Director, Business Development

Driven Brands Inc.

2d • $7 • Remote

About The Position

Automotive Training Institute (ATI) is the automotive aftermarket's premier performance improvement and coaching organization, helping independent shop owners build more profitable, efficient, and sustainable businesses. As a business unit of Driven Brands, North America's largest automotive services company, ATI combines the entrepreneurial energy of a specialized coaching firm with the resources and rigor of a world-class enterprise organization. Position Summary The Director of Business Development is a senior commercial leader responsible for driving incremental revenue through strategic partnerships, program development, and high-impact sales initiatives. This role owns the full business development lifecycle — from prospecting and negotiating partnership agreements to managing partner revenue performance and overseeing member-facing sales events. The Director will serve as a key growth driver for ATI, building the infrastructure and relationships that expand ATI's reach, deepen member value, and contribute directly to EBITDA expansion.

Requirements

• 8+ years of progressive business development, strategic partnerships, or commercial sales experience, with a demonstrated track record of closing and managing complex deals.
• Proven experience negotiating multi-party commercial agreements, with strong financial and legal acumen.
• Experience owning a revenue budget or P&L with accountability for results.
• Strong executive presence and ability to build trust with C-suite and senior operator-level stakeholders.
• Demonstrated ability to build and scale programs in a fast-moving, performance-oriented environment.
• Exceptional analytical skills; ability to model deal economics and communicate performance in financial terms.
• Experience planning and executing large-scale professional events or sales programs.
• Bachelor's degree in Business, Marketing, or a related field

Nice To Haves

• Background in the automotive aftermarket, franchise services, or B2B membership-based businesses.
• Experience working within a public company or large enterprise operating environment.
• Familiarity with CRM platforms and business development pipeline management tools.
• MBA a plus.

Responsibilities

• Partner Development Identify, evaluate, and prioritize new strategic partnership opportunities aligned with ATI's member base, growth objectives, and Driven Brands' enterprise strategy.
• Build and manage a pipeline of prospective partners across automotive suppliers, technology vendors, financial services providers, and adjacent industries.
• Develop compelling partnership frameworks and value propositions that drive adoption among ATI's member shop network.
• Serve as ATI's primary external-facing business development representative, cultivating senior-level relationships across the automotive aftermarket ecosystem.
• Collaborate with the ATI President and cross-functional stakeholders to align partnership strategy with overall business priorities.
• Negotiations & Contract Management Lead end-to-end negotiation of partnership and vendor agreements, including deal structure, commercial terms, exclusivity provisions, and performance commitments.
• Partner with legal and finance to structure agreements that protect ATI's interests while delivering clear mutual value.
• Manage contract renewals and renegotiations, applying leverage based on performance data and market intelligence.
• Ensure deal economics are modeled rigorously, with clear ROI thresholds and accountability checkpoints built into each agreement.
• Partner Revenue Management Own the partner revenue P&L, including revenue forecasting, performance tracking, and variance analysis against plan.
• Establish and manage KPIs for each partner relationship; conduct regular business reviews to ensure partners are delivering on commitments.
• Identify and execute revenue optimization opportunities within the existing partner portfolio, including upsell, cross-sell, and co-marketing initiatives.
• Report partner revenue performance to senior leadership with transparency, accuracy, and actionable forward-looking insights.
• Develop scalable processes for partner onboarding, performance management, and off-boarding when necessary.
• Sales Programs & Events Develop annual and quarterly sales program calendars in alignment with ATI's revenue goals and member engagement strategy.
• Lead the strategy, planning, and execution of all ATI live sales events, including national conferences, regional workshops, partner showcases, and member summits.
• Partner with marketing to develop event messaging, promotional materials, and pre/post-event engagement programs that maximize conversion and member satisfaction.
• Establish event performance metrics — attendance, revenue generated, satisfaction scores, pipeline influence — and report results against targets.
• Manage vendor relationships and budget for all events, ensuring high production value delivered within approved spend parameters.
• Continuously evaluate and improve the mix, format, and ROI of the sales event portfolio.

Benefits

• Driven Brands offers a variety of health and wellness benefits including paid time off and holiday pay.
• Details regarding our benefits can be found here: https://www.drivenbrandsbenefits.com
• Get early access to 50% of your earned wages at any time through our myFlexPay program.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees