Senior Director, Business Development Leader
About The Position
The Senior Director, Business Development Leader at Baker Tilly is a senior-level role focused on accelerating growth across the firm’s Tax, Assurance, and Advisory practices through the strategic direction, development, and performance management of industry-focused business development professionals. This individual is responsible for advancing business development efforts across multiple industry practices while ensuring alignment with firm growth priorities, market opportunities, and go-to-market strategies. As a key member of the Professional Sales Organization (PSO) leadership team, the Senior Director partners with industry, service line, and market leaders to shape and execute growth strategies across industry sectors. This includes leading industry sales teams, optimizing business development resource allocation and territory coverage, driving strategic account planning, and fostering collaboration across service lines to enhance market penetration, new client acquisition, and revenue growth. The role requires a strong understanding of professional services sales leadership, market dynamics across multiple industries, business development strategy, and go-to-market best practices. This position is critical to strengthening Baker Tilly's market presence and achieving long-term strategic growth objectives.
Requirements
- Undergraduate degree from an accredited college or university required; graduate degree preferred
- 15+ years of progressive experience in business development, sales leadership, client relationship management, or related leadership roles within professional services organizations, required
- Minimum of 10 years of experience selling or delivering tax, assurance, and/or consulting services across one or more industry sectors within a professional services environment, required
- Minimum of 5 years of experience leading, coaching, and developing business development or sales professionals within a professional services environment, preferred
- Proven ability to influence and collaborate with senior executives, partners, and cross-functional stakeholders while managing complex sales cycles, strategic pursuits, and enterprise-level client relationships
- Demonstrated understanding of market dynamics, business development strategy, and professional services sales
- Strong problem-solving, critical thinking, strategic planning, and change management capabilities
- Ability to provide consultative, cross-functional leadership and effectively influence organizational outcomes
- Strong project management and relationship-building skills, with the ability to establish credibility and trust across a diverse stakeholder group
- Client relationship management (CRM) experience required; Salesforce experience preferred
- Excellent written, verbal, and presentation skills
- Excellent interpersonal skills, sound judgment, and a strong work ethic
- Ability to travel as needed (up to 25–30%) and work outside core business hours when necessary
Nice To Haves
- Graduate degree preferred
Responsibilities
- Lead, develop, and inspire a team of industry-focused business development professionals supporting multiple industry practices, fostering a culture of accountability, high performance, and continuous improvement
- Partner with industry, service line, market, and firm leadership to develop and execute strategic growth initiatives aligned with firm objectives and long-term market opportunities
- Maintain an understanding of market trends, competitive dynamics, regulatory developments, and emerging opportunities impacting the firm's target industries to inform growth strategies
- Develop relationships and growth strategies with executive decision-makers, key clients, referral sources, strategic partners, and other centers of influence that support firm growth objectives
- Drive the deployment of sales strategies, methodologies, and best practices that support industry go-to-market plans, new client acquisition, and revenue growth goals
- Establish and monitor key performance indicators (KPIs), forecasting processes, pipeline governance, and business development performance reviews to ensure accountability, accurate reporting, and effective resource deployment
- Provide coaching, mentorship, and leadership development to business development professionals and emerging sales leaders, supporting succession planning and talent development across the PSO
- Drive strategic account planning initiatives across priority industry accounts, coordinating resources and opportunities to maximize client penetration and cross-selling revenue growth
- Develop sales resource allocation strategies, market coverage plans, and budgeting recommendations that maximize business development effectiveness across key geographies and industry segments
- Direct the development and implementation of sales processes, playbooks, tools, and growth programs that enhance sales effectiveness and support achievement of growth targets
- Monitor competitive landscapes, emerging market opportunities, and industry trends to identify growth opportunities and maintain a competitive advantage
- Lead cross-functional collaboration with marketing, sales operations, sales enablement, sales development, industry practitioners, and practice leaders to support an integrated Go-to-Market (GTM) approach
- Maintain strict compliance with CRM (Salesforce) requirements and promote disciplined pipeline management, forecasting, activity compliance, and data-driven decision-making
Benefits
- Comprehensive compensation and benefits package
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What This Job Offers
Job Type
Full-time
Career Level
Senior
