Reporting Line: Regional Head of DSF & Sales Operations
Location: Baltimore, MD
Job Summary: Highly strategic and execution-oriented leader to design, build, and scale a high-performance Business Development function that generates predictable, high-quality sales pipeline and develops future sales talent.
Key Responsibilities and Duties
Own the end-to-end Business Development (BD) operating system, including go-to-market strategy, inbound and outbound design, performance metrics, technology enablement, and talent development.
Build and scale the BD operating model, including Ideal Customer Profile definition, segmentation, and outbound/inbound strategies.
Own pipeline creation metrics, including conversion rates, pipeline per rep, and sales velocity.
Implement data-driven sales processes, including qualification frameworks and structured performance scorecards.
Leverage CRM systems, sales technology, and AI tools to drive productivity and insights.
Recruit, develop, and lead a high-performance BD team with a clear career path into field sales.
Align cross-functionally with marketing, sales, and partners to drive integrated go-to-market strategies.
Drive continuous improvement through data analysis, testing, and optimization of messaging and outreach.
Required Qualifications and Skills
Bachelor’s Degree in Sales, Business, or similar discipline strongly preferred
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8–12+ years of B2B sales experience, including 3–5+ years leading or building BD/Sales Development Rep teams
Proven ability to build and scale pipeline generation functions, with experience beyond managing established processes
Demonstrated success in optimizing conversion rates, pipeline quality, and sales velocity
Strong experience in complex, solution-based selling to senior decision makers
Expertise in CRM and sales engagement tools (Salesforce, Outreach/Salesloft, etc.)
Experience implementing structured prospecting cadences and outbound sales motions
Data-driven mindset with strong analytical and operational capabilities
Experience working cross-functionally with marketing and sales operations
Experience using Artificial Intelligence technologies (Gen AI, Data Analysis, (Microsoft) Copilot, ChatGPT) and are enthusiastic about learning and integrating AI into everyday business processes
Looking for candidates that possess a basic awareness of Artificial Intelligence technologies and are enthusiastic about learning and integrating AI into everyday business processes.
(Generative) Artificial Intelligence or GenAI or AI
Data Analysis
(Microsoft) Copilot
ChatGPT
Total compensation range:
$165,000 - $190,000
Placement within the range provided above is based on the individual’s relevant experience, skills for the role, and location. Salary ranges are only one component of our total compensation package.
Benefits:
We value your goals and needs, at work and in life. As an associate, you’ll be supported with resources, benefits, and work-life balance so you can thrive in ways that matter to you.
