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 business development, partnerships, or a related role in a tech-forward, fast-moving environment Demonstrated ability to independently source and progress partnerships, creating momentum and driving work forward in ambiguous environments without defined playbooks Experience developing partnerships that created meaningful customer-facing value through software, platform, product, or distribution integrations — particularly within consumer technology (B2C, B2B2C), mobile app, connected device, or ecosystem-driven environments, rather than solely traditional enterprise sales or channel management relationships Strong relationship-building and communication skills, with the ability to influence cross-functional stakeholders internally and externally, build trust quickly, and navigate complex organizations Ability to translate broad strategic direction into concrete partnership opportunities and actions, balancing big-pict