Director of Business Development Remote / Hybrid (flexible)

Falcon Labs; United States; Hybrid; USD 180,000 - 240,000; Full time

Job summary

Falcon Labs in the United States seeks a Director of Strategic Partnerships & Sales to drive new client acquisition from ecommerce and DTC brands, owning the full sales cycle from prospecting through close.

You will leverage Shopify, Wix, agencies, and the broader ecommerce ecosystem to identify, access, and win high-potential brands, building partnerships and recurring revenue across strategic accounts.

Qualifications

• 7+ years of experience in SaaS, ad tech, or e-commerce technology sales.
• Proven track record of closing new logos in e-commerce or DTC.
• Deep understanding of how brands operate within Shopify, Wix or similar ecosystems.
• Experience leveraging agencies and technology partners as part of a sales motion.
• Strong pipeline-building and prospecting skills.
• Excellent communication, negotiation, and presentation abilities.
• Self-driven, strategic, and results-oriented.

Responsibilities

• Own and exceed a new revenue target from e-commerce and DTC brands.
• Drive the full sales cycle from prospecting through close.
• Build and maintain a strong pipeline through outbound efforts, referrals, and ecosystem connections.
• Identify, qualify, and close high-potential brands based on their tech stack, growth stage, and customer journey maturity.
• Lead sales conversations with founders, CMOs, Heads of E-commerce, and growth leaders.
• Present Falcon’s value in terms of profitability, customer lifetime value, and customer experience.
• Conduct tailored demos and commercial discussions that lead to signed agreements.
• Partner with Marketing on campaigns, events, case studies, and ecosystem visibility that support sales efforts.
• Share market feedback with Product and Leadership based on prospect conversations.
• Ensure smooth handoff of new clients to Customer Success following deal closure.
• Track pipeline health, conversion metrics, and revenue performance.

Skills

SaaS sales

Ad tech experience

E-commerce/DTC sales

Partner relationships

Negotiation

Job description

Falcon Labs turns the post-transaction experience into an incremental revenue stream for online services and a rewarding moment for their customers. Our solution uses advanced technology and AI to deliver personalized, contextually relevant offers to consumers at their peak engagement moment, right after they complete a transaction.

The moment after a transaction is one of the most underutilized surfaces in commerce: intent is high, trust is established, and attention is real, yet for most brands it still ends with a static confirmation screen. We operate across major e-commerce ecosystems (Shopify, Wix, and a growing set of technology partnerships), earn a take rate on advertiser conversions, and run on real-time decisioning, Snowflake analytics, and an expanding push into agentic automation across the network. We are a team of ad-tech veterans from the mobile advertising world (ironSource/Unity).

Role Overview

Falcon is seeking a Director of Strategic Partnerships & Sales to drive new client acquisition from e-commerce and DTC brands.

This is a senior, quota-carrying sales role focused on sourcing, developing, and closing new business opportunities. The role leverages the Shopify, Wix, agency, and broader e-commerce technology ecosystem to identify, access, and win high-potential brands.

New Business Development

Own and exceed a new revenue target from e-commerce and DTC brands.

Drive the full sales cycle from prospecting through close.

Build and maintain a strong pipeline through outbound efforts, referrals, and ecosystem connections.

Identify, qualify, and close high-potential brands based on their tech stack, growth stage, and customer journey maturity.

Key Responsibilities

Leverage relationships with Shopify/Wix agencies, technology platforms, and service providers to generate qualified introductions and opportunities.

Position Falcon as a strategic addition to the e-commerce tech stack.

Develop co-selling motions that support consistent deal flow.

Strategic Sales Execution

Lead sales conversations with founders, CMOs, Heads of E-commerce, and growth leaders.

Present Falcon’s value in terms of profitability, customer lifetime value, and customer experience.

Conduct tailored demos and commercial discussions that lead to signed agreements.

Cross-Functional Collaboration

Partner with Marketing on campaigns, events, case studies, and ecosystem visibility that support sales efforts.

Share market feedback with Product and Leadership based on prospect conversations.

Ensure smooth handoff of new clients to Customer Success following deal closure.

Performance Management

Track pipeline health, conversion metrics, and revenue performance.

Continuously refine outreach and sales strategies based on results.

Qualifications

7+ years of experience in SaaS, ad tech, or e-commerce technology sales.

Proven track record of closing new logos in the e-commerce or DTC space.

Deep understanding of how brands operate within the Shopify, Wix, or similar ecosystems.

Experience leveraging agencies and technology partners as part of a sales motion.

Strong pipeline-building and prospecting skills.

Excellent communication, negotiation, and presentation abilities.

Self-driven, strategic, and results-oriented