Business Development Manager

Overview:

The Business Development Manager sources, structures, and executes the commercial partnerships and new-venture opportunities that grow the co-op's reach, revenue, and member impact. Sitting within New Ventures / Business Development, this person owns deals end-to-end — pipeline through diligence, deal economics, term-sheet negotiation, and cross-functional launch — and produces the executive-grade analysis and recommendations that drive go/no-go decisions across the portfolio (partnerships, corporate development, and emerging businesses such as REI Travel and member-services ventures).

 

This is a build-oriented role. You will operate with a high degree of autonomy, own the business case for the deals you bring forward, and translate ambiguity into structured, defensible recommendations for senior leadership. You care about the outdoors and about doing right by members and partners.

 

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.

Required Skills & Experience

• 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.

Preferred Qualifications

• 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.

Closing:

At REI, we believe the outdoors is for all. We are committed to becoming a fully inclusive, anti-racist, multicultural organization. We know that there's strength in our diversity – that each employee brings unique skills, experiences, and perspectives. Every day you are driving change, fostering a culture of respect, and knowing you're backed by benefits that support your whole life. To work towards this commitment and fulfill our brand promise of inspiring and enabling a life outside for everyone, we seek employees who demonstrate different ways of working, create a sense of belonging, and actively listen and learn.  

 

Pay Transparency 

We are committed to practices that promote pay equity and transparency. As required by applicable Pay Transparency laws, REI provides a range of compensation for roles that may be hired in locations under these requirements. Factors that may be used to determine your actual salary may include a wide array of factors, including: your specific skills and experience, geographic location or other relevant factors.   

 

REI offers all regular employees a generous employee discount, access to health benefits, a retirement savings plan and accrued time off.  Click here for a detailed overview of benefits plans by employee profile.

Base Pay Range: $98,300.00 - $157,400.00 per year