Director, Sales & Business Development

About the role

The Director of Sales & Business Development is responsible for driving net-new business growth through the development of new relationships, opportunities, and revenue channels. This role will build and execute a repeatable business development approach that expands beyond the company's historical reliance on referrals and inbound opportunities. The ideal candidate is a proactive and strategic sales professional who is comfortable developing new opportunities, establishing effective business development processes, and operating in an environment where the function is continuing to evolve. Success in this role will be measured primarily by net-new AGI, along with the strength and consistency of the new-business pipeline and the effectiveness of the processes established to support continued growth.

Who we are

The Sales Factory culture is based on the mantra Love to Learn! Love to Win! We are looking for team members who share the same enthusiasm to instill this mantra in their personal and professional lives. We encourage all team members to work collaboratively and share their unique expertise, skills, and experiences, and to work together to achieve our clients’ goals. We look for problem solvers who are willing to do the extra legwork to get the “win,” resourceful people who value the combination of data and creativity to solve business problems, and those who are excited to challenge the status quo. Our curiosity drives us to want to learn more each and every day and we are always open to new ideas and concepts!

Team schedule & location

Sales Factory operates Monday–Friday, 8:30 AM–5:30 PM, with a hybrid work model. The majority of the team works from the office on Tuesdays and Thursdays and remotely on Mondays, Wednesdays, and Fridays. We are headquartered in Greensboro, NC, and are flexible on this position’s location depending on the candidate’s fit. Proximity or reasonable driving distance to our Greensboro office is preferred.

Responsibilities

• Build and maintain a healthy pipeline of qualified net-new opportunities, taking ownership of the sales process from initial prospecting through close.
• Demonstrate a strong understanding of how to sell agency, marketing, research, and other professional services, with the ability to clearly communicate Sales Factory's value to prospective clients.
• Build and maintain strong relationships with prospective clients and strategic partners throughout the business development process.
• Leverage existing industry relationships and search agency partnerships to identify and develop qualified new-business opportunities.
• Develop a cohesive new-business approach that leverages thought leadership, CRM, strategic partnerships, technology, and other relevant channels to generate and advance opportunities.
• Lead discovery and prospect conversations, developing a strong understanding of prospect needs, business challenges, goals, and opportunities.
• Coordinate with internal subject matter experts and cross-functional teams to ensure proposals are accurate, relevant, compelling, and aligned with prospect needs.
• Maintain strong relationships with prospects and clients throughout the sales process while partnering with the appropriate internal teams for account management and client delivery following a successful sale.
• Represent Sales Factory at relevant industry events, conferences, client meetings, prospect meetings, and other business development opportunities.
• Use CRM tools consistently to manage prospect information, track pipeline activity, monitor opportunities, and maintain accurate forecasting and reporting.
• Leverage AI and emerging technologies to improve prospect research, identify opportunities, automate repetitive business development activities, streamline administrative work, and accelerate proposal development.
• Collaborate with Marketing and other internal teams to align business development efforts with thought leadership, content, positioning, and market opportunities.
• Monitor the effectiveness of business development activities and proactively identify opportunities to improve processes, increase efficiency, and strengthen results.
• Communicate regularly with leadership regarding pipeline health, opportunities, challenges, forecasts, and progress toward business development goals.
• Existing network in home improvement, farm and ranch, and privately held businesses a plus
• Performs other duties as assigned.

Potential required travel

This role may require regular domestic travel in support of sales, business development, client relationships, and strategic company initiatives. Travel may include:

• Client and prospective client meetings, presentations, and executive-level business reviews.
• On-site sales meetings, discovery sessions, proposals, negotiations, and other key stages of the sales process.
• Industry conferences, trade shows, networking events, and business development opportunities.
• Meetings with strategic partners, investors, and other key external stakeholders.
• Company leadership meetings, off-site planning sessions, and team events.
• Travel to company offices or other locations as needed.
• Travel associated with major sales opportunities, strategic accounts, or other high-priority business initiatives.

Estimated Travel: Approximately 20–30%, depending on business needs, sales activity, client requirements, industry events, and strategic initiatives. Travel requirements may fluctuate based on the company's growth priorities.

Requirements

• A bachelor's or master's degree in business administration, finance, or a related field is required; MBA preferred.
• 12+ years of progressive experience in business development, sales, or a related field, including significant experience in a senior executive leadership role with direct P&L accountability.
• Demonstrated experience operating at an enterprise or organization-wide level, setting strategic direction and influencing outcomes beyond a single function or department.
• Existing network in home improvement, farm and ranch, and privately held businesses a plus
• Experience serving on, or partnering closely with, a senior/executive leadership team.
• Strong track record identifying, negotiating, and closing complex partnerships, contracts, and/or alliances.
• Strong analytical and strategic thinking skills, with the ability to synthesize complex, enterprise-wide information into actionable, long-term strategy.
• Excellent executive-level communication and interpersonal skills, including comfort representing the company externally with partners, clients, investors, and board members.
• Proficiency in Microsoft Office, PowerPoint, Excel, Google Suite, Claude, ChatGPT, and other leading LLMs.
• Excellent time-management and organizational skills, with the ability to prioritize at an executive level.
• Strong problem-solving skills, with the ability to use data to inform high-stakes decision-making.
• Deep knowledge of industry trends and best practices, with the ability to stay current on emerging trends and translate them into strategy.
• Experience negotiating complex, high-value contracts and partnerships.

Benefits

• Hybrid Work Schedule - Only in office on Tuesdays & Thursdays!
• Flex Fridays! No meetings are scheduled after 12 pm on Fridays ... Clients taken care of, work is caught up for the week? Have that time back for yourself to tend to appointments, exercise, you name it!
• Relaxed Work Environment & Comfort Casual Attire - No need for a fancy suit! We're more interested in your talents than your wardrobe .. feel free to wear what's most comfortable to you at your home office and in office.
• Full Company Benefits Package (Medical, Dental, Vision, Supplemental Benefits)
• Ask about our 100% Company Paid Benefits (Effective after completing 30 days of employment)
• Employee Assistance Programs with personalized mental health support plans (Your wellbeing is TOP priority at Sales Factory)
• 401k Plan w/ 4% company match!
• Flexible (Unlimited) PTO Plans w/ 13 Paid Holidays
• Company Bonus Programs
• Monthly Phone & Gym Reimbursements
• Paid Parental Leave
• Company provided continuing education, training, and certification programs
• Financial Wellness services
• Happy Hours, Free Snacks & Drinks, Monthly Team-Building Activities ...& SO MUCH MORE!!