Business Development Director

Role Overview The Business Development Director is responsible for driving sustainable revenue growth by identifying new business opportunities, developing strategic partnerships, expanding into new markets, and leading enterprise sales initiatives. This role owns the complete business development lifecycle from market intelligence and opportunity identification to contract negotiation and long-term account growth. The ideal candidate combines strategic thinking, commercial leadership, relationship management, and strong negotiation skills to build a scalable revenue pipeline and accelerate company growth. Key Responsibilities Business Growth Strategy • Develop and execute the company's business development strategy aligned with corporate objectives. • Identify new revenue streams, market opportunities, and strategic initiatives. • Build annual and quarterly business development plans. • Analyze industry trends, competitive landscape, and customer needs. • Recommend new products, services, and market expansion opportunities. Strategic Partnerships • Identify, qualify, and establish partnerships with strategic organizations. • Build alliances with technology providers, government entities, universities, system integrators, distributors, and channel partners. • Negotiate partnership agreements and commercial terms. • Develop joint go-to-market initiatives. • Manage executive-level partner relationships. Enterprise Sales • Generate and manage enterprise sales opportunities. • Build and maintain a healthy sales pipeline. • Lead complex B2B sales cycles. • Conduct executive presentations and solution demonstrations. • Prepare commercial proposals, RFP/RFI responses, and business cases. • Negotiate pricing, contracts, and service agreements. • Drive opportunities from prospecting through contract signature. Account Growth • Develop strategic account plans for key customers. • Identify upselling and cross-selling opportunities. • Ensure customer satisfaction and long-term relationship development. • Support customer retention and renewal strategies. Market Expansion • Evaluate opportunities for regional and international expansion. • Conduct market entry assessments. • Identify local partners and distribution channels. • Develop go-to-market strategies for new industries and geographies. Opportunity Management • Maintain a qualified sales pipeline within the CRM. • Forecast revenue and pipeline performance. • Track deal progress and conversion rates. • Ensure accurate sales reporting and documentation. Proposal & Commercial Development • Lead the preparation of commercial proposals and presentations. • Coordinate with technical, product, finance, and legal teams. • Develop pricing strategies and commercial models. • Participate in contract negotiations. Cross-Functional Leadership • Work closely with Marketing to generate qualified leads. • Collaborate with Product teams to communicate market requirements. • Coordinate with Customer Success to ensure successful onboarding. • Partner with Finance and Legal during commercial negotiations. Team Leadership • Recruit, coach, and develop business development managers and account executives. • Establish KPIs and performance targets. • Conduct regular pipeline reviews and coaching sessions. • Foster a high-performance, customer-focused sales culture. Required Skills Commercial Skills • Enterprise Sales • Strategic Partnerships • Business Development • Key Account Management • Solution Selling • Consultative Selling • Opportunity Qualification • Contract Negotiation • Proposal Development • Revenue Forecasting • Pricing Strategy Strategic Skills • Market Research • Competitive Analysis • Go-to-Market Strategy • Market Expansion • Business Planning • Financial Analysis • Partnership Development Leadership Skills • Team Leadership • Executive Communication • Stakeholder Management • Cross-Functional Collaboration • Coaching and Mentoring • Decision Making • Change Management Technical Skills • CRM Platforms (Salesforce, HubSpot, Microsoft Dynamics, Zoho CRM) • Microsoft Office • Google Workspace • Business Intelligence and Dashboarding Tools • Sales Analytics Platforms Key Performance Indicators (KPIs) • Annual Revenue Growth • New Business Revenue • Qualified Pipeline Value • Pipeline Coverage Ratio • Sales Conversion Rate • Average Deal Size • Strategic Partnerships Signed • Partnership Revenue • Customer Acquisition • Customer Retention Rate • Upsell and Cross-sell Revenue • Sales Cycle Length • Proposal Win Rate • Forecast Accuracy • Market Expansion Milestones • Gross Margin on New Business Qualifications Bachelor's degree in Business Administration, Marketing, Engineering, or a related field (MBA preferred). 8+ years of experience in business development, enterprise sales, or strategic partnerships. 3+ years of leadership experience managing business development or sales teams. Proven track record of achieving and exceeding revenue targets. Experience negotiating high-value commercial agreements. Strong understanding of B2B sales methodologies and complex sales cycles.