Business Development Lead - Growth & Partnerships

bigbasket; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

bigbasket, a Tata Enterprise, is seeking a strategic and consultative BD leader to own Growth Partnerships end‑to‑end—from building the partner pipeline and closing win‑win deals to defining commercials and driving acquisition, retention, traffic and ROI.

This is a channel-owner role, not just sales; you’ll use data to drive growth and build partnerships that create value for both bigbasket and its partners, collaborating with Marketing, Finance, Legal, Product and Tech.

Qualifications

• 10–15 years in business development or partnerships.
• Proven track record of closing and scaling revenue partnerships.
• Comfort with data-driven growth, ROI and cohort analysis.

Responsibilities

• Build partner pipeline and close deals across segments.
• Own channel growth targets including new customers and retention.
• Secure partner-funded campaigns and co-marketing initiatives.
• Design and negotiate partner cost models and budgets.
• Coordinate handover with Marketing, Finance, Legal, Product & Tech.
• Collaborate with Product/Engineering for integrations and launches.
• Use data to decide what to scale, optimize or stop.

Skills

Strategic partnerships

Channel growth

Data-driven decisions

BD leadership

Education

10-15 years in BD/partnerships

Tools

API integrations

Job description

bigbasket, a Tata Enterprise, is one of India’s pioneers in online grocery, transforming the way millions of Indians shop every day. It is at the forefront of transforming quick commerce in India

With 50,000+ employees, presence across 60+ cities and towns and15 million customer orders per month, we operate across grocery, fresh retail, quick commerce and B2B. Our ecosystem includes 7 business verticals - bigbasket, bbnow, bbdaily, bbinstant, Fresho, bbmandi and bbsaathi. From pioneering online grocery to building next-generation commerce, we continue to innovate at scale. Backed by the Tata Group, we combine the trust of a legacy brand with the agility and ambition to build what’s next.

Join bigbasket. Build what’s next

What would you be doing?

We are looking for a strategic and consultative BD leader to own Growth Partnerships end-to-end from building the partner pipeline and closing win‑win deals to defining commercials and driving acquisition, retention, traffic and ROI. This is a channel-owner role, not just sales - you’ll use data to drive growth and build partnerships that create value for both bigbasket and its partners.

Key Responsibilities

Build the partner pipeline & close deals

• Identify, prospect and build a qualified pipeline of acquisition partners across all three segments (below); own outbound business development end to end.
• Pitch bigbasket’s new‑customer proposition, negotiate commercial terms, and close partnership agreements; build senior, lasting relationships at partner organisations.
• Maintain a forecasted pipeline that consistently meets partner‑signing and volume goals quarter on quarter.

2. Own the channel’s growth number

• Carry the target for new-to-bigbasket customers (First Orders) at plus reactivation of lapsed / lost customers.
• Be accountable for quality, not just volume: month-1 / 2 / 3 retention, cost-per-retained-customer (M3 CAC), and channel ROI against defined benchmarks.
• Set, forecast and hit targets by partner and by segment.
• Drive the wider value of the channel to new‑visitor traffic, brand visibility, and existing‑customer engagement through partner surfaces alongside the core acquisition and retention numbers.

3. Create two-way value & unlock partner funding

• Help partners achieve their own objectives on bigbasket growing their user and market share so bigbasket becomes a priority surface for them.
• Proactively secure partner‑funded campaigns and co‑marketing on the bigbasket platform. Partners already fund some of this; turn it into a deliberate, growing ask that offsets channel cost.
• Work with Category teams and brands to source brand‑funded offers that can be distributed through partner channels adding high‑quality, low‑cost offers to the mix.

4. Define commercials & own the budget

• Design and negotiate partner cost / commission models (CPA, CPC, hybrid, retention‑linked) that hold blended CAC within target while rewarding high‑quality, retaining customers.
• Own the channel budget and unit economics; allocate voucher/offer cost and commission across partners for the best return; build replicable, scalable pricing frameworks.

5. Orchestrate handover & cross‑functional execution

• Translate signed deals into clear briefs for the Offer & Execution teams offer construct, voucher type, basket‑value (ABV) condition, target segment and inclusion/exclusion and ensure a clean handover.
• Partner closely with Marketing, Category (brand / vendor‑funded offers), Finance, Legal, Product & Tech (integrations, coupon / series‑code setup) and Risk; coordinate go‑lives and drive iteration.
• Work hand‑in‑hand with Product & Engineering to build the capabilities large partnership projects need features on the app or outbound channels, and direct technical / API integrations with the partner scoping requirements and shepherding them to launch.
• Ensure partner agreements meet legal, regulatory and data‑sharing requirements — especially for banking and UPI partnerships (payments regulations, co‑branding norms).
• Own partner‑level fraud / abuse mitigation with the Risk team (device / address de‑duplication, verification) and tie commercials to verified, non‑fraud customers.

7. Decide with data

• Use cohort retention, incrementality (test / control), ROI and a partner / offer quality scorecard to decide what to scale, optimise or stop; run structured experiments and institutionalise the learnings.

Who are we looking for?

• 10-15 years in business development, strategic partnerships, alliances or channel growth ideally in fintech, payments, e‑commerce, consumer internet, banking alliances or B2B2C.
• A track record of closing and scaling growth / revenue partnerships and carrying a number not just relationship management.
• Strong commercial acumen: structuring deals, commission and pricing models, budgets and unit economics.
• Genuine comfort with data cohort retention, CAC / LTV, ROI and incrementality; able to direct and challenge an analytics team.
• Executive presence with sharp negotiation and senior‑stakeholder relationship skills.
• Cross‑functional leadership the ability to drive outcomes across many internal teams without direct authority.
• Experience working closely with Product & Engineering to ship features and manage technical / API integrations with external partners.

Interested?

At bigbasket, you’ll have the opportunity to work at scale, solve meaningful business challenges and help shape the future of commerce in India.

Join us and be part of the team building what’s next at bigbasket.

Disclaimer: We are committed to building an inclusive workplace where different perspectives, experiences and ideas are valued.