Director – Business Development

This is a fully remote position, open to applicants in United States, +6 more states.

📋 Description

• Create and implement a global BDR strategy that aligns with revenue objectives, GTM priorities, and engagement paths for multiple audiences.

• Foster predictable pipeline growth across both inbound and outbound channels; enhance stage-to-stage conversion through data-driven experimentation.

• Discover new markets, segments, and partnership opportunities; provide market and customer insights to sharpen messaging and targeting.

• Utilize AI and automation to enhance prioritization, personalization, team efficiency, and pipeline velocity.

• Comprehend the varied requirements for your team to engage with Executive (C-Suite) and functionally led personas.

• Direct and cultivate a global BDR team of approximately 60 members, including frontline managers and team leads; recruit, onboard, mentor, and promote high-performing talent.

• Set KPIs, quotas, operational rhythms, and accountability frameworks to ensure consistent performance.

• Foster a culture of execution excellence, inclusion, and career advancement into AE/CSM roles.

• Manage and enhance playbooks, call scripts, persona-based sequences for Executives (C-Suite) versus Functional leaders, automation versus manual operating models, qualification standards, and handoff procedures.

• Guarantee execution quality through coaching, QA reviews, adherence to speed-to-lead, and alignment of segment-specific messaging.

• Supervise technology adoption (Salesforce, Outreach/Salesloft, Gong, ZoomInfo) and collaborate with RevOps on data integrity and analytics.

• Collaborate with Sales leadership on coverage models, ICP alignment, AE handoff, MEDDPICC and Challenger methodologies, and early-stage deal progression.

• Work alongside Marketing and PMM to create integrated campaigns, sequences, and feedback mechanisms that enhance relevance and ROI.

• Convert market and customer insights into actionable GTM enhancements and executive-ready reporting.

⛳️ Requirements

• 10+ years of experience in business development, sales development, or revenue leadership within the SaaS or technology sector.

• Proven track record of successfully managing large, distributed BDR/SDR teams and achieving measurable pipeline growth.

• Strong proficiency in outbound, inbound, ABM/ABS strategies, pipeline analytics, and optimization of conversion rates.

• Experience in implementing AI-driven or data-driven tools to improve prospecting, prioritization, and coaching efforts.

• Proficiency with Salesforce and contemporary sales engagement platforms.

• Exceptional leadership, communication, negotiation, and cross-functional collaboration abilities.

• Direct experience in the public sector, GovTech, or regulated industries, including Federal, State, and Local government.

• Experience supporting international GTM initiatives across distributed, geographically diverse teams.

🏝️ Benefits

• Flexible Time Off – Take the time you need to rest, recharge, and live your life.

• Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.

• Work From Home Reimbursement – Support a productive home office environment.

• Multiple Health Plan Options – Including a 100% employer-paid plan.

• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.

• Fitness Reimbursement Program – Stay active, your way.

• On-Demand Mental Health Support – Access to Headspace and other wellness tools.

• Paid Parental Leave – For both birthing and non-birthing parents.

• Traditional & Roth 401(k) – With a generous company match.

• Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.

• Online Learning Platforms – Fuel your professional development.

• Competitive Salary & Bonuses – Your contributions are valued and rewarded.