Director, Business Development

The Director, Business Development is responsible for defining and expanding Oura’s tax-advantaged partner ecosystem globally. This leader sets the vision for how Oura shows up across HSA/FSA and adjacent pre-tax or funded channels, designs the commercial models that unlock step-change access, and lands the strategic deals that make tax-advantaged a core growth engine for the business.

This role is heavily externally focused and operates on a 6–36 month horizon — mapping the ecosystem, choosing where to play, and structuring partnerships that create durable, scalable revenue streams. You’ll work as a true peer to the Director, Tax-Advantaged Operations, who is accountable for revenue targets, execution, scale, and ongoing performance. Together you’ll build a self-reinforcing tax-advantaged business.

• →Strategy & Ecosystem Design  
  • →Define the global strategy for tax-advantaged channels (e.g., HSA/FSA administrators, ICHRA platforms, payroll and global benefits providers, insurers, brokers, and other salary-sacrifice or funded models).
  • →Build and maintain a dynamic market and ecosystem map, including key players, incentives, regulatory context, and where Oura can uniquely win.
  • →Develop and pressure-test market expansion theses (new countries, benefit models, and partner types) and translate them into clear, prioritized roadmaps.
  • →Partner closely with International leadership to localize and extend the tax-advantaged strategy into new markets.
• →Business Development & Deal Making
  • →Source, qualify, and advance net-new partner opportunities that materially expand reach and revenue across tax-advantaged channels.
  • →Design and negotiate non-standard commercial models (e.g., salary-sacrifice frameworks, broker-led distribution, bundled benefits, reimbursable offers) that make Oura more affordable and easier to adopt.
  • →Lead strategic pilots and lighthouse deals that prove value, unlock new go-to-market motions, and can be scaled by the Operations team.
  • →Build and maintain strong relationships with Director/VP/GM-level peers across partners to align on joint strategy, economics, and long-term roadmaps.
• →Commercial & Product Model Design 
  • →Translate tax-advantaged and reimbursement mechanics into scalable commercial constructs, in partnership with Finance, Legal, and Operations.
  • →Define partner-led product and data needs (e.g., eligibility logic, reimbursement workflows, reporting) and advocate for them in product planning.
  • →Collaborate with Product, Science, and Commercial teams to ensure the tax-advantaged roadmap aligns with broader Oura strategy and unlocks differentiated value for members.
• →Regulatory, Legal, & Compliance Innovation 
  • →Partner with Legal & Compliance to push on what’s possible within regulatory frameworks while protecting the company.
  • →Co-create novel pathways and structures that enable Oura to participate in emerging or underutilized tax-advantaged models globally.
• →Cross-functional & Executive Leadership
  • →Align Tax Advantaged program and partner opportunities with Product, Legal, Finance, Growth, and Commercial leaders around a shared growth plan.
  • →Drive executive alignment on priority markets, partner bets, and deal structures; clearly articulate tradeoffs and expected impact.
  • →Partner tightly with the Director, Tax-Advantaged Operations to ensure a clean handoff from “strategy and deal” to “activation and scale,” and to close the loop between performance insights and future strategy.

We have offices in San Francisco, San Diego, and Los Angeles for those who prefer hybrid or office settings. Oura employees in other major cities (like Boston and New York) occasionally gather informally at local co-working locations.

• 10+ years in business development or partnerships in healthtech, fintech, benefits, or adjacent industries; experience with HSA/FSA, payroll, insurance, or healthcare benefits strongly preferred.
• Proven track record of sourcing, structuring, and closing complex strategic partnerships with measurable revenue impact.
• Deep comfort operating at the intersection of regulation, incentives, and product (e.g., tax-advantaged benefits, reimbursement, or regulated financial products).
• Strong executive presence and ability to influence and align Director/VP/GM-level stakeholders internally and externally.
• Highly analytical and hypothesis-driven, with the ability to turn ambiguous spaces into clear strategies, roadmaps, and business cases.
• Experience collaborating closely with Legal, Finance, Product, and Operations to bring complex deals from concept to launch.
• A builder mindset: comfortable with ambiguity, proactive, and able to move from zero-to-one while bringing others along.
• A collaborative, low-ego style and excitement about working as a true peer with an Operations counterpart and cross-functional teams.