Commercial Strategy & Market Development (20% of Time)Develop and maintain a commercial framework for each partner channel model — defining how Good Sam structures, prices, and positions partnerships across affiliate, wholesale, sponsored, commercial/fleet, and white-label modelsIdentify and prioritize new market segments, verticals, and partner categories with the highest growth potential — including fleet operators, RV dealer groups, financial institutions, outdoor recreation companies, and association partnershipsStay attuned to competitive landscape — understanding how comparable protection and warranty products are sold through partner channels and where Good Sam has a differentiated opportunityProvide ongoing input to the Product Development team on what product structures, benefit designs, and pricing models are needed to win in the B2B marketDevelop quarterly 30/60/90-day plans for the team outlining pipeline targets, deal priorities, market focus, and resource needsKnowledge & Skills Fit6+ years of B2B sales or business development experience, with at least 2 years in a leadership or player-coach capacityDemonstrated track record of building and closing complex, multi-stakeholder B2B partnerships — experience with deals that involve custom product structures, pricing negotiation, and long sales cyclesExperience in protection products, warranty, insurance-adjacent offerings, membership programs, or a directly comparable industry preferredFamiliarity with F&I product structures and dealer channel dynamics a strong plusStrong people leadership instincts — can coach, develop, and hold a small team accountable while remaining personally active in the marketAnalytically capable — comfortable building and reviewing pipeline reports, pricing models, and deal structuresExcellent verbal and written communication — can represent Good Sam credibly at a senior executive or ownership levelProficient in CRM platforms (HubSpot preferred) and sales enablement toolsSelf-starter and builder — energized by creating structure in ambiguous, fast-moving environmentsUp to 30% travel required — trade shows, partner visits, prospect meetings, and industry eventsWhat Success Looks Like — Year OneActive pipeline of 15-25 qualified partner opportunities within 180 days of start2-5 new partner agreements driving $250K+ in annual revenue signed and operational by end of year oneCommercial framework defined and documented for each partner channel modelTeam operating cohesively — AE, SDR, and Account Manager working as a coordinated, high-performing unitStrong coordination rhythm established with Product Development, Network Services, and the F&I sales armWeekly pipeline reporting in place and consistently delivered to SVPClear 2027 growth plan developed — identifying top priority partner segments, resource needs, and revenue targetsGeneral Compensation DisclosureThe pay range for this role considers several factors in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. Partner Account Management Oversight (15% of Time)Oversee the Partner Account Manager function — ensuring existing partner relationships are healthy, growing, and strategically alignedPersonally maintain relationships with the most senior or strategic partner contacts — escalating and engaging directly when neededEnsure clean handoffs from sales to account management — including solution build-out, onboarding, and initial relationship establishmentMonitor partner performance, revenue trends, and satisfaction — identifying at-risk relationships and proactively addressing issues4.