Business Development Director

Director, Business Development

Good Sam Enterprises is seeking a commercially driven, entrepreneurial Director of Business Development to build and lead our B2B partner sales function from the ground up. This is a foundational sales leadership role responsible for identifying, pursuing, and closing new partner and commercial opportunities across our full portfolio of protection products and services — including Roadside Assistance, TravelAssist, Tire & Wheel Protection, Extended Service Plans, Insurance, and more.

The Director of Business Development will lead a small, high-output team consisting of an Account Executive and Partner Account Manager, with an SDR supporting the sales pipeline. This is a player-coach role — the right candidate will be personally involved in senior deal pursuit and relationship development while simultaneously building the commercial infrastructure, frameworks, and culture needed to scale the function over time.

Our partner channel spans a wide range of operating models — affiliate referral arrangements, wholesale partnerships, sponsored and employer-paid programs, commercial and fleet solutions, white-labeled product offerings, and external dealer F&I integrations. The Director will be expected to develop fluency across all of these models and match the right solution to each partner opportunity. This role works closely with our Product Operations leaders, Product Development team, Network Services, and an F&I sales arm to ensure our product portfolio is positioned competitively and our commercial strategy is aligned across the organization.

Key Responsibilities

1. B2B Pipeline Development & Deal Closure (40% of Time)

• Build and personally manage a pipeline of high-value B2B partner opportunities across all channel models — affiliate, wholesale, sponsored, commercial/fleet, white label, and external dealer F&I
• Personally lead senior prospect relationships and complex deal negotiations
• Develop and refine a structured business to business sales process from initial outreach through close, including pitch materials, pricing frameworks, deal structures, and contract templates
• Partner with the Business Leaders and Product Manager to ensure the right product mix, benefit structure, and pricing is available and competitive for each opportunity
• Coordinate with the F&I sales arm on product incorporation into third-party dealership programs — ensuring alignment on deal flow, product selection, and revenue attribution
• Track and report pipeline health, conversion rates, deal velocity, and new partner revenue on a weekly basis

2. Team Leadership & Coaching (25% of Time)

• Lead, coach, and develop a team of an Account Executive, Partner Account Manager, and SDR — serving as the direct manager for all three and setting clear performance expectations, growth plans, and accountability standards for each
• Act as the primary developmental coach for the Account Executive — conducting regular 1:1s, reviewing call and pitch performance, and personally coaching deal strategy on active opportunities
• Own the SDR function directly — setting targeting criteria, outreach cadences, qualification standards, and coaching the SDR on prospecting, messaging, and lead quality; work closely with the AE to ensure leads are converting efficiently into active opportunities
• Build a high-accountability, high-energy team culture where performance is visible, feedback is direct, and wins are celebrated
• Recruit and onboard team members as the function scales over time

3. Partner Account Management Oversight (15% of Time)

• Oversee the Partner Account Manager function — ensuring existing partner relationships are healthy, growing, and strategically aligned
• Personally maintain relationships with the most senior or strategic partner contacts — escalating and engaging directly when needed
• Ensure clean handoffs from sales to account management — including solution build-out, onboarding, and initial relationship establishment
• Monitor partner performance, revenue trends, and satisfaction — identifying at-risk relationships and proactively addressing issues

4. Commercial Strategy & Market Development (20% of Time)

• Develop and maintain a commercial framework for each partner channel model — defining how Good Sam structures, prices, and positions partnerships across affiliate, wholesale, sponsored, commercial/fleet, and white-label models
• Identify and prioritize new market segments, verticals, and partner categories with the highest growth potential — including fleet operators, RV dealer groups, financial institutions, outdoor recreation companies, and association partnerships
• Stay attuned to competitive landscape — understanding how comparable protection and warranty products are sold through partner channels and where Good Sam has a differentiated opportunity
• Provide ongoing input to the Product Development team on what product structures, benefit designs, and pricing models are needed to win in the B2B market
• Develop quarterly 30/60/90-day plans for the team outlining pipeline targets, deal priorities, market focus, and resource needs

Knowledge & Skills Fit

• 6+ years of B2B sales or business development experience, with at least 2 years in a leadership or player-coach capacity
• Demonstrated track record of building and closing complex, multi-stakeholder B2B partnerships — experience with deals that involve custom product structures, pricing negotiation, and long sales cycles
• Experience in protection products, warranty, insurance-adjacent offerings, membership programs, or a directly comparable industry preferred
• Familiarity with F&I product structures and dealer channel dynamics a strong plus
• Strong people leadership instincts — can coach, develop, and hold a small team accountable while remaining personally active in the market
• Analytically capable — comfortable building and reviewing pipeline reports, pricing models, and deal structures
• Excellent verbal and written communication — can represent Good Sam credibly at a senior executive or ownership level
• Proficient in CRM platforms (HubSpot preferred) and sales enablement tools
• Self-starter and builder — energized by creating structure in ambiguous, fast-moving environments
• Up to 30% travel required — trade shows, partner visits, prospect meetings, and industry events

What Success Looks Like — Year One

• Active pipeline of 15-25 qualified partner opportunities within 180 days of start
• 2-5 new partner agreements driving $250K+ in annual revenue signed and operational by end of year one
• Commercial framework defined and documented for each partner channel model
• Team operating cohesively — AE, SDR, and Account Manager working as a coordinated, high-performing unit
• Strong coordination rhythm established with Product Development, Network Services, and the F&I sales arm
• Weekly pipeline reporting in place and consistently delivered to SVP
• Clear 2027 growth plan developed — identifying top priority partner segments, resource needs, and revenue targets

Pay Range: $134,400.00-$206,100.00 Annual

In addition to competitive pay, we offer Paid Time Off, 401(k), an Employee Assistance Program, Good Sam Roadside Assistance, discounts, paid parental leave (if eligibility is met), Tuition Reimbursement (if eligibility is met), and on the job training opportunities. Full-time associates are offered a comprehensive benefit package including medical, dental, vision and more! Part-time associates are offered access to dental & vision coverage! For more information please visit

We are an equal employment opportunity employer. The Company's policy is not to discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, religion, national origin, age (40 and over), disability, veteran or uniformed service-member status, genetic information, or any other basis protected by applicable federal, state, or local laws.