Note: The job is a remote job and is open to candidates in USA. REI is a co-op focused on inspiring and enabling a life outside for everyone. The Business Development Manager will source, structure, negotiate, and launch commercial partnerships and new ventures while developing financial models, leading diligence, managing partner performance, and preparing executive recommendations.
Responsibilities
- Source and qualify partnership, commercial, and new-venture opportunities aligned to co-op strategy and member value; build and manage a prioritized pipeline
- Build the business case. Develop independent financial models and deal economics — commission/revenue-share structures, contribution margin, ROI, incrementality, and scenario bands — and pressure-test partner-provided assumptions rather than accept them
- Structure and negotiate term sheets and commercial agreements, including economics, minimums, exclusivity, cancellation terms, and governance. Anticipate where terms can quietly drift against the co-op and hold the line
- Lead diligence and cross-functional execution across Legal, Finance, Merchandising, Marketing, Product, and Data/Privacy — turning a signed term sheet into a launched, well-governed partnership
- Own performance. Manage partners through launch and into ongoing performance management; define KPIs, track results, and drive corrective action
- Produce executive communications. Author business review materials, investment and recommendation memos, and board- or committee-ready decks that synthesize complex analysis into clear, decision-grade narratives
- Support corporate development / strategic investment activity — opportunity sourcing, market and comparable benchmarking, and diligence support
Skills
- 5–8 years in business development, corporate development, strategy consulting, investment banking / private equity, or a comparable commercial-deal role
- Demonstrated experience structuring and negotiating commercial agreements end-to-end
- Strong financial modeling and commercial analysis (Excel); able to build a business case that holds up to executive and finance scrutiny
- Executive communication skills (PowerPoint and written memos); able to synthesize analysis for a C-suite audience
- Proven cross-functional project leadership across legal, finance, and go-to-market functions
- Comfort operating with ambiguity in a 0-to-1 / build environment; self-directed and audit-minded
- Retail, travel, consumer, marketplace, or outdoor-industry experience
- Exposure to corporate venture capital, venture investing, or new-venture incubation
- Familiarity with data privacy and governance considerations in commercial partnerships
- Genuine connection to the outdoors and alignment with the co-op's purpose and values
Benefits
- A generous employee discount
- Access to health benefits
- A retirement savings plan
- Accrued time off
Company Overview