Director of Business Development

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director of Business Development based in Canada.

This is a senior commercial leadership role responsible for building and scaling the pipeline engine that drives new-logo growth.

You’ll lead inbound and outbound business development across regions, segments, and multiple growth motions.

The role combines strategic planning with hands-on operational leadership, including capacity planning, performance management, partnerships, and talent development.

You’ll use data, automation, and practical AI applications to increase productivity while maintaining high-quality customer experiences.

Close collaboration with Sales, Marketing, RevOps, Analytics, and Product will be essential to identify and scale the highest-return opportunities.

You’ll have significant influence over team structure, go-to-market experimentation, technology adoption, and future sales talent.

This is a remote opportunity for a commercially minded leader who thrives in a fast-moving, data-driven, technology-enabled environment.

• Own qualified pipeline, meeting, conversion, and sourced ARR targets across the Business Development organization.
• Lead capacity planning, geographic coverage, productivity, and performance across inbound and outbound BDR teams.
• Design, test, and scale outbound programs based on ICP, vertical, territory, use case, and account profile, while quickly discontinuing low-performing initiatives.
• Partner with Marketing on inbound conversion, campaigns, events, account-based programs, and lead follow-up standards.
• Develop strategic, enterprise, industry, association, and technology partnerships capable of generating repeatable pipeline and customer acquisition.
• Establish clear service levels with Sales around lead acceptance, opportunity quality, follow-up, and handoffs, using conversion data to continuously improve performance.
• Own the Business Development AI and automation roadmap, including practical workflows and agents for account research, prioritization, personalization, sequencing, call preparation, follow-up, coaching, and data hygiene.
• Drive effective adoption of Salesforce, Salesloft, Gong, LinkedIn Sales Navigator, and other revenue technologies while reducing unnecessary manual work.
• Partner with RevOps and Analytics to maintain dashboards, funnel reporting, performance indicators, and weekly views by source, region, segment, manager, and representative.
• Run regular performance reviews centered on business outcomes, conversion, coaching, and measurable improvement rather than activity volume alone.
• Recruit, onboard, certify, coach, and develop Business Development talent while building a strong internal pipeline of future sales leaders.
• Coach managers and team leads on effective one-to-ones, call reviews, pipeline reviews, and performance improvement plans.
• Maintain high standards for data quality, process compliance, and the responsible use of AI-generated content and automation.
• Monitor market, competitor, and buyer changes and adapt targeting, messaging, channel strategy, and growth programs accordingly.
• Present performance results, insights, experiments, risks, and resource requirements to senior leadership.
• Capture and synthesize successful plays, learnings, and systems so they can be replicated across the broader organization.

• 5–10 years of experience in SaaS sales, business development, demand generation, or another high-growth commercial environment, including significant people leadership experience.
• Proven success building and scaling inbound and outbound pipeline-generation teams against defined pipeline and ARR objectives.
• Experience managing managers or team leads, recruiting high-performing talent, developing future sellers, and maintaining clear performance standards.
• Strong understanding of funnel economics, including capacity, activity, meetings, accepted opportunities, conversion rates, pipeline creation, and sourced revenue.
• Demonstrated experience designing and launching new outbound, vertical, account-based, or territory-specific growth plays.
• Experience developing strategic, industry, association, or technology partnerships that generate repeatable pipeline and customer acquisition.
• Strong cross-functional collaboration skills, with experience partnering with Sales, Marketing, RevOps, Analytics, and Product teams.
• An AI-forward and automation-oriented mindset, with practical experience using generative AI, workflow automation, or AI agents to improve prospecting, research, prioritization, personalization, coaching, or operational efficiency.
• Ability to independently build practical AI agents and automated workflows using no-code or low-code tools, integrations, and structured prompts, and convert successful experiments into repeatable processes.
• Strong working knowledge of modern revenue technologies such as Salesforce, Salesloft, Gong, LinkedIn Sales Navigator, and enrichment or automation platforms.
• Strong analytical and data-driven decision-making skills, with the ability to turn performance data into actionable commercial strategies.
• Excellent leadership, communication, coaching, negotiation, and stakeholder-management skills.
• Ability to operate effectively in a fast-changing, multi-region, or multi-brand environment.
• Must be eligible to work in Canada without visa sponsorship.

• Expected base salary of approximately CAD $164,000, with the final offer determined based on qualifications, experience, skills, and geographic location.
• Health insurance covering medical, dental, and vision needs.
• Life insurance.
• 401(k) retirement savings program.
• Paid time off.
• Fully remote work opportunity within Canada.
• Opportunity to influence a high-growth Business Development organization and its go-to