veritree is seeking a Director, Business Development to own New Customer Acquisition (NCA): the team and strategy that bring new customers to veritree. This is a senior leadership role for someone who has built and scaled outbound revenue engines, developed and coached people managers, and owned go-to-market strategy end to end. You will lead NCA across three motions: Carbon (strategic enterprise accounts), Foundation (grant and philanthropic partnerships), and Traditional Outbound (net-new prospecting into new industries and verticals). You will also own the account-based outbound approach and the compensation structures, systems, and enablement that make the team perform.
As veritree's product portfolio grows, our go-to-market is evolving from selling a single solution (tree planting) toward more solution-oriented sales across multiple products and stakeholders. You will lead the team to solution-sell to champions, run qualifying calls, and generate pipeline through events.
You will partner closely with Sales, Marketing, and Revenue leadership to turn a defined universe of high-value target accounts into qualified pipeline and closed revenue. This is a builder's role at a fast-scaling, mission-driven company: you will inherit a high-performing team and a mature outbound engine, and you will be trusted to lead, evolve, and grow both.
12 Month Key Outcomes (12m KOs)- Assume full leadership of the outbound BD team, developing the Team Leads while sustaining or improving current meeting and pipeline attainment.
- Continue scaling a positive ROI business development function that includes recruiting, hiring, and onboarding to expand outbound capacity across all motions.
- Grow qualified outbound pipeline by 75% over the period and deliver a reliable outbound pipeline forecast aligned to the annual new-ACV goal.
- Own and maintain the outbound GTM strategy, account-based targeting framework, and quarterly scoring and commission structures with no disruption to team performance.
- Advance the team's AI and GTM engineering agenda, shipping automation and AI-powered prospecting, enrichment, and reporting workflows that measurably increase per-rep output.
What You'll DoTeam Leadership & Development- You will lead, coach, and develop the outbound BD team, including the Team Leads
- You will own hiring end to end: job descriptions, hiring design and decisions, onboarding, ramp, and ongoing performance management (including performance plans and calibrations with People Operations).
- You will set individual and team goals, run cadenced 1:1s and pipeline reviews, and build a culture that is both high-accountability and high-support.
- You will design and maintain the team's compensation architecture: base and variable structure, meeting and pipeline bonuses, team incentives, and Team Lead structures.
- You will own org and pod design as the team scales, evolving the structure to match where the business is going.
- You will build the team's evolving sales capability as the product portfolio expands, coaching reps to solution-sell to champions, take qualifying calls, and drive pipeline through events, moving beyond today's single-solution outreach.
New Customer Acquisition & GTM Strategy- You will own the outbound go-to-market strategy across all three motions: account-based targeting of strategic accounts and their CSR and ESG decision-makers, net-new prospecting into new industries and verticals through Traditional Outbound, and the Foundation grants channel.
- You will evaluate and evolve the NCA go-to-market strategy using current market trends and analysis of existing Closed Won and Closed Lost deals, doubling down on the segments and plays that convert and redirect away from those that do not.
Enablement, Revenue Operations & GTM Engineering- You will direct the team's AI and GTM engineering agenda, partnering with our GTM Engineer to build AI-powered prospecting and enrichment, automated per-rep performance reporting, and workflow automation that scales the team's output.
- You will own the sequence library, outreach templates, onboarding programs, and vertical playbooks.
- You will partner with Operations to spec reporting, define deal-stage workflows, and build CRM (HubSpot) views for targeting, prioritization, and forecasting.
- You will own the outbound pipeline forecast and the methodology behind it.
Cross-Functional & Executive Partnership- You will partner with Marketing on ABM, content, and the event-driven outbound motion, including the event approval workflow between Sales and Marketing.
- You will ensure clean, well-defined handoffs to Account Executives and Partnership Managers.
- You will work directly with Revenue and executive leadership on pipeline strategy and high-value account outreach.
Pipeline & Revenue Contribution- You will personally advance strategic, high-value opportunities, modeling the account-based, multi-threaded, champion-led approach for the team.
RequirementsQualificationsProfessional Requirements- 7-10 years in B2B business development, sales, or partnerships, including 5+ years of B2B selling experience, with 3-5 years in a leadership or director-level role.
- A proven track record scaling an outbound or BDR function, including strategy, process, team structure and enablement, not just managing to a number.
- Experience designing or owning sales compensation, quota, or incentive structures.
- Experience with account-based, multi-threaded selling into large, complex organizations, engaging multi-stakeholder buying groups such as CSR, ESG, and sustainability leaders.
- Ability to build and coach solution-selling capability, engaging champions, running qualifying calls, and driving event-led pipeline, as products and deal complexity grow.
- Strong command of CRM (HubSpot preferred) and modern sales tooling, with a builder's instinct for AI-powered prospecting, automation, and GTM engineering to scale team output.
- Excellent written and verbal communication, with the ability to coach others and engage credibly at the executive level.
Personal Strengths- A builder who is comfortable creating structure, systems, and process where none exists.
- Genuine passion for sustainability, nature-based solutions, and verified restoration.
- Strong analytical and organizational skills, with fluency in pipeline math and forecasting.
- Calm and effective navigating ambiguity, long enterprise cycles, and a fast-scaling environment.
- A developer of people who takes genuine pride in the growth of their team.
Nice to Haves (not mandatory)- Experience in the tree planting, sustainability, carbon, or nature-based solutions industry.
- Familiarity with ESG reporting frameworks (CSRD, TNFD, SBTi, CDP).
- Experience with account-based marketing and event-led pipeline generation.
- Familiarity with GTM automation and workflow tools (e.g., n8n, Clay) and applying AI agents to prospecting and reporting.
BenefitsBenefits & Compensation OverviewAt veritree, we recognize that compensation and performance development are key to attracting and retaining top talent. Our approach is grounded in fairness, transparency, and creating opportunities for growth as both our people and business scale.
Some highlights you can expect include:
- Competitive salary with a performance-driven framework that ensures fair and consistent compensation reviews, tied to individual impact and business growth.
- Extended health, dental, and vision benefits.
- Additional Health Spending Account (HSA) / Lifestyle Spending Account (LSA) to support your well-being and lifestyle interests.
- A variety of time-off programs, including vacation, personal days, and a 4-week remote work program each year.
- Employee discount with tentree, our sister company.
- A flexible, hybrid work environment designed for collaboration and focus-driven impact.
veritree ensures that compensation is reviewed fairly and consistently, with opportunities for salary progression tied to sustained performance. As such, the salary range for this role including variable compensation is
$150,000 to $250,000 CAD. This range is positioned around the 50th-75th percentile of market data we've collected, reflecting our commitment to competitive pay. Final offer amounts are based on the individual experience and skillset of the candidate demonstrated during the recruitment process.
We reserve the >75th percentile of our salary ranges for internal employees who demonstrate sustained high performance and impact at veritree.
