Director - Business Development East Region

About the role

The Director, Business Development, East Region is a senior new-business hunter charged with winning new enterprise B2B2C partnerships across water/sewer utilities and large municipalities throughout the Eastern United States.

Responsibilities

• Develop and execute territory and account-based growth strategies to identify, engage, and secure new utility and municipal partnerships throughout the Eastern United States.
• Build and manage a robust pipeline of qualified business opportunities by prospecting, stakeholder mapping, and cultivating relationships across target accounts.
• Own the full sales cycle from initial outreach through contract execution, including discovery, solution development, proposal creation, negotiation, and close.
• Lead consultative sales discussions with utility and municipal stakeholders to understand business needs and develop tailored partnership solutions.
• Manage and coordinate complex RFP and RFI processes, partnering with internal teams to develop compelling, compliant, and differentiated proposals.
• Develop and deliver executive-level presentations, business cases, and commercial proposals that effectively communicate the Oncourse value proposition.
• Navigate complex regulatory, governance, and procurement environments common within utilities and municipalities.

Qualifications

• Minimum 6+ years of progressive enterprise B2B2C business development experience closing large, multi-year, multi-stakeholder deals.
• Demonstrated track record of winning new enterprise B2B2C partnerships and hitting/exceeding sales targets through a consultative, value-based sales approach in high-visibility commercial environments.
• Proven ability to influence C-level executives and navigate multi-layered organizations, including committees, boards, and operational stakeholders, to drive alignment and win new commercial agreements.
• Proven success navigating procurement-driven sales cycles (RFP/RFI) and long-cycle (6–18+ month) deals within utilities, municipalities, or similarly complex, regulated industries.
• Experience developing and delivering territory sales strategies, account-based prospecting plans, and executive-level proposals and presentations for high-visibility, complex new-business opportunities.
• Proven ability to lead complex, multi-party negotiations including pricing, deal structure, and contract terms, including situations where senior executive or C-suite stakeholders and/or elected officials are actively involved in the close.
• Cross-functional leadership experience in matrixed organizations, aligning internal teams including Product, Legal, Finance, and Marketing around new-partnership commitments and outcomes.
• Direct experience selling in complex stakeholder ecosystems such as insurance, financial services, or subscription-based B2B2C models.

Skills

• Proficiency in Microsoft Office
• Fluent user of CRM systems (e.g. Salesforce or equivalent)
• Experience with BI and analytics tools (e.g. Looker, Tableau, Power BI)
• Familiarity with project management platforms (e.g. Asana, Monday.com)

Benefits

• Competitive base salary and comprehensive benefits
• Healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement
• Employee wellness programs
• Employee Business Resource Groups (EBRGs)