The Director Business Development builds and leads the organization’s proactive growth engine - scaling net-new pipeline creation and market expansion through people development, process, and disciplined execution. Reporting to the VP of Growth Marketing, this role sits at the center of go-to-market strategy, partnering closely with Sales, Marketing, and Product, to unlock new opportunities and accelerate sustainable pipeline and revenue growth. In addition to driving outcomes, the Director, Business Development builds and mentors a high-performing team of Business Development Representatives, serving as a talent incubator for future sales leaders.

This is a hands-on, high-visibility role ideal for a growth-minded leader who thrives at the intersection of strategy, execution, and relationship development. You’ll help build the next-generation business development function - anchored in data, process, cross-functional collaboration, and a deep understanding of our customers, markets, and sales organization.

What You’ll Do

Business Development Strategy & Leadership

• Define and execute the company’s end-to-end business development strategy aligned to revenue and growth objectives

• Build, coach, and lead a high-performing business development team focused on outbound, partner-led, and network-driven growth

• Establish clear KPIs, operating rhythms, and performance standards for pipeline creation and opportunity qualification

• Serve as a senior thought leader to Sales and Leadership on market trends, buyer behavior, and growth opportunities

Pipeline Generation & Market Expansion

• Own net-new pipeline creation across priority segments, products, and verticals

• Design and execute multi-channel outreach strategies including executive networking, events, partnerships, LinkedIn, email, and targeted campaigns

• Identify white space opportunities across existing accounts, new logos, and adjacent markets

Process, Measurement & Revenue Operations Alignment

• Assess and evolve business development processes and measurement standards in partnership with Revenue Operations and Marketing Operations, including the establishment of clear SLAs

• Evaluate qualification criteria, routing logic, and handoff processes to improve speed, quality, and conversion

• Establish centralized, scalable reporting frameworks and dashboards to track activity, pipeline creation, conversion rates, velocity, and performance against revenue targets

• Drive operating rigor through regular funnel reviews, forecasting cadences, and data-driven insights that inform continuous optimization

• Ensure CRM integrity, reporting accuracy, and visibility into pipeline health

Cross-Functional Collaboration

• Partner closely with Sales Leadership to ensure seamless handoff from opportunity creation to deal execution

• Collaborate across Field Marketing and ABM / Integrated Campaigns to shape messaging, campaigns and execution tactics led by Business Development

• Work with Product and Leadership to provide market feedback and influence roadmap priorities

What You Bring

• 10+ years of progressive experience in sales, business development, or revenue leadership roles, with a demonstrated record of building net-new pipeline and driving sustained market expansion

• 5-7+ years of experience building, scaling, and leading high-performing business development or early-career sales teams, including talent development, succession planning, and performance management

• Proven ability to design and lead outbound, partner-led, and executive-level growth strategies across complex, multi-stakeholder B2B buying environments

• Operationally rigorous, with deep experience establishing KPIs, SLAs, operating cadences, and reporting frameworks that improve pipeline quality, velocity, and forecast confidence

• Data-driven and systems-oriented leader with experience leveraging CRM, sales engagement platforms, and RevOps infrastructure to scale performance and visibility

• Strong executive presence with experience partnering closely with Sales, Marketing, Revenue Operations, Product, and senior leadership to align strategy, execution, and measurement

• Comfortable operating in ambiguity and transformation environments, with the ability to build structure, process, and clarity while continuing to drive results

• Alignment with Candescent’s values and purpose: driving intelligent banking experiences that help financial institutions and their communities thrive

Success Looks Like

• Business Development consistently generates and influences high-quality, net-new pipeline aligned to revenue targets and business priorities, consistent achievement of quarterly and annual growth targets

• Clear processes, SLAs, and reporting cadences are in place - creating visibility into pipeline health, forecast confidence, and continuous performance improvement

• A fully staffed, high-performing BDR team operates with balanced capacity, clear career paths, and is recognized as a strong talent pipeline into the sales organization

• Business development is viewed as a strategic growth partner – using insights to inform strategy and tactical execution – driving client retention, expansion, and new business