Business Development Director - OT Cybersecurity Products - 1898 & Co.

About the role

This role is responsible for building and leading a highly performing sales team, driving new customer acquisitions, expanding recurring revenue, and increasing profitability while contributing to our business strategy across our managed cybersecurity offerings.

Responsibilities

• Own and execute the Managed Security Services sales strategy, aligned to revenue growth, margin targets, and long-term scalability.
• Build, lead, and mentor a specialized MSS sales team, including quota setting, performance management, and career development.
• Establish disciplined sales motions for new logo acquisition, renewals, and expansion of recurring services.
• Develop and maintain accurate pipeline forecasting, KPIs, and reporting to leadership.
• Sell MSS offerings with a product mindset, emphasizing recurring value, differentiation, and lifecycle outcomes.
• Partner with Product Management to influence service packaging, pricing, roadmap priorities, and market positioning.
• Drive adoption of standardized MSS offerings while enabling smart bundling with incident response, consulting, and advisory services.
• Lead executive level sales engagements with utilities and critical infrastructure providers, including CIOs, CISOs, OT leaders, and operations executives.
• Articulate MSS value in terms of operational resiliency, risk reduction, regulatory pressure, and business continuity.
• Represent 1898 & Co. MSS at industry events, conferences, and customer briefings.
• Establish reference customers and success stories to support continued market expansion.
• Define and execute broader business development strategies aligned with 1898 & Co. and Burns & McDonnell corporate objectives.
• Drive client-focused strategies that address emerging threats, operational challenges, and regulatory demands while differentiating 1898 & Co. MSS offerings.
• Identify and pursue new market opportunities that strengthen MSS growth in strategic markets.
• Lead negotiation strategies and close new business deals, including contract development, pricing structures, and commercial terms.
• Ensure confidentiality, ethical standards, and compliance are consistently upheld across all business development activities.
• Manage budgets and ensure responsible financial stewardship.
• Prepare and present sales metrics to business leadership team.
• Recruit, develop, and retain high-performing sales and business development professionals.
• Conduct performance evaluations and provide coaching, mentorship, and professional development guidance.
• Ensure adherence to quality processes, company and site safety policies, and equal employment opportunity initiatives.
• Interpret organizational policies, goals, and strategic priorities for team members and stakeholders.
• Perform additional duties as assigned and comply with all company policies and standards.

Qualifications

• 10 years of progressive experience in B2B sales, with at least 5 years in a sales leadership role.
• Proven success selling recurring revenue offerings, including software, SaaS, or managed services.
• Demonstrated ability to build and scale high performing sales teams.
• Experience selling to utilities, energy, water, industrial, or other critical infrastructure sectors.
• Strong executive presence with the ability to sell complex solutions to senior technical and non-technical stakeholders.
• Track record of meeting or exceeding revenue and growth targets.
• Experience selling Managed Security Services, cybersecurity platforms, or technology services.
• Familiarity with Operational Technology (OT), ICS, SCADA, or industrial environments.
• Experience navigating long sales cycles and regulated industries.
• Understanding of MSS economics, including gross margin, service scalability, and customer lifetime value.