National Director of Business Development OperationsWe are a national design/build construction company delivering complex commercial and industrial facilities across many product types (i.e.: distribution, cold storage, food & beverage, manufacturing, life sciences, multifamily, sports, data, etc.) with an average deal size of $15-25M per project, with many projects $100M+, and up to $1B.
As our growth has outpaced our systems, we are creating a new role to standardize and scale how business development operates across the organization.
The National Director of Business Development Operations is a senior, non-selling leadership role responsible for building the operating system behind business development.
This role sits between BD Executives and all other BDs; and owns processes, procedures, performance, technology, and execution across the entire BD lifecycle.
A DAY IN THE LIFEPrimary Objectives of the Role- Establish a consistent national BD operating model
- Create clear KPIs, dashboards, and performance standards
- Drive CRM (Pipedrive) discipline and data integrity
- Build repeatable qualification and go/no-go processes
- Professionalize training, SOPs, and BD onboarding
- Provide executives with reliable pipeline visibility and forecasting
Business Development Strategy & Governance- Translate growth objectives into measurable BD operating standards
- Define, document, and maintain the national BD process
- Establish standardized go/no-go decision frameworks
- Align pursuit strategy with company risk profile and capacity
KPIs, Analytics & Performance Management- Define BD KPIs across activity, pipeline health, win rates, & forecasting accuracy
- Own dashboard development for BDMs, BD leadership, and executives
- Lead structured pipeline and forecast review cadences
- Ensure data-driven decision making, not anecdotal reporting
CRM Ownership (Pipedrive)- Own CRM structure, rules, required fields, and stage definitions
- Ensure consistent pipeline structure across regions
- Drive adoption and hygiene without administrative burden
- Partner with IT or vendors on CRM enhancements
BD Enablement, Training & SOPs- Build and maintain a comprehensive Business Development Playbook
- Create SOPs for qualification, pursuits, handoff, and forecasting
- Design onboarding and ongoing training programs
- Capture and scale best practices nationally
Cross-Functional Alignment- Align BD with preconstruction, estimating, operations, and finance
- Improve handoffs from BD to precon and execution
- Ensure early risk identification and leadership engagement
NECESSARY QUALIFICATIONS - 10+ years in BD Operations, Commercial Operations, or Revenue Operations
- Experience in design/build, EPC, or complex construction preferred
- Demonstrated success building scalable BD systems
- Strong CRM expertise (Pipedrive)
- Strong skills in other tools: ZoomInfo, CoStar, REM, LinkedIn Navigator, AI, etc.
- Leadership presence and strong change-management skills
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