A Director of Sales & Business Development is a senior leadership role responsible for architecting and driving an organization's revenue growth engine. This strategic position sits at the critical intersection of sales, marketing, and operations, with the core mandate of building predictable, scalable pipelines. Professionals in these jobs are not merely managers; they are architects of process, culture, and performance, tasked with transforming market interest and proactive outreach into qualified sales opportunities. They define the very structure and rhythm of the business development function. Typically, the role encompasses ownership of both inbound and outbound pipeline generation teams, such as Sales Development Representatives (SDRs) and Business Development Representatives (BDRs). A primary responsibility involves evaluating and implementing the optimal team structure—whether separate or blended—based on the company's go-to-market strategy. The Director designs and refines the operating playbooks, ensuring rigorous process excellence from the first point of contact to a seamless handoff to account executives. This includes owning metrics like speed-to-lead, qualification standards, and conversion rates, all while maintaining transparent dashboards for executive stakeholders. Common day-to-day responsibilities include leading and scaling teams of individual contributors and front-line managers, fostering a high-performance, human-centered culture. They serve as a senior escalation point and a cross-functional partner, aligning closely with Marketing on campaign alignment and lead definitions, and with Revenue Operations on territory design, compensation plans, and technology stack optimization. Directors are accountable for forecasting pipeline contributions, communicating risks and opportunities, and ultimately meeting or exceeding ambitious pipeline targets. They are charged with continuous improvement, constantly seeking efficiencies in tool adoption, process refinement, and team enablement. The typical skill set required for these high-impact jobs is extensive. Candidates generally need 5+ years of experience in building and leading multi-level business development teams with a proven record of exceeding goals. Mastery of CRM systems (like Salesforce) and sales engagement platforms is essential, as is strong analytical acumen to manage KPIs and drive data-informed strategy. Exceptional executive communication and influence skills are paramount for aligning senior stakeholders. A background in change management, process optimization, and a deep understanding of sales methodologies (from BANT to more complex frameworks) are standard requirements. For those seeking to command the revenue engine of a dynamic organization, Director of Sales & Business Development jobs represent a pinnacle of strategic sales leadership.
