Business Development Director

Brief Overview

Good Sam Enterprises seeks a Director of Business Development to build and lead the company's B2B partner sales function.

Key Responsibilities

• B2B Pipeline Development & Deal Closure
• Build and manage a pipeline of high-value B2B partner opportunities
• Lead senior prospect relationships and complex deal negotiations
• Develop and refine a structured sales process
• Coordinate with the F&I sales arm on product integration
• Track and report pipeline health, conversion rates, deal velocity, and new partner revenue
• Team Leadership & Coaching
• Lead, coach, and develop a team of an Account Executive, Partner Account Manager, and SDR
• Set clear performance expectations, growth plans, and accountability standards
• Coach the Account Executive on deal strategy
• Manage the SDR function
• Ensure clean handoffs from sales to account management
• Monitor partner performance and revenue trends
• Partner Account Management Oversight
• Oversee the Partner Account Manager function
• Maintain relationships with senior partner contacts
• Monitor partner performance and satisfaction
• Develop a commercial framework for each partner channel model
• Commercial Strategy & Market Development
• Develop and document commercial frameworks for partner channel models
• Identify and prioritize new market segments
• Provide input to the Product Development team
• Develop quarterly plans for the team

Qualifications

• 6+ years of B2B sales or business development experience
• Experience building and closing complex, multi-stakeholder B2B partnerships
• Familiarity with F&I product structures and dealer channel dynamics
• Strong analytical skills for pipeline reporting and deal structures
• Excellent verbal and written communication skills
• Proficiency in CRM platforms and sales enablement tools
• Ability to self-start and build in ambiguous, fast-moving environments

General Compensation

The pay range for this role is $134,400.00 - $206,100.00 annually. Additional benefits include Paid Time Off, 401(k), an Employee Assistance Program, Good Sam Roadside Assistance, discounts, paid parental leave, Tuition Reimbursement, and on-the-job training opportunities.