Director of Business Development

Position Summary

The Director of Business Development leads Fullbay’s outbound and inbound sales development efforts by managing a high-performing team of SDRs and BDRs. This role is responsible for building and scaling a predictable pipeline generation engine that supports Account Executives and drives sustainable revenue growth.

The Director of Business Development will set the vision and strategy for prospecting, qualification, and opportunity creation, ensuring alignment with Fullbay’s overall go-to-market motion. This leader will balance coaching and development of their team with data-driven performance management, optimizing processes and tools to maximize efficiency and output.

Primary Duties & Responsibilities:

• Lead, mentor, and grow a team of SDRs and BDRs, fostering a culture of accountability, consistency, and high performance.
• Define and execute outbound and inbound sales development strategies to generate qualified opportunities for Account Executives.
• Establish clear goals, KPIs, and reporting to measure individual and team success.
• Partner closely with Sales Leadership, Marketing, and RevOps to align on pipeline targets, lead quality, and conversion metrics.
• Continuously refine outreach cadences, messaging, and targeting strategies to improve connect rates and conversion.
• Drive operational excellence by ensuring the team follows best practices in CRM hygiene, lead follow-up, and opportunity handoff.
• Recruit, onboard, and develop SDR/BDR talent, building a strong bench of future sales leaders.
• Represent the Business Development function in strategic planning discussions, contributing to long-term growth initiatives.
• Spearhead process improvements and lead team meetings
• Demonstrate strong product knowledge and communicate Fullbay’s value
• Enforce and own Fullbay’s rules of engagement and lead SLAs
• Perform other duties as assigned

Minimum Education & Work Experience:

• Bachelor's degree
• 4+ years of prior hands-on work experience in a sales leadership capacity

Key Skills and Qualifications:

• Good communications skills, both written and verbal. (includes effective and persuasive communications skills over the phone, via email or in person).
• Computer Savvy with solid knowledge of MS Office Products (Excel, Word, Powerpoint), Zoominfo, Chilipiper and technically proficient with experience with various web technologies (able to present pros/cons, use cases/examples, trends, and all that good stuff).
• Must be proficient with online meeting software, web conferencing tools, CRMs and Sales Engagement tools (Salesforce and Sales acceleration tools, such as Outreach or Salesloft, Salesforce Engage, or Yesware.)
• Strong organization and time management skills and ability to own results in a fast paced SaaS Environment.
• Proven track record of success of leading high performing Business Development Teams
• Ability to think on one's feet to creatively solve our prospects’ business needs.
• Numerically literate and data driven, comfortable working with numbers, making sense of metrics and comfortable meeting and exceeding monthly quotas and handling rejections.
• Must be a self starter with a positive attitude, confidence, and desire to be the best.
• Team player who enjoys and comfortable wearing many hats and juggling multiple tasks , while inspiring everyone around you to do great work.
• Must be able to travel up to 25%
  
  

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.
• Noise level in the work environment is usually moderate.
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.