Senior Business Development & Partnerships Manager

ABOUT onX

We’re a team of builders, adventurers, and risk takers using technology to help people confidently explore the outdoors. Driven by our mission to awaken the adventurer inside everyone, we build products that optimize every outdoor experience and inspire confidence to get out and go further.

We’re a high-growth tech company. The pace is fast, the work takes grit, and ambiguity is part of the job. As the world changes around us, we adapt - continuously evolving how we build, prioritize, and deliver.

Our business moves quickly, and there’s real opportunity to shape what we build next. Each of our verticals - Hunt, Offroad, Backcountry, and Fish - is at a different stage of maturity, which means the challenges you encounter and the impact you have will vary depending on where you sit and what the business needs most.

We operate with an experimentation mindset, continually iterating and improving how we solve problems. We expect our people to use the latest tooling, including AI, thoughtfully and responsibly, pairing human judgment with technology to increase quality, speed, and impact.

Our impact comes to life through the products we build, in the stories of our customers, and in our growing commitment to land stewardship and recreational access.

ABOUT THIS OPPORTUNITY

onX is seeking a Senior Business Development Partnerships Manager I to play a key role in accelerating how we build and scale strategic partnerships.

This role exists to increase the speed and quality of our partnership pipeline by owning early- to mid-stage partner development—identifying opportunities, initiating relationships, and driving conversations forward. The role will initially focus heavily on partnerships within the automotive ecosystem, while also supporting broader strategic partnership opportunities over time.

You will help create momentum across the partnerships function by proactively engaging external partners and bringing structured insights back into the business.

You’ll operate in a highly dynamic environment where problems are not fully defined, and success depends on initiative, judgment, and the ability to move work forward without heavy structure. This role reports to the Chief Strategy Officer.

WHAT YOU'LL DO

Essential Job Duties Functions

Build and Drive Partnership Pipeline

Identify, prioritize, and pursue high-impact partnership opportunities aligned with company priorities

Build and actively manage a pipeline of prospective partners within the automotive ecosystem and other strategic partnership areas

Translate broad goals into concrete outreach strategies and partnership opportunities

Lead Partner Engagement Progression

Proactively initiate and lead external conversations with prospective partners

Own the progression of partnerships from initial outreach through mid-to-late stage discussions

Independently lead meetings, relationship development, and small to medium partnership opportunities while partnering with senior leadership on larger or more complex deals

Maintain momentum across multiple opportunities by driving next steps, aligning stakeholders, and navigating obstacles

Partner with senior leadership to support final negotiation and closing

Proactively identify obstacles, surface risks to senior leadership, and propose solutions to keep partnerships moving forward.

Generate Insights That Inform Direction

Synthesize partner conversations, market signals, and internal context into clear insights and recommendations

Use structured thinking and data to evaluate opportunities and inform decisions

Identify patterns and opportunities that help shape partnership priorities over time

WHAT SUCCESS LOOKS LIKE

Within 3 months:

Built a clear, prioritized pipeline of high-value partnership opportunities aligned to company priorities

Proactively initiated and are actively leading multiple external conversations

Demonstrating strong ownership by consistently driving next steps without relying on direction

Bringing back structured insights that inform partnership direction and prioritization

Within 6 months:

Progressed multiple partnerships into advanced stages, with clear paths toward close

Established a consistent track record of creating momentum across opportunities, even in ambiguous or complex situations

Meaningfully reduced reliance on senior leadership for day-to-day partnership execution

Independently owning smaller partnership opportunities while effectively contributing to larger strategic deals

Impact on the business:

Contributed to measurable growth through partnerships, such as:

new customer acquisition channels

distribution expansion

product integrations

revenue contribution

pipeline value

strategic partner impact

Helped identify and prioritize the highest-impact partnership opportunities for the business

Improved the team’s ability to consistently source, evaluate, and advance partnerships

WHAT YOU’LL BRING

Eight (8) or more years of experience in bu…