About the roleEnterprise companies with $100 million to $2 billion or more in revenue are where we have the most room to grow, and you'll turn that opportunity into new customers. As Business Development Director, you'll lead new business in this band: you'll own a territory, protect and grow a book of named customers, win new logos, and turn inbound and partner-sourced pipeline into revenue. You'll report to our VP, Sales, work with a Junior AE, a Presales Engineer, an Inside Sales SDR, and our Partnerships team, and spend much of your time with prospects and customers. You'll do well here if an empty territory energizes you, you measure yourself on logos won rather than accounts inherited, and you're a resourceful, direct, consultative seller who's comfortable working independently in a small team at a company that's changing how it sells.
What you'll do- Own a territory of enterprise accounts across your region and the full sales cycle, from first conversation to close. Requests from these accounts come straight to you, and Inside Sales passes you inbound leads once they're qualified.
- Identify, prospect, and close new logos in the enterprise band, running a disciplined outbound motion through Apollo for new contacts and HubSpot sequences for known contacts and nurture.
- Sell our platform offerings alongside our existing services, and sell the outcome, not the word count.
- Work with your Junior AE on pre- and post-sales support, your Presales Engineer on demos and technical scoping, and the Inside Sales SDR on inbound qualification and appointment setting.
- Work with our Partnerships team and technology partners on co-selling and referral opportunities in your territory.
- Keep HubSpot accurate: create opportunities after qualified meetings, maintain your pipeline and forecast, and share feedback that helps improve lead quality and our ideal customer profile.
- Bring market insight back to the business, including what competitors are doing, where buyers are moving, and what's resonating.
What you'll bring- Typically 7+ years of progressive experience in enterprise B2B sales, including new-logo selling, with a track record of consistently meeting and exceeding quota, or equivalent experience
- Experience in the localization or language services industry
- Current or recent experience selling and carrying quota on language technology software, SaaS, or AI-driven translation, beyond per-project services statements of work (SOWs)
- Experience owning the full commercial motion, from outbound prospecting and multi-threaded outreach to pipeline management and forecasting, beyond closing warm leads or waiting for marketing to fill the funnel
- Working knowledge of TMS and language technology platforms such as Phrase, Lokalise, Smartling, XTM, and memoQ, and how AI-driven translation workflows are changing what buyers expect
Nice to have- Hands-on experience of a services-to-platform or services-to-SaaS transition at a previous employer, including the change management that comes with it
- Experience selling to technology, software, and similar enterprise companies in your territory
- Experience structuring multi-year enterprise deals, such as subscription, bundled, or outcome-based commercial models
- Working knowledge of HubSpot and Apollo, or the ability to pick them up quickly
If you have some of these, great. If you don't, we'd still like to hear from you.
