Role Summary
The Director of Vendor Partnerships & Expansion is responsible for defining and executing Order.co's vendor network growth strategy. This leader will drive the acquisition, development, and expansion of strategic relationships across manufacturers, distributors, wholesalers, and other supply partners, ensuring the network evolves to meet the needs of customers and the business.
The role spans the full partnership lifecycle—from identifying and closing new opportunities, to deepening existing relationships, to building the systems, processes, and team required to scale. By combining strategic vision with operational execution, the Director will create repeatable growth motions, unlock new sources of value, and establish a best-in-class vendor partnership organization.
Working cross-functionally with Product, Operations, Go-To-Market, and Executive Leadership, this individual will shape the future of Order.co's vendor ecosystem while driving measurable business impact.
Key Responsibilities
Partnership Development & Commercial Execution
Personally source, negotiate, and close priority partnerships — pricing, rebates, exclusivity, and monetization agreements that create value now
Own a live pipeline of vendor opportunities and hit near-term targets
Structure complex, multi-party commercial agreements end to end
Systematize (Build the Playbook)
Codify what works into repeatable partnership playbooks — sourcing, negotiation, onboarding, and activation motions others can run
Develop the prioritization frameworks that decide where to invest across categories, suppliers, and opportunities
Build scalable onboarding and activation for strategic suppliers
Leadership, Strategy & Growth
Hire, develop, and lead a team to execute the playbooks you've proven
Set the multi-year vendor network strategy and grow the share of spend supported by strategic pricing
Serve as a strategic advisor to leadership on supply-side opportunities, risks, and investment decisions
Cross-Functional & Ecosystem Leadership
Influence supplier behavior to align with our fulfillment, commercial, and communication norms
Partner with Product, Engineering, Sales, and Leadership to align supplier strategy with company priorities and effectively bring their offerings to market
Ideal Profile
7+ years in strategic partnerships, business development, sourcing, supply chain, or marketplace roles
Proven track record of closing significant partnerships and systematizing them into repeatable processes — bonus for having built a team to run them
Strong commercial negotiation skills with complex, multi-party agreements
Comfortable influencing executives internally and externally, and trading off near-term revenue against long-term bets
Familiarity with supply chain technology, EDI, APIs, and integrations
Genuinely enjoys the full arc — doing the work, designing the system, and leading the team
The Questions You'll Answer
Which partnerships do we land this quarter to build momentum — and which relationships matter most over the next three years?
How do we turn a deal we closed once into a motion the team can repeat?
How do we get vendors to adopt the integrations and workflows that improve our marketplace, and work with GTM and Exec to scale monetized offerings?
What You'll Receive
A competitive compensation package including base, variable, and stock options
Employer-sponsored 401(k) with employer match
Robust medical, dental, vision, and wellness benefits
Flexible time off and remote work policies
Generous leave policies and support for new and current parents
The anticipated annual salary for this role is $180,000 - $190,000 OTE. Actual compensation and title will be commensurate with experience, qualifications, knowledge, and skills.