Senior Business Development Manager, Strategic & Embedded Partnerships

San Francisco · San FranciscoFull-timesenior

SalesBusiness Development ManagerBusiness Development

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Quick Summary

Overview

Join Modulate as we pioneer the future of conversational intelligence. Modulate is the leader in conversational voice intelligence.

Technical Tools

SalesBusiness Development ManagerBusiness Development

Modulate is the leader in conversational voice intelligence. We enable platforms and enterprises to deeply understand how people communicate and take timely action based on those insights.

Our products help detect harm, prevent fraud, and build safer, more trusted online and real-world voice environments. We are building a self-serve Conversation Intelligence Platform — APIs, workflows, and applications that bring voice understanding to customers at enterprise scale.

We are building a self-serve Conversation Intelligence Platform — APIs, workflows, and applications that bring voice understanding to customers at enterprise scale.

Responsibilities

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Own partner-sourced and partner-influenced revenue targets across key sales channels
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Build and scale embedded API-led partnerships, including design-win development
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Identify and close strategic platform deals across CCaaS, AI, and security ecosystems
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Act as the deal lead across complex, multi-party sales cycles (Modulate + partner + enterprise customer)
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Drive co-sell motions with partners, including hyperscalers, ISVs, and services firms where relevant
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Expand within partner customer bases by identifying high-value use cases and embed opportunities
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Lead partner workshops from discovery through prototyping and MVP design for white-label and embedded solutions
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Structure and negotiate commercial agreements, including usage-based and consumption pricing models
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Drive adoption through cloud and API marketplaces (where applicable)
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Build repeatable partner use cases (fraud detection, trust and safety, transcription at scale)
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Cross functional collaboration working with engineering, product development/marketing, sales and the executive team essential
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Support partner-driven pipeline development through joint campaigns, events, and targeted GTM efforts

12+ years in both PLG and platform led business development, partnerships, or enterprise sales in SaaS, AI, or cloud platforms
Technical working knowledge of AI architecture
A true hunter mindset, you create and close opportunities within partner ecosystems, not just manage relationships
Proven track record of scaling partner revenue from early-stage to a meaningful growth driver, building programs from the ground up
Experience building API-first, embedded partnerships that translate into measurable revenue and adoption
Deep experience working across partner types, including platforms, ISVs, and cloud ecosystems
Strong understanding of co-sell execution and navigating multi-stakeholder deal cycles
Experience leading technical and commercial workshops from discovery through MVP
Fluency in AI / SaaS, with the ability to translate technical capabilities into clear business value
Strong operational discipline around pipeline management, forecasting, and partner tracking
Executive presence with the ability to engage both technical teams and senior business leaders

We're the top expert in voice AI. Not a feature at a bigger company. The company.
Our technology genuinely works — 500M conversations analyzed, 40M people protected, results that enterprise customers measure and believe
We're small enough that what you build will be unmistakably yours, and large enough that it'll reach people who matter
You'll have real influence on product direction, company narrative, and where we go next

Benefits

At Modulate, we prioritize people and sustainability—because doing great work requires feeling supported and safe. Some of our key benefits include:

Competitive salary + equity- Full health, dental, and vision coverage
Flexible PTO, with a strong culture of taking it
Weekly team lunches with dietary accommodations
Hybrid work: core in-office days with flexible remote options
Regular leadership and industry learning sessions
Support for career development and continued learning' Up to 8 weeks work-from-anywhere policy
A deeply inclusive, human-centered culture

Pay Transparency

Modulate believes in transparency as a cornerstone of equity and trust. Compensation for this role is based on seniority, skills, and experience.

Salary: $160,000 to $200,000 base plus competitive OTE

Equity: Offered

Other perks: HSA, FSA, 15 holidays, professional growth resources

with significant overlap or duplication from other submissions will not be considered.

About Modulate

Modulate is on a mission to make voice a force for good online. Our tools help communities thrive by proactively detecting toxic behavior, protecting user identity, and empowering safety teams. We’re trusted by leaders in gaming and beyond—and we’re growing fast.

We believe that great cultures don’t just happen. That’s why we’ve built a foundation of intentional systems: from bias-reducing hiring practices to transparent pay to tools that help teams collaborate across communication styles. At Modulate, we treat people like people—and we’re building technology that does the same.

Ready to join us? Apply here or reach out directly—we’re excited to meet you.

A quick note as you apply

We kindly ask that you apply through the website rather than emailing careers@modulate.ai.

For the questions “Your fit for the role,” “Your values/goals,” and “Why Modulate?” on our application form, we kindly ask that you focus your responses on experiences and motivations that directly relate to the role.

Please avoid including details that would reveal protected demographic information (such as race, age, gender, ethnicity, or sexual orientation), as we strive to assess all candidates equitably and without bias.

We also want to hear your authentic voice. While it can be helpful to use tools to support your thinking, we ask that your responses reflect your own perspective.