Head of Business Development & Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Head of Business Development & Sales based in the United States.

This is a hands-on commercial leadership role focused on building a scalable, high-performing business development and sales function. You will own the full B2B sales cycle, from lead generation and discovery through negotiation and close, while helping shape the broader go-to-market strategy. The role combines strategic thinking with direct execution across digital products, software, integrations, platforms, automation, and managed services. You will work closely with leadership and technical teams to translate customer challenges into compelling solutions and sustainable revenue opportunities. As the commercial model matures, you will help establish repeatable processes, develop new revenue channels, and eventually build a high-performing commercial team. This is an opportunity to have significant influence in a distributed, growth-oriented environment.

Accountabilities

• Build and execute a practical lead-generation strategy across professional services and product offerings, defining ideal customer profiles, target markets, buyer personas, account lists, and priority opportunities.
• Personally execute targeted outbound and inbound activities through email, LinkedIn, referrals, industry communities, events, partnerships, and other relevant channels, with a focus on qualified opportunities rather than activity volume.
• Own the complete sales cycle, including prospecting, qualification, discovery, solution shaping, proposals, estimates, presentations, RFP responses, negotiations, follow-up, and contract close.
• Manage multiple opportunities simultaneously while maintaining accurate CRM records, clear next steps, reliable forecasting, and consistent pipeline progression.
• Audit and rebuild existing business development and sales processes by conducting win/loss analysis, improving qualification and discovery practices, defining sales stages and KPIs, and creating reusable sales materials.
• Partner with leadership to evolve the go-to-market strategy, identify attractive markets and project types, refine positioning, and package digital products, integrations, platforms, automation, and managed services into compelling commercial offerings.
• Develop diversified revenue channels through account expansion, lead reactivation, targeted outbound, referrals, strategic partnerships, technology ecosystems, industry events, and product-led opportunities.
• Identify and develop additional opportunities within existing accounts, including integrations, platform modernization, automation, AI-enabled functionality, mobile and self-service experiences, accessibility and performance improvements, and managed services.
• Support the commercial growth of proprietary software products by conducting discovery and demonstrations, preparing proposals, closing straightforward deals, gathering market feedback, and refining pricing, packaging, and positioning.
• Build strong referral, technology, agency, and industry partnerships that can generate sustainable opportunities and expand market reach.
• Work closely with technical teams to understand delivery capabilities, estimate project requirements, and position solutions credibly with prospective customers.
• As the commercial model becomes repeatable, identify future hiring needs, participate in recruitment, onboard and manage commercial talent, and establish a scalable structure that reduces dependence on founders.

Requirements

• 5+ years of proven experience owning the complete B2B sales cycle for custom software development, digital products, systems integration, digital agencies, professional services, or related technology environments.
• Demonstrated experience personally generating, qualifying, progressing, negotiating, and closing mid-market service or technology opportunities, particularly with customers in the United States.
• Strong business-development experience with a track record of creating qualified pipelines rather than relying solely on inbound demand or high-volume outreach.
• Proven ability to conduct business-focused discovery conversations, uncover customer goals and challenges, understand stakeholders, budgets, timelines, and decision processes, and translate those needs into commercially viable solutions.
• Experience preparing proposals, statements of work, estimates, presentations, follow-up materials, and RFP responses, as well as handling objections and complex negotiations.
• Ability to work credibly with technical teams and understand software delivery, CMS, CRM, APIs, cloud technologies, integrations, platforms, SaaS, or related concepts.
• Experience building or improving sales processes in environments where commercial systems, resources, or processes were incomplete or underdeveloped.
• Strong organizational discipline, CRM proficiency, and the ability to manage multiple opportunities while maintaining accurate pipeline information and forecasts.
• Ability to operate independently, take ownership, and work effectively with limited day-to-day management or limited marketing and sales resources.
• Strong written and spoken English, at a C1-C2 level, for candidates whose first language is not English.
• Hands-on, entrepreneurial mindset with the willingness to personally execute sales activities before building or managing a larger team.
• Strongly preferred: experience selling both professional services and software products, particularly digital products, integrations, portals, platforms, SaaS, or managed services.
• Strongly preferred: experience creating or rebuilding a business development function, developing referral or technology partnerships, using HubSpot, and executing account-based or highly targeted outbound strategies.
• Experience or relationships within nonprofit, membership, healthcare, fitness, cultural, education, or association markets would be an advantage.

Benefits

• Fully remote, full-time opportunity.
• Contract engagement during the first year, with employment and access to company benefits thereafter.
• Fixed compensation combined with performance-based commission.
• Significant ownership and autonomy over the commercial function.
• Direct access to company leadership and meaningful influence over future business direction.
• Opportunity to build and scale a new commercial model rather than inherit a fully established sales organization.
• Support for professional development and participation in relevant industry events.