Director of Business Development

Job Summary

The Director of Business Development leads and oversees all business development, current account sales, and related activities within the Retail automation technology and crypto sector, including front‑of‑store Self‑serve and real‑time retail. This role is accountable for driving revenue growth and achieving organizational sales targets by directly contributing to Biz Sev efforts within the framework of established policies, strategies, and quotas. Responsibilities also include disciplined CRM, pipeline and funnel management activities as an independent contributor and making necessary adjustments to improve outcomes using key sales indicators (KSIs) to assess the effectiveness of sales/support strategies in achieving quota targets.

• Primary focus on developing and optimizing internal methodologies, strategies, and processes to enhance the efficiency of all business development activities and strengthen go‑to‑market execution for the assigned application segment and industry vertical.
• Initiate and lead the Retail / Store Ops‑focused Sales and Biz Dev efforts, including sales forecasting, activity reporting, and coaching the customer success team toward supporting sales targets.
• Primary responsibility is to drive Annual Contract Value (ACV) revenue growth by meeting defined bookings targets, while supporting broader objectives related to total contract value over the contract term and overall margin contribution.
• Drive new business development by establishing relationships with previously untapped accounts (“new logos”) through coordinated efforts with the sales team.
• Collaborate with vendor partners, internal brands, and cross‑functional teams to design and implement services‑led solution strategies that address customer challenges and deliver measurable business outcomes.
• Manage and grow both new and existing client relationships to expand market share and maximize the value of the Burroughs services portfolio through strategic cross‑selling and up‑selling initiatives.
• Engage C‑level executives, key decision‑makers, and influencers with a consultative and strategic communication approach to position value‑driven solutions.
• Ensure consistent and effective use of CRM tools (Hub Spot) across the sales team to maintain accurate records of leads and opportunities, while personally managing and reviewing CRM data on a weekly basis.
• Develop and execute targeted Biz Dev and marketing campaigns to support and exceed company revenue and growth objectives.
• Work with Sales management and Bid Desk (pricing) to develop opportunity cost models for Burroughs senior management review.
• Foster a customer‑centric culture across all touchpoints, consistently upholding a professional and solutions‑oriented company image.

• Advanced understanding of sales cycles.
• Possess a strong selling ability and is quota/goal achievement driven.
• Knowledge of marketing automation and emerging AI selling tools.
• High focus on account strategic planning.
• Strong knowledge of Microsoft Suite of products (PowerPoint, Excel).
• Articulate in interpersonal communications with internal and external customers.
• Strong organizational skills and ability to prioritize tasks in a fast‑paced environment.
• Ability to generate respect and trust from team, internal constituents and customers.
• Strong negotiation, conflict management & customer service skills.
• Ability to build long‑lasting relationships and act as trusted advisor.
• High degree of personal integrity and professionalism.

• Minimum of 7 years of experience selling services within the Retail segment or attached sectors, with a strong track record of direct customer engagement and/or selling OEM services and technology through a channel‑based GTM methodology.
• Bachelor’s degree or equivalent relevant experience is required.
• Deep understanding of service‑based sales offerings, including hardware maintenance, project‑based services, and Managed Service delivery models.

• This role is primarily home office‑based, involving extended use of standard office equipment such as computers, laptops, and mobile devices.
• Travel is required to attend customer meetings, industry conferences, and internal company meetings/events.

Please note this job description is not designed to cover or contain a comprehensive listing of day‑to‑day activities, duties or responsibilities that are required of the team member for this job.

Director

Full‑time

Business Development and Sales

Banking and Computer and Network Security