Hiring for business development (BD) and partnerships is not like hiring for sales or marketing. It sits at the intersection of strategy, relationship-building, and commercial execution. In South Africa’s startup and SME ecosystem, a BD hire often wears multiple hats—from cold outreach to closing strategic alliances. This article covers the interview questions you need to ask to find the right person for that critical role.
These questions are tailored for South African startups and SMEs, where resources are lean and every hire must drive growth. They also complement our broader guide on Interview Questions for Startup Jobs in South Africa.
Why Business Development & Partnerships Roles Are Unique
BD and partnerships roles sit between sales, strategy, and account management. The candidate must:
- Identify and create value from external relationships
- Navigate complex, long sales cycles (especially with corporate partners)
- Negotiate deal terms that benefit both sides
- Collaborate internally with product, marketing, and finance
Unlike pure sales, the focus is on mutual benefit. For SA startups, this often means securing distribution channels, co-marketing opportunities, or integration partnerships with larger firms.
To assess these skills, you need questions that go beyond the standard “tell me about yourself.”
Key Skills to Assess in a BD Candidate
Before diving into questions, understand what to look for:
| Skill | Why It Matters for SA Startups |
|---|---|
| Strategic thinking | Spotting non-obvious partners in a tight market |
| Relationship-building | Trust is critical in SA’s small, interconnected business world |
| Resilience | Long sales cycles, many rejections |
| Commercial acumen | Structuring profitable deals (equity, revenue share, commission) |
| Cross-functional collaboration | Working with product, legal, and finance |
These skills align with what we cover in Risk-Tolerance & Innovation Interview Questions—a must for BD hires who will push boundaries.
Core Interview Questions for BD & Partnerships
Use these to test foundational knowledge and approach.
1. “How do you define a strategic partnership as opposed to a simple vendor relationship?”
Look for: an understanding of mutual value creation, shared goals, and long-term alignment.
2. “Walk me through your process for identifying and prioritising potential partners.”
Candidates should mention market mapping, need identification, scoring leads, and internal alignment.
3. “Describe a time you had to sell a partnership idea internally. How did you get buy-in?”
Tests cross-functional persuasion—critical when your CEO or product lead is sceptical.
4. “What metrics do you use to measure the success of a partnership?”
Good answers include revenue attributed, customer acquisition cost, channel efficiency, or NPS of partner stakeholders.
5. “Explain how you would structure a revenue-sharing deal with no upfront budget.”
Common in SA startups. They should talk about performance milestones, tiered splits, or equity components. See also Equity, Commission & Variable Pay Questions Candidates Should Ask.
Behavioral Questions for BD & Partnerships
Behavioral questions reveal how candidates have handled real situations.
6. “Tell me about a partnership deal that fell through. What went wrong, and what did you learn?”
Look for honesty, self-awareness, and lessons applied. Avoid candidates who blame others entirely.
7. “Describe a time you had to manage conflicting priorities between a partner and your internal team.”
Tests diplomacy and negotiation. Great answers show they found a win-win compromise.
8. “Give an example of a cold outreach that turned into a major partnership. What was your approach?”
They should outline research, personalisation, persistence, and value proposition.
9. “How do you handle a partner who is underperforming after launch?”
Look for structured performance reviews, clear communication, and sometimes a hard decision to exit.
These questions echo themes from Questions About Wearing Many Hats in a Small Business, which is exactly what a BD person does at an early-stage company.
Partnership-Specific Questions for SA Startups
Context matters. South Africa’s market is unique—small, relationship-driven, and with high inequality. Ask these to see if they get it.
10. “How would you approach a partnership with a large South African corporation like Standard Bank or Shoprite?”
They should mention understanding the corporate’s pain points, speaking to the right decision-maker, and having a pilot or minimal-risk proposal.
11. “What’s your experience with B2B partnerships in the African market? How do you adapt your strategy for different countries?”
Important if you plan to expand continentally. Look for cultural awareness, local legal considerations, and logistics.
12. “If I asked you to build a pipeline of 50 potential partners in the SA tech ecosystem by next week, how would you do it?”
Tests resourcefulness: using LinkedIn, industry events, existing networks, and pitch decks.
13. “Have you ever had to negotiate a partnership where the other party had vastly more resources? How did you level the playing field?”
Key for startups negotiating with big corporates. They should mention leveraging agility, speed, or unique IP.
Cultural Fit for Startups & SMEs
BD roles in small businesses require grit, humility, and a startup mindset. Ask:
14. “What’s the most chaotic work environment you’ve thrived in? Why?”
Reveals tolerance for ambiguity, common in early-stage companies.
15. “Partnerships often involve saying ‘no’ to good opportunities to focus on great ones. How do you prioritise?”
Look for frameworks like ICE (Impact, Confidence, Ease) or simple ROI.
16. “How comfortable are you being measured on both activity (emails sent, meetings held) and outcomes (deals signed)?”
Some BD people hate the activity grind; others love it. Know which you’re hiring.
If your company is super early-stage, also review Interview Questions for Joining a Founding Team or Early-Stage Startup.
Questions Candidates Should Ask You
A strong BD candidate will also interview you. They might ask:
- “How does the company currently generate revenue, and where does BD fit into the growth plan?”
- “What does a successful partnership look like in year one?”
- “Who are our top three current partners, and why were they chosen?”
- “What’s the average sales cycle for a partnership deal here?”
If they ask about variable compensation, refer to the guide on Equity, Commission & Variable Pay Questions Candidates Should Ask. It helps both sides align expectations.
SA-Specific Considerations for BD Hiring
South Africa’s business environment adds layers:
- B-BBEE compliance – Partners may require supplier development or enterprise development. Ask: “How would you incorporate B-BBEE requirements into a partnership proposal?”
- Currency volatility – For deals involving cross-border payments. Ask: “How do you structure a price when the rand fluctuates 10% in a month?”
- Local networks – The candidate’s existing relationships matter a lot. Ask: “Which SA industry bodies or networks are you active in?”
- Load shedding & infrastructure – A partner’s operational reliability. Ask: “Have you ever had to redesign a partnership because of Eskom disruptions?”
These align with themes from How SA Entrepreneurs Should Interview Their First Employees.
Conclusion: Hire for Grit, Not Just Glamour
Business development and partnerships roles in South African startups are high-impact but high-churn. The right hire combines strategic vision with relentless execution. Use the questions above to uncover whether a candidate can build relationships, structure deals, and navigate local complexities.
Remember: a great BD person is a bridge—between your startup and the market, between your product and partners. Ask the right questions, and you’ll find someone who can build that bridge sturdy enough to last.