Client Business Director

Job Description

Who We Are: EQUUS is a 100% employee-owned company that delivers custom compute and custom programs for the desk, the edge, and the data center. Founded in 1989, we have spent more than 35 years working as an extension of our customers' teams. We collaborate on the requirements, design systems around each customer's workload and environment, build them, and scale them into repeatable programs. Our customers include cloud operators, AI software companies, and enterprise and government organizations. As employee-owners, we have a personal stake in every deployment. EQUUS is headquartered in Bloomington, Minnesota. For more information, please visit

Summary: The AI infrastructure market is moving fast and the rules are still being written. EQUUS sits at a unique intersection: the technical depth of a 32-year compute integrator, the agility of a builder, and a mandate to grow. The Client Business Director role exists to find, open, and win new customers in this emerging landscape — targeting a new breed of decision-maker who is not the traditional IT buyer.

This is a hunter role. You will not inherit a territory or a warm book of business. You will build one. If you thrive in ambiguity, get energized by a blank whiteboard, and know how to earn trust with engineers, founders, and AI infrastructure leaders — this is your seat.

Essential Duties and Responsibilities include the following (Other duties may be assigned): The following is not a comprehensive list of all job duties and expectations. Other tasks may be assigned based on business needs.

Prospect & Build Pipeline

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• Drive outbound prospecting across target verticals — AI/ML companies, cloud operators, hyperscalers, and AI-native enterprises.
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• Execute disciplined new business development through cold outreach, warm introductions, networking, industry events, and social selling.
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• Identify and engage non-traditional decision-makers: AI researchers, infrastructure engineers, ML platform leads, and founders — people who evaluate vendors based on technical credibility, not slide decks.
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• Build and manage a qualified pipeline that reflects real opportunity, not wishful thinking.
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Establish Credibility & Trust

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• Earn the right to be in the room by speaking the language of compute infrastructure, AI workload requirements, and custom hardware configuration.
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• Develop deep knowledge of EQUUS’s technical capabilities — from server and storage configuration to networking and software integration — to serve as a credible resource, not just a sales contact.
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• Translate complex customer requirements into customized EQUUS solutions in partnership with Solution Architecture and Sales Engineering.
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• Build long-term relationships grounded in honesty, follow-through, and domain fluency.
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Customize & Configure Solutions

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• Work with technical teams to design infrastructure solutions tailored to AI and compute-intensive workloads.
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• Challenge customers’ assumptions and help them think through build decisions they haven’t fully mapped out yet.
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• Create and deliver compelling, technically grounded proposals that reflect the customer’s actual environment and roadmap.
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• Maintain pricing integrity and quote accuracy in partnership with sales management.
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Own Your Business

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• Develop and manage your own territory and account plan with minimal hand-holding.
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• Meet or exceed new business revenue targets and pipeline metrics.
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• Manage accurate CRM hygiene — pipeline, activity, and forecast data that the business can rely on.
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• Stay ahead of industry trends, AI infrastructure developments, and competitive dynamics; bring that intelligence back to the team.
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• Represent EQUUS at industry events, conferences, and customer sites with the energy and credibility of someone who knows the space.
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Collaborate Across the Organization

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• Partner with Program Management, Product Management, Solution Architecture, and Sales Engineering to deliver for customers.
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• Work cross-functionally to resolve production, shipping, technical support, and credit issues professionally and quickly.
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• Demonstrate EQUUS core values in every interaction: Accountability, Customer Success, Innovation, Collaboration, Owners Mindset, and Do the Right Thing.
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Essential Education, Skills, and Experience:

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• Bachelor’s degree or equivalent; 5–7+ years of B2B sales experience with a strong emphasis on new business development.
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• Demonstrable track record of building pipeline and closing complex, consultative deals from scratch — not just managing existing relationships.
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• Experience selling into technical environments where the buyer is an engineer, architect, or technically-oriented founder.
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• Excellent communication, listening, and presentation skills — able to adapt from C-suite to lab bench.
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• Exposure to compute, server, storage, networking, or adjacent infrastructure hardware/software preferred.
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• Familiarity with AI/ML infrastructure trends and the ecosystem of companies building on them is a strong differentiator.
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• Proven ability to work independently in an unstructured environment and create structure where none exists.
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• Strong CRM discipline (Salesforce or equivalent) and professional business acumen.
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• Experience managing competing priorities and navigating complex, multi-stakeholder sales cycles.
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• Self-starter. You generate your own leads, set your own agenda, and hold yourself accountable without a manager looking over your shoulder.
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• Comfortable in ambiguity. The AI infrastructure market is not yet defined by standard processes and established buying cycles. You are energized, not paralyzed, by that reality.
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• Technically curious. You don’t need to be an engineer, but you need to understand what engineers care about — and be willing to go deep enough to earn their respect.
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• Persuasive without being pushy. You build conviction through insight, listening, and relevance — not pressure tactics.
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• Resilient. New business development is hard. Rejection is frequent. You treat it as information and move forward.
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• Credibility-first. You know that in technical markets, trust is the product. You protect it in every interaction.
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The total comp for this role will be between $125k and $166k and your base pay will depend on your skills, qualifications, experience, and location, along with budgeted range of position. EQUUS offers a comprehensive full-time benefits package consisting of medical, dental, vision, telemedicine, flexible spending accounts, matched 401K, life, critical accidental or illness, company paid short- & long-term disability, six weeks of paid parental leave, generous paid time off and wellness programs. EQUUS is 100% employee owned!