Head of Business Development

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Lead the strategy for go-to-market initiatives and pipeline development for AI solutions, encompassing target segments, messaging, channels, and replicable sales strategies.

• Take ownership of direct sales for services and productized solutions, overseeing the entire process from lead generation to qualification, closing, and transitioning to delivery.

• Develop pricing strategies, commission structures, contracts, billing models, and commercial terms.

• Establish business development systems and operations, ensuring CRM accuracy, defining sales funnels, forecasting, creating playbooks, designing compensation plans, and implementing dashboards and service level agreements.

• Recruit and nurture business development talent, which includes sellers and account leaders, as well as creating ramp-up plans, performance metrics, training programs, and career progression pathways.

• Collaborate with product, design, and delivery teams to translate customer feedback into product enhancements and ensure alignment of commercial efforts with product-market fit.

• Conduct go-to-market experiments and commercial evaluations, validate revenue models for studio investments, and refine approaches based on market responses.

• Establish revenue targets, manage forecasts, and communicate performance metrics to senior leadership.

• Produce a comprehensive go-to-market plan, a standardized commercial framework, a predictable sales pipeline, initial business development hires, early commercial successes, and a dashboard that connects business development activities to revenue and unit economics.

• Report to Partners and work closely with the Founder and Managing Director of AI Solutions.

⛳️ Requirements

• Over 8 years of experience in enterprise B2B sales or leadership in business development, with a background in selling services and complex solutions.

• A proven track record of generating pipeline and successfully closing deals within multi-stakeholder purchasing frameworks.

• Expertise in designing commercial models, commission plans, and billing frameworks.

• Demonstrated capability in building business development systems, including CRM management, playbooks, compensation structures, and dashboards.

• Strong negotiation skills with experience in crafting innovative commercial agreements.

• Ability to collaborate effectively with product and delivery teams to align go-to-market strategies with product-market fit.

• Previous experience selling into intricate buyer ecosystems, such as enterprises or multi-site operators, is preferred.

• Familiarity with venture studios, incubators, or professional services models that integrate services and equity is advantageous.

• Prior experience in recruiting and scaling early-stage sales teams is preferred.

• A tactical closer capable of designing scalable strategies.

• Comfortable with intensive initial execution and rapid iterations, while also building systems to alleviate long-term operational burdens.

• High tolerance for uncertainty and a proactive approach to action.

• Strong judgment, humility, and collaborative leadership abilities.

• Data-driven with a commercially rigorous mindset.

🏝️ Benefits

• Performance bonuses.

• Commission structure.

• Equity participation opportunities.

• Flexible remote work arrangements.

• Occasional travel for client meetings, portfolio company engagements, and offsite events.