Director of Business Development

About the role

The Director of Business Development at CertainPath is responsible for growing the company's membership base through new member acquisition. This role involves managing the full sales cycle from prospecting to closing deals, conducting discovery conversations, delivering virtual presentations, and building relationships with small and mid-sized business owners.

Responsibilities

• Own the full sales cycle from prospecting to signed agreement
• Generate new business through outbound prospecting, targeted outreach, and follow-up on qualified leads
• Conduct discovery conversations to understand business challenges, goals, and opportunities
• Deliver engaging virtual presentations that connect CertainPath's value proposition to each prospect's needs
• Present ROI-driven recommendations and guide prospects through the decision-making process
• Maintain consistent follow-up and drive opportunities to close
• Build relationships with independent business owners across HVAC, plumbing, electrical, and roofing industries
• Consistently achieve monthly sales targets by adding new members to the CertainPath community
• Maintain a strong pipeline of qualified opportunities
• Leverage Salesforce and sales tools to manage activity, forecasting, and performance
• Take a consultative approach to selling by asking strong questions, listening actively, and identifying opportunities for impact
• Clearly communicate how CertainPath helps businesses improve operations, profitability, leadership, and growth
• Build credibility with entrepreneurs and business owners making significant investments in their companies
• Partner with Business Development Representatives, Marketing, and Member Success teams to create a seamless experience
• Share insights on market trends, prospect feedback, and opportunities to improve the sales process
• Participate in ongoing coaching, training, and sales development

Requirements

• 5+ years of successful B2B sales experience
• Proven track record meeting or exceeding sales goals in a quota-carrying role
• Experience managing a full sales cycle from prospecting to close
• Experience selling SaaS, memberships, consulting, business services, or other value-based solutions
• Experience selling to small business owners or entrepreneurs
• Strong ability to build pipeline through outbound activity and relationship development
• Experience delivering virtual sales presentations, demos, or consultations
• Strong communication, questioning, and storytelling skills
• Able to sell value, ROI, and business outcomes—not just features
• CRM experience (Salesforce preferred)
• Training in consultative sales methodologies (Sandler, Challenger, SPIN, etc.)

What We’re Looking For

Successful Directors of Business Development consistently generate and close new membership opportunities, build and manage a healthy pipeline, deliver a high-quality consultative buying experience, meet or exceed monthly new member growth targets, operate with ownership, urgency, and accountability.