Director of Business Development

Transcend

5h•Remote

About The Position

This is a Remote, Exempt, Full-Time, Permanent position reporting to the CRO of the Company. Valid work authorization in the United States is required, as this position does not qualify for visa sponsorship. As Director of Business Development & Enterprise Inside Sales, you will own the strategy, execution and outcomes for two key revenue functions: our BDR (Business Development Representative) organization and our Enterprise Inside Sales team. You will be a second-line leader over the BDR team, with direct line responsibility over the Enterprise Inside Sales team. Your mission: scale pipeline generation, build the enterprise inside sales team, establish predictable growth processes, and partner cross-functionally to elevate our go-to-market engine.

Requirements

10+ years of B2B SaaS experience, with 3+ years in GTM leadership, including managing managers
Proven success scaling BDR/SDR and Inside Sales teams in a growth-stage environment (Series A–C or 100–500 employees).
Track record of consistently hitting or exceeding pipeline and ACV goals with enterprise sales cycles.
Expertise in modern sales methodology (MEDDICC/MEDDPICC preferred) and outbound motion discipline

Nice To Haves

Demonstrated ability to attract, coach and retain high-performing talent.
Excellent communicator, data storyteller, and cross functional collaborator
Operational excellence and a track record of building high performance teams

Responsibilities

Define and lead the go-to-market strategy for enterprise inside sales and outbound/partner-driven business development efforts — including target segments, ICP (ideal customer profile), outreach motion, qualification criteria, territory design, and quota structure.
Hire, build, and develop high-performing teams: BDRs and Enterprise Inside Sales Reps. Set culture, goals, coaching frameworks, and career pathways.
Establish and own key metrics (pipeline, conversion rates, sales cycle length, average deal size, bookings, renewal/expansion motions where applicable, forecast accuracy). Drive regular reviews, performance dashboards, and operational discipline.
Partner with Marketing (demand generation), BDR (top-of-funnel), Field Sales (handoff and account coverage), RevOps/Operations (CRM, forecasting, process), Product (feedback loop), and Customer Success (expansion) to ensure alignment and tight execution.
Develop and optimize inside sales processes, tools, and playbooks (CRM usage e.g., Salesforce, qualification models like MEDDPICC, sales engagement sequences, objection handling, discovery frameworks).
Focus on scaling efficiently and effectively: build scalable operating models, refine roles & responsibilities (BDR → Inside Sales → Field), ensure pipeline health, and reduce friction in the funnel.
Own budgeting, head-count planning, quota allocation, compensation design (commissions/incentives) for your teams.
Foster a strong culture in a remote environment, with a focus on learning, feedback, execution, and accountability within your teams and across the revenue organization.