Job Description Summary:
The Director of Business Development will lead, build, and manage a team of Business Development Representatives (BDRs) responsible for inbound and outbound lead generation, sales pipeline building, and driving revenue growth. This role serves as a critical player-coach during the team's development phase, transitioning to a strategic leadership role as the team matures. Collaborating closely with Regional Sales Leaders and the Marketing team, the Director will establish and execute programmatic, data-driven approaches to outbound lead generation, ensuring alignment with Fusion Connect's sales goals and marketing initiatives. This role plays a key part in achieving the company's revenue objectives through hands-on leadership, coaching, and strategic planning.
Job Description:
Essential Duties and Responsibilities include the following: (Other duties may be assigned)
- Build and expand the existing BDR team in a player-coach capacity, transitioning into a team management role once fully staffed.
- Manage, mentor, and develop BDRs, enabling success in their current roles while fostering career growth opportunities within the company.
- Maintain a pipeline of qualified BDR candidates to ensure seamless backfilling and sustained team productivity.
- Establish and guide the team to meet individual and collective KPIs on a quarterly basis.
- Manage and report team performance metrics on a monthly basis in alignment with department and corporate reporting requirements.
- Contribute to the monthly, quarterly, and annual marketing scorecards, ensuring reporting accuracy and consistency.
- Develop and implement mini-campaigns to fully utilize the BDR team, leveraging knowledge of Fusion Connect's services to craft impactful entry-point messages for prospect and customer accounts.
- Test and optimize messaging strategies to maximize BDR outcomes and overall team performance.
- Partner with Regional Sales Leaders and Marketing to design and support business development programs aligned with the company's Go-to-Market strategy.
- Work with sales leadership to identify account plans, selling strategies, and campaign priorities to drive pipeline growth.
- Manage incentive-driven campaigns, ensuring accurate incentive delivery and documentation.
- Support the development of a streamlined lead-to-opportunity process, leveraging tools like Salesforce.com and HubSpot for maximum efficiency and scalability.
- Ensure all BDR activities are recorded and tracked in Salesforce.com, providing accurate and actionable performance data.
- Oversee chat representatives to proactively engage website visitors in support of lead generation and pipeline development.
Knowledge, Skills and Abilities Requirements:- Strong leadership and mentoring skills with a proven ability to build and develop high-performing teams.
- Exceptional communication, collaboration, and interpersonal skills to engage with cross-functional teams effectively.
- Deep understanding of lead generation and outbound sales processes, including familiarity with CRM tools like Salesforce.com and marketing platforms like HubSpot.
- Analytical mindset with the ability to interpret performance data and make data-driven decisions.
- Strong project management and organizational skills to manage multiple campaigns, reporting processes, and team objectives simultaneously.
- Knowledge of incentive-driven campaign design and execution.
- Demonstrated ability to create and optimize sales messaging to drive results.
Education and/or Experience Requirements:- Bachelor's degree in Business, Marketing, or a related field (MBA preferred).
- Eight (8) or more years of experience in sales or business development, including a minimum of three (3) years in a leadership role.
- Experience building and managing outbound lead generation teams, ideally in a B2B environment.
- Proven track record of meeting or exceeding revenue goals through strategic team leadership and collaboration.
