Role Overview
The Director, New Business Development, is responsible for building and managing an early-stage pipeline that feeds directly into the senior sales team. This role is designed for a high-energy, relationship-driven professional who excels at opening doors, engaging prospects over extended sales cycles, and delivering fully qualified opportunities to the Senior Sales Rep.
The Director operates across two parallel streams: originating new outbound prospects and managing overflow opportunities passed by Senior Sales Reps. Both streams are owned at a defined handoff point, enabling the Senior Sales Rep to focus on closing.
Experience Requirement
A proven track record as a successful BDR or SDR is a critical requirement for this role. Candidates must bring 2 to 4 years of hands-on experience building pipeline from scratch, engaging prospects through multi-touch outbound sequences, and consistently meeting or exceeding activity and pipeline targets. This is not an entry-level position. We are looking for someone who has already demonstrated the discipline, resilience, and communication skills that define a top-performing business development professional.
Core Responsibilities
Identify and target prospective customers aligned with the senior sales team’s territory and accounts.
Execute outbound prospecting via phone, email, and LinkedIn with messaging calibrated to sophisticated buyers rather than generic outreach.
Book and lead initial discovery and nurture meetings with the goal of developing relationships, not simply filling a calendar.
Accept, brief, and re-engage overflow accounts passed by the Senior Sales Rep.
Maintain accurate pipeline records, contact notes, and nurture status in the CRM, updated at least weekly.
Prepare a structured handoff brief for every qualified opportunity passed to a Senior Sales Rep.
Attend weekly pipeline reviews with the senior sales team.
Flag accounts showing buying signals or urgency to the relevant Senior Sales Rep ahead of scheduled reviews.
Engage with strategic partners to advance early-stage opportunities under the direction of senior sales leadership.
Identify and progress co-sell or partner-led opportunities, working with alliance teams to establish funding and advance deals toward active engagements.
What we are looking for
2 to 4 years of proven success in a BDR or SDR role, with a demonstrated record of building pipeline from scratch and consistently hitting targets. This experience is required, not preferred.
Comfort engaging senior stakeholders and navigating complex organizations over long sales cycles.
Strong written and verbal communication skills with the ability to craft messaging that resonates with technical and executive buyers.
Disciplined CRM hygiene and pipeline management habits.
A collaborative mindset with the ability to work closely with the Senior Sales Rep and align to their priorities.
Experience with partner ecosystems, including Oracle and AWS.
