Role SummaryOur goal is to build the most customer-focused and innovative business development team in digital infrastructure: one that customers see as the partner who understands their needs best, moves with them, and makes it easier to build at scale. We want a team that sets the standard for how large-scale capacity is sold and delivered, that learns from every customer conversation, and that keeps getting better. If you want to help build that kind of team, not just join one, this is the role.
The Director, Customer Development is a senior, customer-facing leader on our Business Development team. You will own relationships with key customers, shape and advance a pipeline of large capacity opportunities, and help us get better at understanding what customers need and how we deliver it. This is a role for someone who wants to work directly on very large, complex, long-term commitments, who can bring structure, judgment, and credibility to customers and to our internal teams, and who wants to help set a new standard for how this work is done.
Travel: Ability to travel up to 25%-30% for company gatherings or to project sites.
Location: Denver, CO (3-day hybrid in-office role)
Compensation: $169K - $205K (Offers Bonus plus Variables )
Essential Responsibilities- Own and deepen relationships with key customers, which can include hyperscalers, AI labs and other AI-native companies, neoclouds, and others, serving as a trusted partner who understands their roadmaps, constraints, and decision-making
- Originate and shape opportunities across our site and campus portfolio, matching customer needs to what Rowan can deliver and when
- Lead pursuits from first conversation through commercial alignment, coordinating closely with our BD Commercial Strategy & Negotiation team as deals move toward terms
- Gather and communicate structured customer insight: where customers are growing, what they value, and where they need partner support
- Work with Development, Engineering/Construction/Ops (ECO), Finance, and Legal to keep customer commitments, site readiness, and delivery plans aligned
- Contribute to how we sell and support new engagement models and products, bringing the customer's "job to be done" to those internal conversations
- Bring new ideas to how we engage customers, and help turn what works into repeatable practice for the whole team
- Keep pipeline, account plans, and activity current in our CRM, working with BD Ops & Support (BD-OS) on reporting and deal coordination
- Mentor and develop team members, and help raise the standard for how the team prepares for and runs customer engagements
Education, Skills, and Experience- Bachelor's degree; In lieu of degree will consider candidates with 10+ years of relevant experience. MBA or relevant advanced degree a plus.
- 10+ years in data center, digital infrastructure, cloud, or adjacent industries, with significant experience working with hyperscale, AI, or large enterprise customers
- Track record of consistently meeting quota and success in hunting and building within key accounts
- Experience leading complex customer deals and structures, including multi-stakeholder opportunities with long sales cycles, significant dollar value, and commitments that span capacity, timing, and risk
- Strong understanding of data center fundamentals: power, capacity, delivery timelines, and how they shape customer decisions
- Ability to think across customer, commercial, technical, site, and business strategy dimensions, and to explain tradeoffs clearly
- A genuine customer orientation, curiosity about how customers make decisions, and a drive to keep improving how we serve them
- Strong executive presence, written and verbal communication, and the judgment to represent Rowan in senior customer conversations
- A collaborative, direct, and results-oriented working style, and comfort operating in a fast-moving, growing company
- Willingness to travel to build customer and colleague relationships
- Results driven with a willingness to work the hours to get a deal to execution
Fueled by Excellence & CollaborationAt Rowan, we are a distributed team united by a common mission to transform data center delivery. Across our two offices, we offer a hybrid work environment supported by teamwork, technology, and in-office gathering time to help you be successful. We are headquartered in downtown Denver, Colorado and have an office in Seattle, Washington. Our team of talented and passionate individuals is spread out across the U.S.
Here to support youAt Rowan, we want to make sure you can do great work. We offer competitive benefits focused on helping you be and achieve your best.
- Hybrid working environment
- Team building and educational opportunities
- Generous benefits package including robust health benefits and a 401(k)-company contribution
- RTD ECO pass or parking reimbursement
- Competitive compensation, bonus, and an incentive plan
