Director of Business Development

Accountabilities

• • Own qualified pipeline, meeting, conversion, and sourced ARR targets across the Business Development organization.
  • Lead capacity planning, geographic coverage, productivity, and performance across inbound and outbound BDR teams.
  • Design, test, and scale outbound programs based on ICP, vertical, territory, use case, and account profile, while quickly discontinuing low-performing initiatives.
  • Partner with Marketing on inbound conversion, campaigns, events, account-based programs, and lead follow-up standards.
  • Develop strategic, enterprise, industry, association, and technology partnerships capable of generating repeatable pipeline and customer acquisition.
  • Establish clear service levels with Sales around lead acceptance, opportunity quality, follow-up, and handoffs, using conversion data to continuously improve performance.
  • Own the Business Development AI and automation roadmap, including practical workflows and agents for account research, prioritization, personalization, sequencing, call preparation, follow-up, coaching, and data hygiene.
  • Drive effective adoption of Salesforce, Salesloft, Gong, LinkedIn Sales Navigator, and other revenue technologies while reducing unnecessary manual work.
  • Partner with RevOps and Analytics to maintain dashboards, funnel reporting, performance indicators, and weekly views by source, region, segment, manager, and representative.
  • Run regular performance reviews centered on business outcomes, conversion, coaching, and measurable improvement rather than activity volume alone.
  • Recruit, onboard, certify, coach, and develop Business Development talent while building a strong internal pipeline of future sales leaders.
  • Coach managers and team leads on effective one-to-ones, call reviews, pipeline reviews, and performance improvement plans.
  • Maintain high standards for data quality, process compliance, and the responsible use of AI-generated content and automation.
  • Monitor market, competitor, and buyer changes and adapt targeting, messaging, channel strategy, and growth programs accordingly.
  • Present performance results, insights, experiments, risks, and resource requirements to senior leadership.
  • Capture and synthesize successful plays, learnings, and systems so they can be replicated across the broader organization.

  Requirements

  • 5–10 years of experience in SaaS sales, business development, demand generation, or another high-growth commercial environment, including significant people leadership experience.
  • Proven success building and scaling inbound and outbound pipeline-generation teams against defined pipeline and ARR objectives.
  • Experience managing managers or team leads, recruiting high-performing talent, developing future sellers, and maintaining clear performance standards.
  • Strong understanding of funnel economics, including capacity, activity, meetings, accepted opportunities, conversion rates, pipeline creation, and sourced revenue.
  • Demonstrated experience designing and launching new outbound, vertical, account-based, or territory-specific growth plays.
  • Experience developing strategic, industry, association, or technology partnerships that generate repeatable pipeline and customer acquisition.
  • Strong cross-functional collaboration skills, with experience partnering with Sales, Marketing, RevOps, Analytics, and Product teams.
  • An AI-forward and automation-oriented mindset, with practical experience using generative AI, workflow automation, or AI agents to improve prospecting, research, prioritization, personalization, coaching, or operational efficiency.
  • Ability to independently build practical AI agents and automated workflows using no-code or low-code tools, integrations, and structured prompts, and convert successful experiments into repeatable processes.
  • Strong working knowledge of modern revenue technologies such as Salesforce, Salesloft, Gong, LinkedIn Sales Navigator, and enrichment or automation platforms.
  • Strong analytical and data-driven decision-making skills, with the ability to turn performance data into actionable commercial strategies.
  • Excellent leadership, communication, coaching, negotiation, and stakeholder-management skills.
  • Ability to operate effectively in a fast-changing, multi-region, or multi-brand environment.
  • Must be eligible to work in Canada without visa sponsorship.

  Benefits

  • Expected base salary of approximately CAD $164,000, with the final offer determined based on qualifications, experience, skills, and geographic location.
  • Health insurance covering medical, dental, and vision needs.
  • Life insurance.
  • 401(k) retirement savings program.
  • Paid time off.
  • Fully remote work opportunity within Canada.
  • Opportunity to influence a high-growth Business Development organization and its go-to-market strategy.
  • Access to modern sales, analytics, automation, and AI technologies.
  • Strong opportunities for leadership development, coaching, and career progression.
  • Collaborative culture focused on authentic relationships, continuous learning, interdependence, and data-driven decisions.
  • Opportunity to work cross-functionally with Sales, Marketing, RevOps, Analytics, and Product teams.