Director - Business Development East Region

Position Summary

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. This is a high-impact, quota-carrying seat for an experienced hunter who thrives in complex, multi-stakeholder selling environments and has the discipline to manage long, relationship influenced and procurement-driven sales cycles from first contact to signature. Our new exclusive endorsement from the National League of Cities, gives this Director a market-leading credential to open doors and build trust with prospective utility and municipal partners. Reporting to the VP, Business Development, the Director owns the full sales cycle for the assigned territory, from prospecting and stakeholder mapping through RFP/RFI response, consultative solution design, negotiation, and contract execution, translating OHS's B2B2C value proposition into a compelling, tailored offering for each prospective partner. This is a hunter role, not an account management role: the Director builds and converts a disciplined pipeline of new enterprise accounts, working cross-functionally with Product, Legal, Finance, Marketing, and Operations to ensure new partnerships are executable and scalable at launch. The role can be based in any major metropolitan area within the Eastern time zone, with up to 50% travel to engage prospective partners, attend industry events, and support proposal and contract milestones. This is a strong fit for a driven, competitive new-business hunter who wants to build a career-defining book of business inside a fast-paced, rapidly growing enterprise, and who will serve as a visible ambassador for OHS in the utility and municipal sector as the company expands its East Region footprint.

This remote role may be based in any major metropolitan area within the Eastern Time Zone. The position requires up to 50% travel to meet with prospective partners, attend industry events, and support key proposal and contract milestones.

Responsibilities include but are not limited to:

• 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.

• Negotiate pricing, commercial terms, and contract agreements while partnering with leadership and cross-functional stakeholders to advance opportunities to signature.

• Collaborate closely with Product, Marketing, Legal, Finance, and Operations teams to ensure partnerships are strategically aligned and successfully launched.

• Maintain accurate pipeline management, forecasting, opportunity tracking, and sales reporting.

• Represent Oncourse Home Solutions at industry conferences, association events, and customer meetings.

• Provide market intelligence, competitive insights, and customer feedback to inform growth strategies.

• Navigate complex regulatory, governance, and procurement environments common within utilities and municipalities.

We're Excited if this is You!

Experience and Qualifications of the Role:

• Minimum 6+ years of progressive enterprise B2B2C business development experience closing large, multi-year, multi-stakeholder deals (required)
• 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 (required)
• 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 (required)
• Proven success navigating procurement-driven sales cycles (RFP/RFI) and long-cycle (6-18+ month) deals within utilities, municipalities, or similarly complex, regulated industries (required)
• Experience developing and delivering territory sales strategies, account-based prospecting plans, and executive-level proposals and presentations for high-visibility, complex new-business opportunities (required)
• 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 (required)
• Cross-functional leadership experience in matrixed organizations, aligning internal teams including Product, Legal, Finance, and Marketing around new-partnership commitments and outcomes (required)
• Direct experience selling in complex stakeholder ecosystems such as insurance, financial services, or subscription-based B2B2C models (required)

Additional Comments and Requirements

Ideal candidate profile: a hungry, driven, competitive new-business hunter with a demonstrated appetite for complex, long-cycle sales environments, who is energized rather than discouraged by procurement processes, building and cultivating relationships, multi-stakeholder buying committees, and extended timelines. OHS is in a fast-paced, rapidly growing phase, anchored by the January 2026 exclusive National League of Cities endorsement, and this candidate should be excited to build a territory from the ground up inside that momentum.

Computer Skills Needed to Perform the Job

• 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) to interpret performance data and support partner-facing presentations

• Familiarity with project management platforms (e.g. Asana, Monday.com) for cross-functional coordination and account planning

Education:

• Bachelor's degree in Business, Marketing, or a related field (required).

We offer a compelling total rewards package that includes a competitive base salary and comprehensive benefits to support your total wellbeing. The base pay range for this position is $178,840 - $247,500 USD Annual. The specific pay offered will depend on qualifications, experience, education and skill set. The compensation offered may also include an annual performance-based bonus, sales incentive plan or commission target.

Our benefits include, but are not limited to, healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement. Exact compensation may vary based on skills, experience, and location.

Join our SUPER Team and Enjoy Amazing Benefits!

• Competitive Compensation: We value your hard work and are proud of our competitive pay for performance philosophy.
• Comprehensive Health Coverage: Medical, dental, and vision insurance options, plus paid short-term and long-term disability coverage.
• 401(k) Plan with 4% Company Match: Secure your future with our robust retirement plan.
• Generous Paid Time Off: Take the time you need to recharge and relax.
• Education Assistance Program: Invest in your growth and development with our support.
• FSA/HSA Options: Flexible spending and health savings accounts to manage your transportation and dependent care expenses.
• Employee Wellness: Access to EAP, health, legal, and financial resources to support your overall well-being.
• Vibrant Company Culture: Monthly Townhalls, employee recognition programs, and Employee Business Resource Groups (EBRGs) to keep you engaged and connected.

Competencies:

Negotiating - Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Interpersonal Savvy - Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

Business Acumen - Knows how businesses work; knowledgeable in current and potential future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

Action Oriented - Enjoys working hard; is action oriented and full of energy for the things that he/she sees as challenging; not fearful of acting with a minimum of planning; seizes more opportunities than others.

Perseverance - Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

Priority Setting - Spends his/her time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.

Drives Results - Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.