Director, Business Development & Pipeline Growth

About the Role

Key Responsibilities

• Lead, develop, and coach the Business Development Representative (BDR) team.
• Build a culture of energy, motivation, and execution within the BDR function.
• Partner with Sales and Enablement teams to refine BDR training and enablement programs.
• Own and drive the outbound direct program, setting strategy for prospecting, targeting, and messaging.
• Partner with Marketing and Sales leadership to develop integrated campaign themes and outbound plays that fuel pipeline growth.
• Lead content development for outbound outreach (emails, call scripts, social), ensuring consistency with brand voice and buyer needs.
• Drive lead conversion through process refinement, training, and alignment with Marketing efforts.
• Ensure timely and effective lead follow-up and qualification to maximize return on marketing investment.
• Define and manage partner outbound execution strategy to drive incremental pipeline.
• Partner closely with Account Executives, Sales Leadership, and Marketing to develop and execute pipeline generation strategies, ensuring seamless handoffs, shared goals, and unified messaging.
• Partner with Marketing and Sales to drive pre- and post-event outreach strategy, including invitations and structured follow-up campaigns.
• Work with RevOps to maintain accurate Salesforce dashboards and forecast reports, analyzing pipeline health, activity trends, and conversion rates.

Requirements

• 8+ years of B2B sales or business development experience, with at least 3 years in a leadership role.
• Proven success in designing and scaling outbound programs and managing high-performing BDR/SDR teams.
• Deep understanding of modern prospecting tools, CRM systems (Salesforce), and pipeline KPIs.
• Strong analytical and strategic thinking skills, with a proven track record of developing sales messaging and content that drives engagement.
• Exceptional communication and relationship-building abilities.
• CMS, CRM, or media publishing experience is a strong plus.

Nice to Have

• CMS, CRM, or media publishing experience is a strong plus.

Benefits & Perks

• The salary range for this role is a $140,000-160,000 base salary with quarterly sales incentives.
• Benefits include health, dental, and vision insurance.
• 3 weeks paid vacation, paid sick leave, paid company holidays.
• Safe Harbor 401(k) with employer matching.
• Continuing education stipend.
• Fitness incentive.
• A 3-week paid sabbatical after your 5th anniversary.