Director of Business Development

IMPACT • Cheshire, CT

2d • Hybrid

About The Position

IMPACT is seeking a relationship-driven Director of Business Development to create qualified opportunities and lead prospects to an initial paid engagement. The role uses prospecting, the company’s existing database and community, events, and professional networks to build trust and move qualified prospects toward a buying decision. The Director owns the initial sale, then introduces an IMPACT coach and coordinates a thoughtful handoff so the coach can continue the relationship.

IMPACT helps businesses become more recommended, trusted, and chosen through its Endless Customers System (formerly They Ask, You Answer). Its services include coaching around content, video, sales alignment, websites, and visibility in AI search, as well as website redesign, HubSpot training, paid media management, and HubSpot partnership services. The company typically serves businesses with $5–100 million in revenue, often in home services, manufacturing, retail, and professional services.

This is a hybrid role for someone based within driving distance of IMPACT’s Cheshire, Connecticut office. The position reports to the Head of Sales & Marketing and works closely with sales and coaches. Work hours are 9:00 a.m.–5:00 p.m. Eastern Time, with flexibility for independent work outside client meetings and team rituals. Office attendance is expected a few times a month, and travel is required occasionally for sales events and IMPACT conferences held twice a year.

Compensation includes a $105,000 base salary and estimated on-target earnings of approximately $190,000 once fully ramped. Commissions are uncapped. There is a three-month ramp-up period, and actual earnings depend on performance and commission-eligible revenue.

Requirements

• At least 5 years of experience selling trust-led, high-consideration B2B purchases involving multiple conversations.
• Demonstrated experience closing high-consideration B2B buyers from initial interest to a paid commitment.
• Ability to lead discovery, communicate value, handle objections, and ask for the sale while maintaining trust.
• CRM self-sufficiency and pipeline discipline, including building lists, reading engagement signals, and managing follow-up.
• An opportunity-creating, proactive approach to prospecting and networking.
• An AI-forward working style, with judgment about what should and should not be automated.
• Based in Connecticut and able to work from the Cheshire office a few times a month and travel occasionally for events.
• Able to work 9:00 a.m.–5:00 p.m. Eastern Time.
• For remote work, maintain a professional, distraction-free workspace with strong internet, good lighting, and an environment suitable for client-facing work.

Nice To Haves

• Existing relationships with business owners and leaders through EOS, Vistage, YPO, EO, similar peer communities, chambers, or industry associations.
• Comfort speaking on camera and in front of a room.

Responsibilities

• Create new business by prospecting and re-engaging former clients, past prospects, and engaged or high-intent contacts in the company database.
• Identify who to contact and when, and conduct targeted, researched, personal outreach.
• Speak and network at events, associations, workshops, and peer groups to become a trusted presence among ideal customers.
• Find and join relevant associations and groups that IMPACT does not currently participate in.
• Represent IMPACT at its Endless Customers Live event and at sponsored external events, booking quality sales calls.
• Build referral partnerships and nurture relationships over multiple conversations.
• Appear in video and podcast content as needed.
• Lead discovery conversations to understand prospects’ businesses, challenges, goals, and fit.
• Explain the value of the initial paid engagement, address questions and objections, and close the sale.
• Nurture prospects who need more time while helping ready buyers make a decision.
• Coordinate a clear handoff to coaches, including the prospect’s goals, relevant context, and commitments made.
• Keep HubSpot updated with accurate lead sources, conversation notes, next steps, and deal status.
• Follow up on missed meetings and stalled conversations so prospects are not forgotten.
• Provide every prospect with a positive experience, whether or not they buy.
• Use AI to support research, preparation, follow-up, and organization while preserving personal, human relationship-building.

Benefits

• Medical insurance, with IMPACT covering a significant share of premiums.
• Dental insurance, with IMPACT covering a significant share of premiums.
• Vision insurance, with IMPACT covering a significant share of premiums.
• 401(k) with a 100% match up to 3%, plus a 50% match up to 5%.
• Company-paid life insurance.
• Paid parental leave.
• Flexible PTO.
• $105,000 base salary and estimated on-target earnings of approximately $190,000 once fully ramped; commissions are uncapped.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed