Director of Business Development (L3_RR) Torrance, CA

Diverge IT • Torrance, CA

122d • $140,000 - $170,000 • Onsite

About The Position

The Director of Business Development will be responsible for leading and managing a team of Business Development Managers (BDMs) focused on acquiring new B2B clients. This role involves carrying an individual sales quota while also coaching, mentoring, and developing the sales team to achieve consistent quota attainment. The position requires a strong understanding of the IT services, MSP, SaaS, or B2B technology landscape, with a proven track record in outside sales, pipeline management, and CRM utilization. The Director will play a key role in developing and executing the sales plan, representing the company publicly, and collaborating with internal teams to align sales strategies with service delivery and market positioning.

Requirements

• Proven experience building and managing business development / outside sales teams from the ground up — including hiring, ramping, and scaling a hunter-mentality BDM team to consistent quota attainment.
• Ability and desire to coach, mentor, and develop others.
• Strong personal track record of prospecting, developing, and closing net-new B2B business.
• 3+ years of B2B outside sales experience with a proven record of hitting or exceeding quota, ideally within an MSP, IT services, SaaS, or B2B technology environment.
• Strong forecasting, pipeline management, and CRM discipline.
• Executive presence and credibility with C-suite decision-makers.
• Collaborative mindset — works closely with Service Delivery, Technical Account Management, and Marketing.
• Valid driver's license and reliable transportation.
• Role requires regular travel throughout the Southern California market.

Nice To Haves

• Bachelor's degree preferred but not required; equivalent experience in MSP/IT services leadership will be considered.
• Familiarity with HubSpot is a plus, in addition to proficiency with ConnectWise or other CRM platforms used for pipeline management.

Responsibilities

• Own and execute the annual BD sales plan, including quarterly targets for new MRR, gross revenue, and product line penetration.
• Develop and manage a 3x pipeline coverage ratio to ensure consistent quota attainment.
• Adapt the sales approach as the service portfolio evolves, incorporating new offerings into sales motions.
• Personally prospect, develop, and close net-new SMB and mid-market business.
• Lead, coach, and hold accountable Business Development Managers for net-new prospecting.
• Set and monitor individual and team pipeline targets, activity benchmarks, and quota attainment.
• Review and approve proposals, pricing, and Statements of Work; lead or support negotiation and closing on complex deals.
• Run regular pipeline reviews, ride-a-longs, and deal coaching sessions with BDMs.
• Recruit, onboard, and develop Business Development talent; manage performance and territory assignments.
• Represent the company at key local/regional events to build brand presence and referral pipeline.
• Contribute to annual revenue planning with territory analysis, market sizing, and pipeline forecasts.
• Evaluate competitor positioning, pricing, and service offerings to inform strategy.
• Collaborate with marketing and leadership on campaign development, case studies, and referral programs.
• Develop and maintain an Ideal Client Profile (ICP) framework.
• Recommend adjustments to service packaging, pricing, and go-to-market positioning.
• Maintain accurate and up-to-date pipeline, opportunity, and activity records in CRM.
• Provide weekly pipeline and forecast reports to leadership.
• Participate in regular sales reviews with leadership.
• Communicate client feedback, competitive intelligence, and market trends to internal teams.
• Track and report against defined KPIs including new MRR, calls, meetings, proposals, conversion rates, and average deal size.
• Develop and maintain a thorough working knowledge of the company's full solution portfolio.
• Effectively communicate the features, benefits, and ROI of solutions to technical and executive-level buyers.
• Guide prospects and clients through service selection and solution design in partnership with technical resources.
• Stay current on MSP industry trends, vendor programs, and partner incentive opportunities.
• Complete vendor certifications and sales enablement training as directed by leadership.

Benefits

• $140,000 – $170,000 base salary + uncapped bonus plan

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: Associate degree