Business Development Lead - New Verticals

Tremendous is the global platform built for businesses to send thousands of payouts to anyone, anywhere, for free. We’re trusted by 20,000 leading organizations like Atlassian, MIT, and United Way to deliver gift cards and money to millions of recipients worldwide.

In both our product and our workplace, we’re intentional about making work more efficient, flexible, and fulfilling. Tremendous is a fully remote, high-documentation, low-meeting culture, which means more time for what matters in both your professional and personal life.

Our customers, who include marketers, researchers, HR teams, nonprofits, and platform businesses, rave about how quick and easy it is to use Tremendous — check the ratings on G2. Under the hood, we operate complex payments, compliance, and banking infrastructure at scale. That duality makes working here both challenging and rewarding.

Tremendous is profitable and growing without outside investors. Join us as we invest in new GTM motions to unlock the next phase of growth.

What you’ll do

• Own Tremendous’ go-to-market motion for 2-3 specific industry verticals.
• Partner with a dedicated strategy and ops partner who will help support research, messaging, and competitive intel
• Build deep domain expertise in your assigned industries, including buyers, use cases, and competitive landscape.
• Develop senior-level relationships with key accounts, partners, and industry stakeholders.
• Focus on high-impact, profitable program types rather than opportunistic or low-leverage use cases.
• Proactively source, develop, and close large, complex deals with longer sales cycles.
• Represent Tremendous at industry conferences, events, and meetings.
• Partner closely with Strategy, PMM, and Marketing to refine vertical-specific positioning and messaging.
• Serve as the primary source of feedback and insight from the field to inform future vertical expansion.

• Help turn early wins and learnings into repeatable playbooks over time.

What you’ll bring

• 6–10 years of experience in B2B sales, with meaningful time in business development.
• Experience selling into industries where trust, credibility, and relationships matter.
• Comfort operating in ambiguity and building pipeline from first principles.
• Strong executive presence with the ability to navigate senior buyer conversations.
• Patience and discipline to invest ahead of revenue.
• Clear, concise written communication; we are a documentation-first company.
• High ownership mentality; you take responsibility for outcomes, not just activity.

• A builder mindset; you enjoy creating structure where none exists and refining what works.

What’s cool about the role

• You’ll help define and prove a new GTM motion at Tremendous.
• You’ll have true ownership over a vertical.
• Your work will directly influence how we approach large, complex industries in the future.
• You’ll work closely with Strategy, Marketing, Product, and Sales leadership.
• Tremendous is profitable, fully remote, and values thoughtful, sustainable growth.
• Competitive pay, equity, and benefits. Compensation for this role is $120,000 - $160,000 base salary ($180,000 - $240,000 OTE) and equity.
• Smart teammates and a strong culture. Learn more in our company handbook