Director Business Development

Headquartered in Nashville, Tennessee, Ncontracts leads the industry in integrated risk management and compliance solutions, serving over 5,000 financial institutions nationwide. As a seven-time Inc. 5000 Fastest Growing Companies honoree and consistent year-over-year recipient of "Best Places to Work" awards, we offer a thriving work environment where career growth and life-work balance go hand in hand. At Ncontracts, you'll join a team of industry experts dedicated to strengthening the financial services sector through innovation and thought leadership.

About the role

The Director, Business Development is responsible for leading, coaching, managing, and motivating a team of highly driven and enthusiastic Business Development Representatives to achieve their revenue targets. In this role, you will collaborate and partner with sales leadership, marketing, and revenue operations to set goals and measure performance against weekly, monthly, and quarterly business objectives.

Responsibilities

• Build a world-class business development team including hiring, training, and development.
• Collaborate on creating an appropriate organizational structure with roles, responsibilities, and success metrics to ensure the BDR function accomplishes overall revenue growth and drives efficiency.
• Operate as a strong coach – balancing call review, performance management, content coaching, and selling skills to drive pipeline growth while assessing work for quality and process compliance.
• Partner with sales and marketing operations to ensure the BDR team fully utilizes the revenue tech stack, especially Salesforce.com, Outreach, 6sense, and other engagement platforms.
• Assist BDRs in building skills to research accounts within our defined target market and identify key players (coach, champion, economic buyer, etc.) to generate interest through outbound campaigns. Must be fluent in a structured, multi-threaded approach to pipeline generation across various channels.
• Generate and share reports about team performance, mission-related objectives, and deadlines.
• Ensure sales-accepted opportunities are sourced in accordance with company targets, providing the sales organization with enough opportunities to be fully productive.
• Ensure efficient and effective qualification of inbound demand while developing outbound strategies per region, leveraging digital and field marketing resources for campaigns.
• Motivate and develop BDRs to exceed goals through coaching, incentives, and career growth.
• Plan, forecast, and understand ramp-adjusted capacity to align team growth with the needs of the sales organization and inbound demand from marketing.
• Implement continuous improvement initiatives to optimize team efficiency and effectiveness.
• Refine and enhance the BDR process, including lead generation, qualification, and handoff to sales.
• Manage BDR reports and dashboards to ensure results are easily understood by stakeholders.
• Effectively manage paths for career advancement within the BDR functions, including transitioning into sales roles.
• Iterate business processes for BDR methodology, campaigns, hiring profiles, training, and enablement with respect to Ncontracts core values, maximizing business outcomes.
• Work closely with marketing, sales, and people ops to ensure BDR onboarding and ongoing training are up to date on our current product offering.
• Focus on the quality of opportunities without sacrificing quantity. Core metrics include impact on the sales cycle, close rates, pipeline contribution, and average deal size.

Requirements

• Minimum of 5+ years leading sales or business development.
• Proven track record of delivering sales pipeline through leading outbound prospecting teams.
• Proven ability to create and iterate the sales development process, methodology, campaigns, hiring profiles, training, and enablement.
• Experience managing an inside, outbound prospecting team.
• Proficient user of Salesforce.com, BDR cadence management software, and MSFT core applications (Excel, Word, PowerPoint).
• Ability to drive cross-functional alignment and coordination across sales and marketing teams.
• Ability to attract, retain, and motivate exceptional BDRs.
• Excellent written and verbal communication skills, including accurate, nuanced, direct, and kind messaging.

Benefits

• Responsible PTO Plan that meets or exceeds state and local medical and family leave laws.
• 11 paid holidays.
• Community and social events to keep you connected and engaged.
• Mental Health Benefits.
• Medical, Dental, and Vision insurance.
• Company-paid Group Life Insurance, Short- and Long-Term Disability.
• Flexible Spending Account & Health Savings Account.
• Aflac Benefits – Critical Illness, Cancer Protection, & Hospital Choice.
• Pet Insurance.
• 401(k) with company match, with eligibility on Day 1 of employment.
• 2 Paid Volunteer Time Off Days.

Pay

Compensation Range: $130K - $140K