Director of Business Development

Job Description

Job Description

Remote. Occasional travel 1-2 times per quarter.

The position is called Director of Business Development, but honestly, it should be called Director of New Relationships.

We’re looking for someone who can meet the right people, build trust, and turn that trust into paid engagements.

Extroverted, curious, and happy to strike up a conversation with anyone. You'll attend local networking events and often travel with our coaches or CEO to conferences where we’re speaking/sponsoring. If there are 200 business owners in the room, you talk to all of them and leave with 200 new friends (or close to it).

This is NOT a pushy sales role. We are NOT looking for someone who smiles and dials or cranks out sequences. You enjoy building relationships and know how to guide someone toward a buying decision. When you come across a real marketing or sales need, and the timing is right, you either own closing an initial engagement or make a warm introduction to our coaches and strategists and they take it from there.

You won't start from zero. We have a database and community of people who read our content, tune in to our podcast and webinars, follow our work, attend our events, and engage with what we do.

About IMPACT
IMPACT helps businesses become the most recommended, trusted, and chosen company in their market with the Endless Customers System (formerly They Ask, You Answer). We coach companies to earn buyer trust through content, video, sales alignment, their website, and visibility in AI search, and we're also a HubSpot Diamond Partner. We offer additional services such as website redesign, HubSpot training, and paid media management.

We typically work with businesses in the range of $5-100m in revenue, often in the following industries: home services, manufacturing, retail, and professional services. Most of the time, it’s the business owner who is deciding whether or not to engage with our services, and sometimes it’s the head of marketing or sales. Business owners like these are often very busy and hard to get in touch with, so success in this role requires someone who knows how to get in front of business leaders like these, earn their trust, and get them into a sales conversation.

Be the human in an automated world
Every business owner we want to reach is buried in AI-written prospecting emails and automated sequences. Most of it gets ignored and erodes trust. We want to fill our pipeline in a totally different way. No hunting. No outreach quotas.

We want an experienced relationship-based business developer. Someone who uses AI aggressively for everything behind the scenes, so they can spend more of their time being unmistakably human to make real connections: a personal video instead of a template, a real conversation at an event, a follow-up that proves you listened, an introduction that helps someone even when there's nothing in it for us. You earn trust by showing up as a real person who cares and positions themselves as a guide.

What you'll do

Create new business

• You’re a natural in the CRM and know how to work the database, re-engaging former clients, past prospects, and engaged/high-intent contacts. You know how to spot who needs to be reached out to and when.
• Run targeted, researched, personal outreach to the right people at the right time.
• Speak and network at events, associations, workshops and peer groups, and become a known, trusted name in the rooms our ideal customers are in.
• Find and join new associations and groups we’re not currently part of, but should be.
• Work our internal event (Endless Customers Live) and external events that we sponsor and have a booth at. You don't leave without quality calls booked.
• Build referral partnerships that create a steady flow of introductions.
• Nurture relationships over multiple conversations. Our coaching and agency services are highly considered, trust-based purchases.
• Appear on camera for video and podcast content as needed, because that's how we practice what we teach.

Own the relationship through the initial sale

• Lead discovery conversations to understand each prospect’s business, challenges, goals, and fit.
• Explain the value of an initial paid engagement, address questions and objections, and make a warm introduction to one of our coaches/strategists, or in some cases, close the sale.
• Be a guide. Nurture prospects who need more time while helping ready buyers move toward a decision.
• Work closely with our coaches to coordinate a clear handoff, including the prospect’s goals, relevant context, and commitments made.
• Keep HubSpot current with accurate lead sources, conversation notes, next steps, and deal status.
• Follow through on missed meetings and stalled conversations so no prospect is forgotten.
• Give every prospect a great experience with IMPACT, whether or not they buy.

Who you'll work with
You'll report to our Head of Sales & Marketing and work closely with sales and our coaches.

What success looks like

• First 90 days: You learn our buyers, methodology, paid offerings, build a qualified pipeline, and take ownership of sales conversations with onboarding support.
• Once ramped: You consistently create qualified opportunities with clear, well-prepared handoffs to coaches.
• Ongoing: You’re measured on qualified pipeline creation, initial paid engagements sold, conversion, and follow-through, not just activity or meetings booked. You become a trusted presence in communities that you identify or can bring with you, where our ideal customers spend time.

Requirements

• Hunger. If there are 100 people at an event, you talk to 99 of them. You create opportunities instead of waiting for them.
• Relationship-based selling experience. 5+ years experience selling trust-led, high consideration B2B purchases that take multiple conversations, not one-call transactions. People remember talking to you.
• Demonstrated closing experience. You’ve moved high-consideration B2B buyers from initial interest to a paid commitment. You can lead discovery, communicate value, handle objections, and ask for the sale without sacrificing trust.
• CRM self-sufficiency and pipeline discipline. You build your own lists, read engagement signals, and manage the pipeline so nothing falls through the cracks.
• AI-forward way of working. AI is already built into how you research, prep, follow up and stay organized, and you're always finding the next way to work faster. You also know what should and shouldn’t ever be automated.

Strong pluses

• A network you can bring with you. Existing relationships with business owners and leaders, such as EOS, Vistage, YPO, EO, or similar peer communities, chambers, and industry associations that you can open doors with from day one. 
• You know LinkedIn, have a strong presence on the platform, and have a proven track record of forming relationships with people you meet there.
• You know HubSpot , and you have a system you can bring with you that works for managing your relationships.
• Comfortable on camera and speaking in front of a room.

The basics

• Based in Connecticut strongly preferred. Open to going outside Connecticut if you’re committed to working east coast hours and can travel occasionally to our office and to events (we have two internal events per year, and sponsor 3-4 external events per year).

Benefits

• Base salary of $105,000, with estimated on-target earnings of approximately $190,000 once fully ramped.
• Commissions are uncapped, so earnings can exceed OTE. Includes a three-month ramp up period; actual earnings depend on performance and commission-eligible revenue. 
• Medical, dental and vision insurance, with IMPACT covering a significant share of premiums
• 401(k) with a 100% match up to 3%, plus 50% up to 5%
• Company-paid life insurance, paid parental leave, and flexible PTO

Work Environment

At IMPACT, our culture is built on our core values of being proactive, accountable, caring, and team-oriented. We are a group of driven professionals who are passionate about growing in our careers, delivering exceptional results for our clients, and supporting one another every step of the way. Mediocrity isn't an option — we show up every day committed to being our best and getting better. Collaboration is at the heart of everything we do, and we foster an environment free of egos, drama, or excuses. We're a supportive, no-nonsense team united by a shared mission: to create heroes, grow businesses, and change lives.

This is a hybrid position, open to candidates within driving distance of the office in Cheshire, CT, United States. While working remotely, we expect a professional, distraction-free workspace equipped with strong internet, good lighting, and an environment conducive to client-facing work.

Working hours are 9:00 AM to 5:00 PM Eastern Time to align with client schedules and internal team operations. We offer flexibility for independent work outside of client meetings and team rituals.

Travel is minimal but may include occasional trips for sales events, typically no more than a few times per quarter. Additionally, travel will be required to attend IMPACT's conferences, held twice a year. These events are a great opportunity to connect with clients, colleagues, and the broader community we serve. Travel requirements will be discussed in advance, and accommodations will be provided as needed.

IMPACT is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

IMPACT provides reasonable accommodations to individuals with disabilities in the hiring process and throughout employment, as required by law.

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