Director OF Business Development

Position: Director o f Business Development (Outside Sales) Job Type: Full-time Schedule: 8am - 5pm / Monday - Friday Work Location: Los Angeles / Orange County area, CA OR Plano, TX Pay Range: $140,000 – $170,000 base salary; OTE $310,000 Please be advised:Only candidates authorized to work in the USA without sponsorship will be considered. What we'RE LOOKING FOR Proven experience building and managing business development / outside sales teams from the ground up — including hiring, ramping, and scaling a hunter-mentality BDM team to consistent quota attainment. Ability and desire to coach, mentor, and develop others. Strong personal track record of prospecting, developing, and closing net-new B2B business — this role carries an individual sales quota alongside team leadership responsibilities. 3+ years of B2B outside sales experience with a proven record of hitting or exceeding quota, ideally within an MSP, IT services, SaaS, or B2B technology environment. Strong forecasting, pipeline management, and CRM discipline; able to translate personal and team activity data into accurate, actionable reporting for leadership. Executive presence and credibility with C-suite decision-makers, both in direct deal support and representing DivergeIT publicly. Collaborative mindset — works closely with Service Delivery, Technical Account Management, and Marketing to align sales strategy with delivery capability and market positioning. Bachelor's degree preferred but not required; equivalent experience in MSP/IT services leadership will be considered. Valid driver’s license and reliable transportation; role requires regular travel throughout the Southern California market. ESSENTIAL FUNCTIONS 01 — Developing & Executing the Sales Plan Own and execute DivergeIT's agreed-upon annual BD sales plan, including quarterly targets for new MRR, gross revenue, and product line penetration. Develop and manage a 3x pipeline coverage ratio, across your personal pipeline and the team's, to ensure consistent quota attainment throughout the year. Adapt the sales approach as DivergeIT's service portfolio evolves, incorporating new offerings into active sales motions promptly. 02 — Selling & Managing Business Development Carry an individual sales quota: personally prospect, develop, and close net-new SMB and mid-market business within target verticals and territories, from initial outreach through proposal, negotiation, and close. Lead, coach, and hold accountable the Business Development Manager(s) responsible for net-new SMB and mid-market prospecting across target verticals and territories. Set and monitor individual and team pipeline targets, activity benchmarks (calls, meetings, proposals), and quota attainment for the BDM team. Review and approve proposals, pricing, and Statements of Work prepared by BDMs; lead or support negotiation and closing on complex or strategic deals. Run regular pipeline reviews, ride-a-longs, and deal coaching sessions with BDMs to improve conversion rates and deal velocity. Recruit, onboard, and develop Business Development talent; manage performance issues and territory/account assignment within the team. Represent DivergeIT, both personally and alongside BDMs, at key local/regional events, Chamber of Commerce meetings, and MSP partner events to build brand presence and referral pipeline. 03 — Strategy & Planning Contribute to DivergeIT's annual revenue planning process with territory analysis, market sizing, and pipeline forecasts. Evaluate competitor positioning, pricing, and service offerings; provide competitive intelligence to leadership to inform strategy. Collaborate with marketing and leadership on campaign development, case studies, referral programs, and co-marketing with vendor partners. Develop and maintain an Ideal Client Profile (ICP) framework to prioritize prospecting efforts and focus resources on highest-value opportunities. Recommend adjustments to service packaging, pricing, and go-to-market positioning based on market feedback and sales cycle learnings. 04 — Reporting & Communication Maintain accurate and up-to-date pipeline, opportunity, and activity records in Hubspot, ConnectWise CRM or designated sales platform. Provide weekly pipeline and forecast reports to leadership, including stage, probability, expected close date, and MRR value. Participate in regular sales reviews with leadership to discuss performance, blockers, and strategic priorities. Communicate client feedback, competitive intelligence, and market trends to internal teams on an ongoing basis. Track and report against defined KPIs including new MRR, calls, meetings, proposals, conversion rates, and average deal size. 05 — Product Expertise Develop and maintain a thorough working knowledge of DivergeIT's full solution portfolio, including managed IT services, cloud and cybersecurity solutions, compliance offerings, and vCIO and project services. Effectively communicate the features, benefits, and ROI of DivergeIT's solutions to both technical and executive-level buyers. Guide prospects and clients through service selection and solution design in partnership with technical resources. Stay current on MSP industry trends, vendor programs (Microsoft, ConnectWise, Cisco Meraki, etc.), and partner incentive opportunities that can be leveraged in the sales process. Complete vendor certifications and sales enablement training as directed by leadership. Familiarity with HubSpot is a plus, in addition to proficiency with ConnectWise or other CRM platforms used for pipeline management. Travel Requirements This is a field-based role requiring regular travel throughout the Los Angeles and Orange County market or Plano, TX (approximately 60% in the field) Valid driver’s license and reliable transportation required #J-18808-Ljbffr