put people above everything else. We’re known for our innovative software and technology solutions, but we stand out because of the hardworking humans behind the tech. We can’t take care of our clients without taking care of our employees first, and that’s why we invest in your wellbeing with a competitive benefits package designed to support your health, family, and future:
• Medical, Dental, and Vision Options: Nationwide plans to fit your personal healthcare needs.
• HSA with Employer Match: High-deductible health plan enrollees receive an annual company contribution to their Health Savings Account
• Company-Paid Life Insurance & Disability
• 401(k) Retirement Savings & Annual Employer Match
• Restricted Stock Units (RSUs)
• Pre-Tax Commuter Benefits
• Paid Parental Leave
• Paid vacation, 10 company holidays (including 1 floating holiday), sick time, and volunteer time off
• Monthly cell phone and internet stipend
• Education reimbursement up to $2,000 per calendar year to assist with your professional development
• Employee Resource Groups to build community and inclusion at work The above statements are intended to describe the general nature and level of work being performed by persons assigned to this classification. They are not to be construed as an exhaustive list of duties so assigned. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. This job description is subject to change at any time. We will never ask candidates to pay fees, purchase equipment, or share sensitive personal or financial information during the hiring process. All legitimate communication from our recruiting team will come from an official company email address (@spoton.com http://spoton.com). If something seems suspicious, please contact us at careers@spoton.com. SpotOn is an equal employment opportunity employer. Qualified candidates are considered for employment without regard to race, religion, gender, gender identity, sexual orientation, national origin, age, military or veteran status, disability, or any other characteristic protected by applicable law. For U.S. based roles, work authorization in the U.S. is required. Visa sponsorship is not available for this role. SpotOn is an E-Verify company.

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