Director of Business Development

About Mountain Dev

Mountain Dev engineers operational intelligence systems for organizations operating in complex, data-rich environments.

We are not a commodity dev shop and we are not trying to become a high-volume agency.

Our best client relationships emerge when an organization already has operational leverage, domain expertise, or unique data assets — but lacks the technical systems needed to scale that advantage into durable software infrastructure.

We work best with organizations that need:

• operational systems
• platform engineering
• workflow intelligence
• scientific or operational data infrastructure
• long-term technical partnership
• strategic product thinking alongside engineering execution

We are currently transitioning from a relationship-driven, founder-led sales model into a more disciplined and repeatable revenue operating system.

This role is central to that transition.

The Role

The Head of Revenue Systems & Strategic Growth will lead the development of Mountain Dev’s modern revenue engine.

This is not simply a sales role.

This person will help architect the systems, processes, qualification frameworks, discovery methods, operational cadences, and strategic partnerships that enable Mountain Dev to grow intentionally and margin integrity (pricing and packaging).

The role combines:

Strategic Sales Leadership — Develop and execute the company’s growth strategy while focusing resources on high-fit opportunities that align with long-term business objectives.

Consultative Client Relationship Development — Build trusted relationships with founders, operators, and executives by helping them identify and prioritize operational and technology challenges worth solving.

Revenue Operations Design — Create the systems, metrics, workflows, and operating cadence required to build a predictable and scalable revenue engine.

Founder-Level GTM Thinking — Approach growth decisions with an ownership mindset, balancing revenue generation, market positioning, delivery capacity, and long-term company value.

Sales Operational Process Building — Design and continuously improve qualification, discovery, estimation, proposal, CRM, and handoff processes that create consistency and accountability.

Revenue & Delivery Alignment — Evaluate opportunities not only on revenue potential, but on a potential client’s ability to create successful projects, healthy margins, strong client outcomes, and durable business relationships.

This person must be comfortable operating in ambiguity while building structure.

We are not looking for someone to “manage a mature sales department.”

We are looking for someone who can help build the next stage of the company.

Primary Mission

Over the next 12–24 months, this role will help Mountain Dev:

• transition from opportunistic growth toward intentional growth
• improve qualification discipline and client fit
• create a healthier and more predictable pipeline
• improve discovery and estimation alignment
• reduce margin erosion caused by poor project alignment
• improve continuity between sales and delivery
• strengthen strategic positioning within our ICP
• operationalize a repeatable sales and relationship-development system

Current Reality

Mountain Dev has historically grown through:

• referrals
• founder relationships
• local networks
• subcontractor relationships
• opportunistic inbound demand

That approach created strong relationships and meaningful projects, but it also created inconsistency:

• uneven pipeline visibility
• reactive discounting
• unclear qualification standards
• estimation misalignment
• founder bottlenecks
• inconsistent handoff between sales and delivery
• project fit issues
• limited sales infrastructure

We are now intentionally building a more mature operating system around:

• ICP clarity
• stage-and-gate discovery
• strategic estimation processes
• pricing discipline
• CRM rigor
• sales operations cadence
• partner/referral ecosystems
• long-term account development
• operational intelligence positioning

This role will help build that system.

Core ResponsibilitiesRevenue System Architecture

• Design and operationalize Mountain Dev’s end-to-end revenue process from lead generation through delivery handoff
• Build repeatable sales workflows, qualification standards, and operating cadences
• Improve pipeline visibility, forecasting discipline, and CRM hygiene
• Develop KPI frameworks around:
• pipeline health
• conversion rates
• proposal velocity
• average deal quality
• sales cycle length
• revenue predictability
• discounting trends
• client fit

Strategic Sales & Relationship Development

• Develop and manage a pipeline of high-fit opportunities aligned with Mountain Dev’s positioning
• Build relationships with founders, operators, technical leaders, and strategic partners
• Lead consultative discovery conversations focused on operational systems and long-term platform opportunities
• Help clients translate operational pain points into software and systems opportunities
• Represent Mountain Dev at conferences, industry events, founder communities, and strategic partner conversations

Discovery, Estimation & Proposal Discipline

• Help operationalize a stage-and-gate discovery process
• Improve alignment between exploration, estimation, scope, pricing, and delivery realities
• Collaborate with engineering and product leadership to improve proposal quality and estimation clarity
• Help create stronger SOW structures that reduce ambiguity and protect margin integrity
• Improve expectation-setting during the sales process

Strategic Positioning & GTM

• Collaborate closely with leadership and marketing on:
• positioning
• messaging
• ICP refinement
• case studies
• thought leadership
• outbound campaigns
• strategic partnerships
• Help evolve Mountain Dev’s market narrative from “custom development shop” toward “platform engineering and operational intelligence partner”

Cross-Functional Leadership

• Work closely with leadership, project management, engineering, and operations
• Help improve continuity and trust between sales and delivery
• Create feedback loops between delivery realities and sales strategy
• Help identify recurring operational patterns that can evolve into repeatable offerings or platform opportunities

Ideal CandidateRequired Characteristics

• High agency and self-direction
• Strong systems thinking
• Excellent communication and executive presence
• Operational discipline alongside strategic thinking
• Comfortable with ambiguity and building process from scratch
• Strong relationship-builder without relying on aggressive sales tactics
• Able to balance growth ambitions with delivery realities

Preferred Experience

• Experience selling:
• complex services
• software development
• technical consulting
• platform engineering
• operational systems
• enterprise SaaS
• Experience building or maturing revenue systems inside a growing company
• Experience managing long-cycle, consultative B2B sales
• Familiarity with CRM systems, pipeline operations, and sales process design
• Ability to translate technical concepts into business outcomes
• Experience collaborating closely with technical teams and founders

Important Fit Considerations

This role is likely not a fit for someone who:

• prefers highly structured enterprise environments
• wants a large existing sales organization to manage
• is primarily motivated by transactional selling
• struggles with ambiguity
• views sales independently from operational execution

This role is best suited for someone excited by:

• building systems
• shaping strategy
• operating close to founders
• helping define a company’s next stage of growth
• balancing relationships, operations, and revenue architecture

Success Looks Like

Within the first 6–12 months:

• clearer ICP and qualification standards
• healthier and more visible pipeline
• improved CRM and sales operating cadence
• stronger discovery and estimation discipline
• reduced reactive discounting
• improved proposal and SOW quality
• stronger strategic referral and partner network
• better continuity between sales and delivery
• more confidence in forecasting and revenue planning

Within 18–24 months:

• a repeatable revenue operating system
• stronger average project quality and margin profile
• more predictable growth
• expanded strategic relationships inside target verticals
• increased positioning credibility as a long-term operational systems partner rather than a commodity development vendor

Compensation Structure

Compensation will include:

• base salary - $100,000 - $120,000 annual base salary plus performance bonuses, plus health insurance, 401k match. Salary commensurate based on sales experience
• performance incentives tied to qualified revenue growth and strategic account development - need to develop with Director of Business Development
• potential long-term incentives (profit sharing and earned phantom equity) participation for exceptional alignment and impact

Compensation philosophy prioritizes:

• long-term alignment
• sustainable growth
• operational integrity
• high-quality client relationships over short-term transactional sales behavior.

Pay: $100,000.00 - $120,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Health insurance
• Paid time off

Work Location: In person

Salary : $100,000 - $120,000