Business Development Manager (Partnerships) at Calm

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Los Angeles, CA; San Francisco, CA; New York City, NY

About Calm

Calm is on a mission to support everyone on every step of their mental health journey. With the #1 app for sleep, meditation and relaxation as well as a growing library of digital, evidence-based mental health programs, Calm offers trusted support for individuals and organizations alike. Our flagship consumer app provides personalized content and activities – featuring a range of experts and beloved celebrity voices – to help users manage stress, improve sleep and live mindfully. Our workplace and healthcare solutions offer a consumer-friendly approach to clinical content and HIPAA-compliant resources in order to drive positive health and business outcomes. Named a TIME100 Most Influential Company, Calm supports more than 150 million people and 3,500 organizations across seven languages and 190 countries.

What We Do

With a beloved product, a recognizable brand, and millions of paying subscribers, Calm stands at the forefront of the global mental health movement. Success, in part, has been driven by a relentless culture of innovation coupled with a singular focus on making the world happier and healthier.

Calm is looking for an experienced Business Development Manager to join our growing Strategic Partnerships team. This team manages the end-to-end development and deployment of Calm’s strategic partnerships with some of the world’s largest companies. This includes working with our marketing, content, product, finance, and legal teams to evaluate and scope potential partnerships and negotiate contracts with external parties.

We are hiring remote workers for this role in the San Francisco Bay Area, Los Angeles, or NYC areas. At this time, only candidates in these locations will be considered.

What You’ll Do

You will develop, negotiate, close and manage strategic agreements that support Calm’s mission and will positively impact growth. You will report to the Head of Partnerships (Americas) and work cross-functionally with other Calm teams (e.g. Legal, Marketing, Product…) to launch and manage partnerships. Responsibilities include:

Sourcing and managing a pipeline of prospective partnerships
Identify, negotiate, manage and renew strategic deals with partners
Building relationships and credibility within partner organizations
Identify new opportunities to grow partnerships and unlock additional value for both Calm and our partners. Be the voice of the partner within Calm.
Being the ‘go to‘ person for partners’ needs, defining and executing on the long-term partner relationship
Ensuring both Calm’s commitments in a partner relationship and those of the partner are delivered (e.g., marketing, reporting, etc.)
Drive positive-sum outcomes and navigate how much to push internally and externally toward the best outcome
Driving cross-functional teams towards deal objectives. (Legal, Marketing, Content, Product, etc).

Who You Are

Proven Business Development background
Strong commercial and negotiation skills with experience with financial modeling
Experience negotiating contracts, interpreting legal documents, and working with attorneys to complete agreements
Strong communication & storytelling: proficient in executive communication internally and externally
Keen sense for prioritization, both internally and externally with partners
A self-starter that isn’t afraid to step in when needed
You understand that collaboration and team play is key to success
You are able to work in a fast-paced, exciting environment and across external and internal teams to deliver.
A creative thinker, willing to push the boundaries
Ability to identify when it is right for Calm to say No to a partnership

Nice-to-Haves

Experience with a range of partners, both small and large
Experience working with a subscription business and/or distribution partnerships
Signed and managed partnership deals

Minimum Requirements

5+ years of related experience in Business Development or Partner Management at a tech company
A self-starter who is able to proactively and independently drive progress across multiple stakeholder groups
Passion for understanding our partners’ businesses and finding ways to deliver win-win value
Ability to present in both formal and informal settings

The anticipated salary range for this position is $116,700 - $163,400. The base salary range represents the low and high end of Calm’s salary range for this position. Not all candidates will be eligible for the upper end of the salary range. Exact salary will ultimately depend on multiple factors, which may include the successful candidate's geographic location, skills, experience and other qualifications. This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.

Please note that Calm may leverage artificial intelligence technology in the application review process.

Calm is committed to providing reasonable accommodations for qualified individuals with disabilities, including disabled veterans. Please contact Calm’s Recruiting team if you need a reasonable accommodation, assistance completing any forms, or to otherwise participate in the application process. You can reach the Recruiting team at recruitingaccommodations@calm.com

We believe that mental health is health, and every person should be considered in the discussion. That’s why we’re proud to be an equal opportunity workplace, committed to providing equal employment opportunities to all applicants and employees regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, medical condition, genetic information, military or veteran status, gender identity or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.

Calm is deeply committed to diversity, equity and inclusion. We strive to create a mindful and respectful environment where everyone can bring their authentic self to work, and experience a culture that is free of harassment, racism, and discrimination.

Employment offers are contingent upon the successful completion of a background check. Roles which require access to certain types of information may also require the successful completion of a drug screening.

Calm participates in e-verify. E-verify provides the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

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Estimated Salary range:

Our salary intelligence, powered by our AI algorithms, has calculated an estimated range for this position between $85,000 - $120,000 . Please note that the actual salary for this position may vary, as it is dependent on various factors including but not limited to experience, location, and market dynamics.

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