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Salary: USD 168,000 - 247,500 / annual
BILL is seeking a Director of AI & Product Partnerships to lead a newly chartered central business development function focused on building strategic partnerships that power BILL's AI transformation and platform integrations. This is a high-impact role at the intersection of product strategy and commercial partnership, working directly with BILL executives and external partner leaders at frontier AI companies (Anthropic, OpenAI, Microsoft, Google) as well as major platform vendors (Outlook, Slack, Amazon Business, Uber).
Key responsibilities include:
- Sourcing, evaluating, and structuring net new partnership opportunities with financial modeling and negotiation strategies for executive review
- Owning the full commercial lifecycle of deals from discovery through launch, including term negotiation, agreement execution, and cross-functional go-to-market planning
- Managing and expanding BILL's strategic relationships with frontier AI companies, handling contracting, connector approvals, expansions, co-marketing, distribution, and monetization
- Leading development of BILL's MCP (Model Context Protocol) connector pipeline in partnership with product and engineering teams
- Building the platform partner integration roadmap for AP, AR, and Spend & Expense modules, coordinating execution across internal teams
- Collaborating with R&D leadership to identify LLM model use cases and integrate capital investments into partnership roadmaps
- Developing scalable playbooks and processes for the product partnerships program
- Representing BILL externally at partner meetings, conferences, and industry events to build credibility and advance strategic alignment
The role is remote-first with office spaces in San Jose, CA and Draper, UT, offering flexibility to connect in person when needed.
Requirements:
- 8+ years of experience in product partnerships, business development, or strategic partnerships at a SaaS or fintech company, with demonstrated track record of taking complex deals from sourcing through execution
- Experience navigating partner ecosystems in AI, platform integration, or developer tools space, including working knowledge of API-based integrations and connector frameworks such as MCP
- Ability to operate independently at a senior level externally, leading partner conversations, presenting negotiation strategies to C-suite, and defending deal terms without requiring support on every call
- Strong financial and commercial acumen, including ability to model deal economics, assess trade-offs, and translate partnership outcomes into revenue or TAM impact
- Track record of building cross-functional alignment across product, engineering, marketing, and finance in fast-moving environments where programs are built from scratch
- Excellent communication and executive presence to represent BILL's partnership strategy to both internal leaders and external C-suite counterparts
Desired qualifications:
- Prior experience working with AI frontier companies or building within MCP or API connector ecosystems
- Background in investment banking, corporate development, or product management combined with career shift into partnerships or business development
- Ecosystem integration experience with major ERPs (SAP, NetSuite, Sage Intacct, Microsoft Dynamics)
Note: This position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship.
