Director, Business Development

About this role

Director, Business Development Reporting to: Chief Sales Officer Location: Remote ServiceChannel is seeking a dynamic and results-driven Director, Business Development to lead and scale our Business Development Representative (BDR) organization across the United States and Europe. This leader will oversee teams responsible for generating qualified pipeline and accelerating new customer acquisition across Enterprise and Commercial market segments. The Director, Business Development will be responsible for developing and executing outbound prospecting strategies, driving pipeline generation performance, ensuring operational excellence, and building a high-performing, globally distributed team. This role requires a data-driven sales leader with experience scaling BDR organizations in SaaS environments and partnering closely with Sales, Marketing, Revenue Operations, and Enablement teams. This position is ideal for a proven leader who thrives in fast-paced, high-growth environments and is passionate about developing talent, optimizing demand generation efforts, and building repeatable processes that deliver consistent revenue results. Key ResponsibilitiesBusiness Development Leadership

Own the strategy, execution, and performance of the global Business Development organization across the United States and Europe.

Drive the team to achieve and exceed monthly, quarterly, and annual pipeline generation goals.

Establish best practices for outbound prospecting, inbound lead follow-up, account-based engagement, and opportunity creation.

Ensure high-quality lead qualification and seamless handoff of opportunities to the sales organization.

Monitor pipeline health, activity metrics, conversion rates, and performance trends to drive continuous improvement.

Develop scalable frameworks for territory planning, account prioritization, and prospect engagement.

Team Management & Development

Lead, coach, and develop a high-performing team of Business Development Representatives.

Recruit, onboard, and retain top talent while fostering a culture of accountability, collaboration, and achievement.

Establish clear performance metrics, coaching programs, and career development plans.

Conduct regular one-on-one meetings, pipeline reviews, performance evaluations, and team business reviews.

Create career progression pathways that help BDRs advance into Account Executive and other revenue-generating roles.

Foster collaboration and consistency across geographically dispersed teams in North America and Europe.

Pipeline Generation Strategy & Execution

Develop and execute a comprehensive outbound prospecting strategy aligned with company growth objectives.

Partner closely with Marketing to optimize lead generation campaigns, account targeting, event follow-up, and demand generation initiatives.

Collaborate with Sales leadership to define ideal customer profiles, target account strategies, and territory coverage models.

Implement data-driven approaches to improve activity effectiveness, conversion rates, appointment setting, and pipeline quality.

Leverage modern sales engagement technologies and automation tools to improve productivity and scale outreach efforts.

Continuously refine messaging, playbooks, and prospecting methodologies based on market feedback and competitive insights.

Cross-Functional Collaboration

Partner with Sales Operations to establish reporting, dashboards, territory alignment, and performance analytics.

Collaborate with Sales Enablement to develop onboarding programs, training curricula, and ongoing coaching initiatives.

Work closely with Marketing to ensure alignment between campaign strategy, lead quality, and pipeline objectives.

Provide market intelligence and customer insights to Product, Marketing, and Sales leadership teams.

Support strategic planning initiatives by contributing pipeline forecasts, capacity models, and organizational recommendations.

Ensure strong alignment between business development efforts and overall company go-to-market objectives.

Required Skills & Experience

8+ years of progressive sales, business development, or sales development leadership experience within B2B SaaS organizations.

Proven success leading and scaling high-performing BDR or SDR teams.

Demonstrated track record of exceeding pipeline generation and opportunity creation targets.

Experience managing geographically distributed teams across multiple regions or countries.

Strong understanding of outbound prospecting, account-based marketing, lead qualification, and sales development best practices.

Experience leveraging CRM and sales engagement platforms including Salesforce.com, Gong, Salesloft, or similar technologies.

Exceptional leadership, coaching, and mentoring capabilities.

Strong analytical and problem-solving skills with a data-driven approach to decision-making.

Excellent communication, presentation, and stakeholder management skills.

Bachelor's degree required.

Preferred Skills & Experience

Experience managing business development teams across both North America and Europe.

Background in enterprise software, facilities management technology, PropTech, CMMS, procurement, or multi-site operations solutions.

Experience supporting Enterprise and Mid-Market sales organizations.

Familiarity with account-based sales and marketing strategies.

MBA or other advanced business degree.

Experience building global pipeline generation programs in high-growth SaaS organizations.

Multilingual capabilities, particularly in major European languages, are a plus.

Why Work for Us? Our work environment is dynamic, collaborative, and entrepreneurial. We are firm believers in working to live and not living to work. Don't get us wrong, we work hard and do what it takes to get the job done, but we value a healthy work/life balance and have a lot of fun along the way. Our company is filled with foodies, music lovers, travelers, and sports enthusiasts. We are looking for…