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Director, Business Development

Reporting to:  Chief Sales Officer
Location: Remote

ServiceChannel is seeking a dynamic and results-driven Director, Business Development to lead and scale our Business Development Representative (BDR) organization across the United States and Europe. This leader will oversee teams responsible for generating qualified pipeline and accelerating new customer acquisition across Enterprise and Commercial market segments.

The Director, Business Development will be responsible for developing and executing outbound prospecting strategies, driving pipeline generation performance, ensuring operational excellence, and building a high-performing, globally distributed team. This role requires a data-driven sales leader with experience scaling BDR organizations in SaaS environments and partnering closely with Sales, Marketing, Revenue Operations, and Enablement teams.

This position is ideal for a proven leader who thrives in fast-paced, high-growth environments and is passionate about developing talent, optimizing demand generation efforts, and building repeatable processes that deliver consistent revenue results.

Key Responsibilities Business Development Leadership

• Own the strategy, execution, and performance of the global Business Development organization across the United States and Europe.
• Drive the team to achieve and exceed monthly, quarterly, and annual pipeline generation goals.
• Establish best practices for outbound prospecting, inbound lead follow-up, account-based engagement, and opportunity creation.
• Ensure high-quality lead qualification and seamless handoff of opportunities to the sales organization.
• Monitor pipeline health, activity metrics, conversion rates, and performance trends to drive continuous improvement.
• Develop scalable frameworks for territory planning, account prioritization, and prospect engagement.

Team Management & Development

• Lead, coach, and develop a high-performing team of Business Development Representatives.
• Recruit, onboard, and retain top talent while fostering a culture of accountability, collaboration, and achievement.
• Establish clear performance metrics, coaching programs, and career development plans.
• Conduct regular one-on-one meetings, pipeline reviews, performance evaluations, and team business reviews.
• Create career progression pathways that help BDRs advance into Account Executive and other revenue-generating roles.
• Foster collaboration and consistency across geographically dispersed teams in North America and Europe.

Pipeline Generation Strategy & Execution

• Develop and execute a comprehensive outbound prospecting strategy aligned with company growth objectives.
• Partner closely with Marketing to optimize lead generation campaigns, account targeting, event follow-up, and demand generation initiatives.
• Collaborate with Sales leadership to define ideal customer profiles, target account strategies, and territory coverage models.
• Implement data-driven approaches to improve activity effectiveness, conversion rates, appointment setting, and pipeline quality.
• Leverage modern sales engagement technologies and automation tools to improve productivity and scale outreach efforts.
• Continuously refine messaging, playbooks, and prospecting methodologies based on market feedback and competitive insights.

Cross-Functional Collaboration

• Partner with Sales Operations to establish reporting, dashboards, territory alignment, and performance analytics.
• Collaborate with Sales Enablement to develop onboarding programs, training curricula, and ongoing coaching initiatives.
• Work closely with Marketing to ensure alignment between campaign strategy, lead quality, and pipeline objectives.
• Provide market intelligence and customer insights to Product, Marketing, and Sales leadership teams.
• Support strategic planning initiatives by contributing pipeline forecasts, capacity models, and organizational recommendations.
• Ensure strong alignment between business development efforts and overall company go-to-market objectives.

Required Skills & Experience

• 8+ years of progressive sales, business development, or sales development leadership experience within B2B SaaS organizations.
• Proven success leading and scaling high-performing BDR or SDR teams.
• Demonstrated track record of exceeding pipeline generation and opportunity creation targets.
• Experience managing geographically distributed teams across multiple regions or countries.
• Strong understanding of outbound prospecting, account-based marketing, lead qualification, and sales development best practices.
• Experience leveraging CRM and sales engagement platforms including Salesforce.com, Gong, Salesloft, or similar technologies.
• Exceptional leadership, coaching, and mentoring capabilities.
• Strong analytical and problem-solving skills with a data-driven approach to decision-making.
• Excellent communication, presentation, and stakeholder management skills.
• Bachelor's degree required.

Preferred Skills & Experience

• Experience managing business development teams across both North America and Europe.
• Background in enterprise software, facilities management technology, PropTech, CMMS, procurement, or multi-site operations solutions.
• Experience supporting Enterprise and Mid-Market sales organizations.
• Familiarity with account-based sales and marketing strategies.
• MBA or other advanced business degree.
• Experience building global pipeline generation programs in high-growth SaaS organizations.
• Multilingual capabilities, particularly in major European languages, are a plus.

Why Work for Us?

Our work environment is dynamic, collaborative, and entrepreneurial. We are firm believers in working to live and not living to work. Don't get us wrong, we work hard and do what it takes to get the job done, but we value a healthy work/life balance and have a lot of fun along the way. Our company is filled with foodies, music lovers, travelers, and sports enthusiasts.

We are looking for energetic, positive, creative problem solvers who don't mind digging in and getting their proverbial hands dirty. In addition to striving to create the best possible environment for our ServiceChannel team members, we also support them outside of work through generous medical, dental, and vision insurance, life insurance, a 401(k) with company match, flexible time-off policies, and paid parental leave.

Our greatest benefit, however, is our amazing ServiceChannel team.

In 2021, ServiceChannel joined the Fortive group of leading technology companies, united by a common purpose to make the world stronger, safer, and smarter. Fortive accelerates ServiceChannel's growth through extraordinary business systems, cross-industry expertise, and employee development resources.

We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA offerings, and a 401(k) retirement plan. ServiceChannel's commitment to the professional and personal success of our employees has earned recognition as one of Wealthfront's Career-Launching Companies.

Fortive Corporation Overview

Fortive is a diversified industrial growth company with a portfolio of market-leading brands. We develop and deliver essential technology for the people who create, implement, and accelerate progress. We achieve this through our people and a globally diverse team united by a common culture rooted in the Fortive Business System (FBS).

Exceptional people thrive at Fortive because we build extraordinary teams for extraordinary results. We recruit, develop, and retain top talent, shape the future through innovation, and create value for customers and shareholders. We are driven by continuous improvement, learning, teamwork, integrity, and action-oriented leadership.

At Fortive, employees can build dynamic careers across multiple industries while learning world-class business practices that drive sustainable growth and long-term success.

Fortive Corporation Overview

Fortive's essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. 

At Fortive, we believe in you. We believe in your potential-your ability to learn, grow, and make a difference. 

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. 

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.