Director of Business Development

Job Description

Director of Business Development

• Location: Fully Remote in Texas or California
• Base $140k-$170k; OTE $310k
• Occasional travel to CA

The Director of Business Development leads outside sales and new business growth engine, reporting to the VP of Sales. This role brings proven experience building and managing business development and outside sales teams from the ground up, with a strong track record of personally prospecting, developing, and closing net-new B2B business ideally within an MSP, IT services, SaaS, or B2B technology environment.

The Director of Business Development coaches, mentors, and develops Business Development Managers to consistently hit pipeline and quota targets, while maintaining rigorous forecasting, pipeline management, and CRM discipline that translates individual and team activity into accurate, actionable reporting for leadership. This role requires executive presence and credibility with C-suite decision-makers Own and execute agreed-upon annual BD sales plan, including quarterly targets for new MRR, gross revenue, and product line penetration.

General Duties
This role will be exposed to highly confidential internal and client information and will be subject to additional confidentiality requirements. The Director of Business Development must exercise sound judgment and discretion at all times in handling sensitive client, pricing, employee, and commercial data, consistent with confidentiality and data security policies.

Systems & Tools

• Proficiency with the following systems and tools is required or strongly preferred:
• HubSpot and/or ConnectWise CRM (pipeline management, sequences, campaign reporting) - required.
• Microsoft 365 - Outlook, Teams, Word, Excel, PowerPoint, SharePoint - required.
• Microsoft Excel for pipeline analysis, forecasting, and quota/commission modeling - required.
• Proposal and quoting tools - strongly preferred.
• Sales engagement and prospecting tools (e.g., ZoomInfo, LinkedIn Sales Navigator) - strongly preferred.
• Reporting and dashboarding tools (e.g., Power BI) for KPI and forecast visibility - preferred.

Experience Requirements

• Minimum of 4-10 years of progressive B2B sales experience, including at least 2-4 years building and/or leading a business development or outside sales team from the ground up.
• Demonstrated track record as a player-coach: personally carrying and exceeding an individual sales quota while simultaneously coaching and managing a team to quota attainment.
• Strong track record of prospecting, developing, and closing net-new B2B business, ideally within an MSP, IT services, SaaS, or B2B technology environment.
• Proven ability to recruit, onboard, ramp, and develop Business Development talent, including performance management and territory/account assignment.
• Strong forecasting, pipeline management, and CRM discipline (HubSpot, ConnectWise, or comparable), with the ability to translate activity data into accurate, actionable reporting for leadership.
• Executive presence and credibility with C-suite decision-makers, in both direct deal support and public representation of the company.

Education Requirements

• Bachelor's degree in Business, Marketing, or a related field preferred but not required.
• Equivalent combination of education and directly relevant B2B/MSP sales leadership experience will be considered in lieu of a degree.

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