Director - Business Development (New York and New Jersey))

American Express•New York, NY

11h•Hybrid

About The Position

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service. As part of Team Amex, you'll experience this powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express. How will you make an impact in this role? Director of Business Development – Middle Market Field Inspire and. Accelerate Growth. Shape the Future of Middle Market Sales. At American Express, we do not simply compete in the market — we define it. The Middle Market Field Sales organization is a critical growth engine for the U.S. Commercial business, serving companies with annual revenues between $10M–$300M. As a Director of Business Development (DBD), you will lead from the front, owning regional growth strategy while developing and empowering a team of Managers of Business Development (MBDs) to deliver sustainable, profitable results. This is a leadership role for a proven sales executive who can balance people leadership, market ownership, and executive-level selling. You will be accountable not only for results, but for building a high-performance sales culture grounded in discipline, integrity, and strategic rigor. You will act as both coach and strategist, ensuring your team consistently shows up as trusted advisors to Middle Market clients. If you are energized by building elite teams, influencing complex decisions, and shaping the future of a high-growth segment, this role offers a platform to make lasting impact.

Requirements

5-10+ years of success in complex B2B, commercial, or financial services sales, with progressive leadership responsibility.
Proven experience leading and scaling high-performing sales teams in a field-based or regional model.
Demonstrated record of delivering consistent, top-quartile results through others.
Expertise in consultative, multi-stakeholder selling with executive-level influence.
Strong background in payments, financial services, SaaS, or adjacent solution-based environments.
Advanced financial acumen, including the ability to assess client financials, ROI, and profitability tradeoffs.
Authentic, inspiring leader with a track record of developing talent and building trust.
Strategic thinker who pairs vision with disciplined execution.
Exceptional communicator, capable of influencing senior internal and external stakeholders.
Data-driven decision-maker with strong command of CRM, pipeline management, and forecasting.
Confident operating in a highly regulated environment while driving growth and innovation.
Resilient, adaptable, and composed in fast-changing market conditions.
Bachelor’s degree required; advanced degree or equivalent professional experience preferred.

Responsibilities

Own regional Middle Market acquisition performance through direct leadership of a team of MBDs.
Recruit, develop, coach, and retain top-tier sales talent; set clear expectations, provide actionable feedback, and build strong succession pipelines.
Establish a culture of accountability, consultative excellence, and disciplined execution across the team.
Ensure consistent application of sales methodology, pipeline hygiene, and forecasting accuracy.
Maintain an active in-market presence (25–50% travel), engaging alongside MBDs with priority prospects and key clients.
Translate enterprise and segment priorities into clear regional strategies that drive sustainable growth.
Oversee a high-value pipeline across the region, ensuring strong conversion, deal quality, and predictable outcomes.
Leverage data, analytics, and market insights to prioritize opportunities, allocate resources, and identify whitespace.
Partner closely with Risk, Underwriting, Pricing, Product, and Marketing leaders to deliver scalable, profitable client solutions.
Engage directly with senior executives (CEO, CFO, Treasurer) on complex, strategic opportunities where leadership presence is critical.
Ensure the team conducts deep discovery and positions American Express as a long-term strategic partner — not a transactional provider.
Drive solution design across the American Express value proposition, including working capital, payments, expense management, and digital capabilities.
Act as a thought leader for clients and internally, bringing forward insights on market trends, competitive dynamics, and innovation.
Hold accountability for regional quota attainment, pipeline health, and revenue quality.
Lead complex negotiations and deal strategy reviews; provide guidance on structure, pricing, and risk considerations.
Ensure seamless handoff of won business to Field Account Development partners to maximize lifetime value.
Champion continuous improvement through best-practice sharing and performance optimization.
Model and enforce the American Express Code of Conduct and Sales Practice standards.
Serve as a visible champion of ethical decision-making, compliance, and risk discipline.
Ensure all team activities align with regulatory, reputational, and brand expectations.

Benefits

Competitive base salaries
Bonus incentives
6% Company Match on retirement savings plan
Free financial coaching and financial well-being support
Comprehensive medical, dental, vision, life insurance, and disability benefits
Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
Free and confidential counseling support through our Healthy Minds program
Career development and training opportunities