Director of Business Development

IMPACT • Cheshire, CT

2d • $105,000 • Hybrid

About The Position

IMPACT is seeking a relationship-driven Director of Business Development to create and qualify opportunities and convert prospects into initial paid engagements. The role uses targeted prospecting, IMPACT’s existing database and community, events, professional associations, and referral partnerships to build trust with business owners and other decision-makers. The Director owns the initial sale, then coordinates a thoughtful handoff to an IMPACT coach.

The role focuses on trust-led, considered B2B purchases that typically involve multiple conversations. The Director leads discovery, explains the initial engagement, addresses questions and objections, closes sales, and maintains relationships with prospects who need more time. They also keep HubSpot records accurate, follow up on missed meetings and stalled conversations, and provide a strong experience whether or not a prospect buys.

IMPACT helps businesses become more recommended, trusted, and chosen in their markets through the Endless Customers System (formerly They Ask, You Answer), coaching, content, video, sales alignment, websites, and visibility in AI search. The company is also a HubSpot Diamond Partner and offers website redesign, HubSpot training, and paid media management. Its clients typically have $5–100 million in revenue and often operate in home services, manufacturing, retail, or professional services.

The position reports to the Head of Sales & Marketing and works closely with sales and coaches. It is hybrid and open to candidates within driving distance of IMPACT’s Cheshire, Connecticut office, with office attendance a few times a month and occasional event travel. Working hours are 9:00 AM to 5:00 PM Eastern Time, with flexibility for independent work outside client meetings and team rituals. The role includes a three-month ramp-up period. Compensation is a $105,000 base salary and estimated on-target earnings of approximately $190,000 once fully ramped; commissions are uncapped, 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 sales, including leading discovery, communicating value, handling objections, and asking for the sale.
• Ability to build relationships and create opportunities through proactive outreach and networking.
• CRM self-sufficiency and pipeline discipline, including building prospect lists, recognizing engagement signals, and keeping opportunities from falling through the cracks.
• AI-forward approach to research, preparation, follow-up, and organization, with sound judgment about what should not be automated.
• Based in Connecticut and able to commute to the Cheshire office a few times a month.
• Able to travel occasionally for events.

Nice To Haves

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

Responsibilities

• Create new business through targeted, researched, personal outreach and by working IMPACT’s database, including re-engaging former clients, past prospects, and engaged or high-intent contacts.
• Identify whom to contact and when by using engagement signals and relationship context.
• Speak and network at events, associations, workshops, and peer groups to become a trusted presence among prospective customers.
• Identify and join relevant associations and groups where IMPACT is not yet active.
• Represent IMPACT at its Endless Customers Live event and sponsored external events, and book quality sales calls.
• Build referral partnerships that generate introductions.
• Nurture relationships across multiple conversations for trust-based coaching and agency services.
• Appear on camera for 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 move toward a decision.
• Coordinate clear handoffs to coaches, including prospects’ goals, relevant context, and commitments made.
• Keep HubSpot current 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 strong experience, whether or not they buy.
• Use AI for research, preparation, follow-up, and organization while discerning what should and should not be automated.

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% and a 50% match up to 5%.
• Company-paid life insurance.
• Paid parental leave.
• Flexible PTO.
• Uncapped commissions; estimated on-target earnings of approximately $190,000 once fully ramped.

What This Job Offers

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