Director of New Business Development

POSITION SUMMARY

The Director of New Business will lead, mentor, and drive the performance of our sales team in pursuit of new customers. In this role, the Sales Manager will be responsible for setting strategic goals, tracking performance metrics, and fostering a high-performance culture. The Sales Manager will ensure our sales teams are equipped with the knowledge, tools, and skills to enable the team to consistently exceed performance goals.

DUTIES AND RESPONSIBILITIES

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The listed requirements are representative of knowledge, skillset, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Specific duties may vary to meet the needs of the company. Include the following:

• Lead, coach, and develop a team of sales representatives to meet and exceed sales targets.
• Monitor and analyze performance metrics, providing regular feedback and implementing improvement plans as needed.
• Collaborate with senior leadership to develop and execute sales strategies and initiatives.
• Conduct regular team meetings, training sessions, and one-on-one check-ins to support team growth and engagement.
• Drive the team to achieve KPIs including revenue goals, new customer acquisition, and pipeline growth.
• Maintain deep knowledge of company products/services and stay informed of industry trends.
• Work closely with Marketing, IT, Customer Success, and Product teams to ensure we coordinate the team to successfully win new customers and set them up for ongoing success.
• Recruit, hire, and onboard new sales team members as needed.
• Prepare and present regular sales reports and forecasts to leadership.
• Own enterprise sales effort.
• Refine the sales process, improving forecasting accuracy, pipeline management, and deal execution across all segments.
• Foster a high-performance culture, ensuring accountability, efficiency, and bold decision-making within the team.
• Have clear activities and process to drive success at each stage of the funnel.
• Attend all department/company meetings, as requested.
• Other duties as assigned.

Qualifications

• Minimum of five (5) years of experience building and leading new business teams, in B2B environments.
• Five (5) years of experience hiring, managing, and developing sales reps focused on new business.
• Demonstrated ability to win brand new customers, including deals worth at least $250K in annualized revenue.
• Proven track record of generating at least $5M in total new revenue in a previous role.
• Experience in selling into Senior level decision makers in Marketing and Procurement functions.
• Highly focused on execution: driving activity, following up on leads, and maintaining sales momentum.
• Bachelor’s degree in Business, Marketing, or a related field (MBA is a plus).

Required Skills

• Proven track record of meeting or exceeding sales targets.
• Strong leadership, motivational, and team management skills.
• Willingness to lead by example with a high volume of daily outbound efforts.
• Excellent analytical, communication, and presentation skills.
• Experience with CRM systems (e.g., Salesforce, HubSpot) and sales analytics tools.
• Excellent interpersonal, negotiation and conflict resolution skills.
• Knowledge of typical business intelligent tools (HubSpot, Tableau, Microsoft suite).

Physical Demands

The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• The job may require constant hours sitting at a desk or workstation.
• Extended screen time.
• Typing on a keyboard or using a mouse for extended periods.
• This is a remote position.
• Up to 30% travel required.

Work Environment

The work environment described are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• This is a remote position, proper ergonomic setup and posture management are necessary.
• Remote employees should create a comfortable working environment that allows for focus and minimizes distractions, including managing room temperature, lighting, and noise levels.
• Remote work may reduce daily physical movement. It is important to integrate regular breaks, stretching, or exercise routines to maintain physical well-being.