Job DescriptionThe Middle Market Tele Sales organization is a critical growth engine for the U.S. Commercial business, serving companies with annual revenues between $4M-$10M. As a Director of Business Development (DBD) - MMA Tele, you will lead from the front and empower a team of Managers of Business Development (MBDs) - MMA Tele to deliver sustainable, profitable results.
This is a leadership role for a proven sales executive who can balance people leadership and executive-level selling. You will be accountable not only for results, but for building a high-performance sales culture grounded in discipline, integrity, and strategic rigor. You will act as both coach and strategist, ensuring your team consistently shows up as trusted advisors to Middle Market clients.
If you are energized by building elite teams, influencing complex decisions, and shaping the future of a high-growth segment, this role offers a platform to make lasting impact.
ResponsibilitiesLead Through People- Own Middle Market acquisition performance through direct leadership of a team of MBDs.
- Recruit, develop, coach, and retain top-tier sales talent; set clear expectations, provide actionable feedback, and build strong succession pipelines.
- Establish a culture of accountability, consultative excellence, and disciplined execution across the team.
- Ensure consistent application of sales methodology, pipeline hygiene, and forecasting accuracy.
Set and Execute Strategy- Oversee a high-value pipeline across the team, ensuring strong conversion, deal quality, and predictable outcomes.
- Leverage data, analytics, and market insights to prioritize opportunities, allocate resources, and identify whitespace.
- Partner closely with Risk, Underwriting, Product, and Marketing leaders to deliver scalable, profitable client solutions.
Elevate Client Impact- Engage directly with senior executives (CEO, CFO, Treasurer) on complex, strategic opportunities where leadership presence is critical.
- Ensure the team conducts deep discovery and positions American Express as a long-term strategic partner - not a transactional provider.
- Drive solution design across the American Express value proposition, including digital capabilities, working capital, payments, and expense management.
- Act as a thought leader for clients and internally, bringing forward insights on market trends, competitive dynamics, and innovation.
Drive Performance and Results- Hold accountability for regional quota attainment, pipeline health, and revenue quality.
- Lead complex negotiations and deal strategy reviews; provide guidance on structure, pricing, and risk considerations.
- Ensure seamless handoff of won business to Account Development partners to maximize lifetime value.
- Champion continuous improvement through best practice sharing and performance optimization.
Operate with Integrity (100% of the Time)- Model and enforce the American Express Code of Conduct and Sales Practice standards.
- Serve as a visible champion of ethical decision-making, compliance, and risk discipline.
- Ensure all team activities align with regulatory, reputational, and brand expectations.
Qualifications- 7+ years of success in complex B2B, commercial, or financial services sales, with progressive leadership responsibility.
- Proven experience leading and scaling high-performing sales teams.
- Demonstrated record of delivering consistent, top-quartile results through others.
- Expertise in consultative, multi-stakeholder selling with executive-level influence.
- Strong background in payments, financial services, or adjacent solution-based environments.
- Advanced financial acumen, including the ability to assess client financials, ROI, and profitability tradeoffs.
Leadership Skills & Mindset- Authentic, inspiring leader with a track record of developing talent and building trust.
- Strategic thinker who pairs vision with disciplined execution.
- Exceptional communicator, capable of influencing senior internal and external stakeholders.
- Data-driven decision-maker with a strong command of CRM, pipeline management, and forecasting.
- Confident operating in a highly regulated environment while driving growth and innovation.
- Resilient, adaptable, and composed in fast-changing market conditions.
Education- Bachelor's degree preferred.
Why Join American ExpressAt American Express, leadership is about more than results - it is about how results are achieved. We invest deeply in our leaders, providing the tools, trust, and development needed to build enduring businesses and careers.
As a Director of Business Development, Tele Salesyou will represent one of the most respected brands in the world while shaping the trajectory of the Middle Market organization. You will lead ambitious professionals, partner with dynamic clients, and play a direct role in driving one of the company's most important growth segments.
If you are ready to lead leaders and leave a lasting imprint on the future of Middle Market sales, this is your opportunity.
Employment eligibility to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.
For a full list of Team Amex benefits, visit our Colleague Benefits Site.
