Director of New Business Development

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.