Director of Business Development

Note: Nashville, Tennessee, and Atlanta, Georgia are preferred locations for candidates. Will also consider candidates on the East Coast who are able to travel up to 75%.

Job Overview

The Director of Business Development leads the national sales organization and manages a team of experienced Business Development Executives (BDEs). The Director of Business Development is responsible for driving revenue growth from new customers.

Responsibilities

• Directly manage and develop a team of senior Business Development Executives by providing leadership, coaching, and performance management to maximize team productivity.
• Lead weekly pipeline calls to review updates and strategize how to move key opportunities through the funnel.
• Support BDEs on high-impact opportunities, major pitches, and complex deals, which include travel/customer visits and collaborating with various internal departments (supply chain, finance, implementation, account management, etc.).
• Provide coaching on modern sales techniques and ensure BDEs are following the sales playbook and process.
• Hire and train new Business Development Executives.
• Own national sales targets, revenue performance, and profitability metrics.
• Manage the BDE team to clearly defined performance expectations and KPIs.
• Create and maintain accurate sales forecasts, budgets, and pipeline reports.
• Ensure compliance with contracting and margin requirements.
• Develop and implement national business development and sales strategies / best practices aligned with company objectives.
• Collaborate with the executive leadership team on market prioritization and identifying new growth segments.
• Work closely with marketing to ensure the BDEs have effective sales collateral and to build the top of the funnel.
• Provide market and customer insights to guide pricing, technology development, and strategic planning.
• Identify process improvements to enhance efficiency and accuracy.
• Assist with special or cross-functional projects, tasks, and initiatives as assigned.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field
• 7–12 years of progressive sales experience, including leadership of national sales teams
• Experience in enterprise level B2B sales – large ($1M ACV), complex multi-year agreements with long sales cycles
• Proven track record of achieving sales targets and driving revenue growth from new customers
• Experience with CRM platforms (Salesforce, HubSpot, etc.)
• Proven ability to analyze data, manage forecasts, and present executive-level insights
• Familiarity with ERP or CRM systems - MS Business Central and Salesforce strongly preferred

Key Competencies

• Proven ability to lead, coach, and develop high-performing, senior sales teams while driving accountability to clear KPIs and revenue targets.
• Strong strategic and analytical thinking, with the ability to break down complex sales processes, analyze pipeline and forecasts, and translate data into actionable growth strategies.
• Exceptional negotiation and relationship-building skills, with experience closing large, complex, multi-year enterprise B2B deals.
• Highly collaborative leader who effectively partners across functions (finance, supply chain, implementation, marketing, account management) to move deals forward and align on priorities.
• Customer-centric and business-focused, balancing customer needs with margin discipline, contract compliance, and profitability.
• Strong written and verbal communication skills with the executive presence to influence stakeholders and present clear, data-driven insights.
• Self-starter with a proactive, results-driven mindset and a continuous improvement approach to sales execution and operational excellence.
• Continuous learner with a passion for operational excellence and improvement.
• Ability to establish and nourish effective working relationships with customers, managers, supply partners, and fellow teammates.

Travel

• Up to 75% travel required

Ripple Talent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, age, national origin, ancestry, medical or mental disability, family care status, marital status, veteran status, sexual orientation, or any other personal attribute or basis protected by federal, state, or local law.