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. Requirements 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, conver