Director of Business Development (L3_RR) Torrance, CA

Position: Director of Business Development (Outside Sales)

Job Type: Full-time

Schedule: 8am - 5pm / Monday - Friday

Work Location: Los Angeles or Orange County area, CA

Pay Range: $140,000 – $170,000 base salary + uncapped bonus plan

Please be advised:
Only candidates authorized to work in the USA without sponsorship will be considered.

• Proven experience building and managing business development / outside sales teams from the ground up — including hiring, ramping, and scaling a hunter-mentality BDM team to consistent quota attainment. Ability and desire to coach, mentor, and develop others.
• Strong personal track record of prospecting, developing, and closing net-new B2B business — this role carries an individual sales quota alongside team leadership responsibilities.
• 3+ years of B2B outside sales experience with a proven record of hitting or exceeding quota, ideally within an MSP, IT services, SaaS, or B2B technology environment.
• Strong forecasting, pipeline management, and CRM discipline; able to translate personal and team activity data into accurate, actionable reporting for leadership.
• Executive presence and credibility with C-suite decision-makers, both in direct deal support and representing DivergeIT publicly.
• Collaborative mindset — works closely with Service Delivery, Technical Account Management, and Marketing to align sales strategy with delivery capability and market positioning.
• Bachelor's degree preferred but not required; equivalent experience in MSP/IT services leadership will be considered.
• Valid driver's license and reliable transportation; role requires regular travel throughout the Southern California market.

• Own and execute DivergeIT's agreed-upon annual BD sales plan, including quarterly targets for new MRR, gross revenue, and product line penetration.
• Develop and manage a 3x pipeline coverage ratio, across your personal pipeline and the team's, to ensure consistent quota attainment throughout the year.
• Adapt the sales approach as DivergeIT's service portfolio evolves, incorporating new offerings into active sales motions promptly.

• Carry an individual sales quota: personally prospect, develop, and close net-new SMB and mid-market business within target verticals and territories, from initial outreach through proposal, negotiation, and close.
• Lead, coach, and hold accountable the Business Development Manager(s) responsible for net-new SMB and mid-market prospecting across target verticals and territories.
• Set and monitor individual and team pipeline targets, activity benchmarks (calls, meetings, proposals), and quota attainment for the BDM team.
• Review and approve proposals, pricing, and Statements of Work prepared by BDMs; lead or support negotiation and closing on complex or strategic deals.
• Run regular pipeline reviews, ride-a-longs, and deal coaching sessions with BDMs to improve conversion rates and deal velocity.
• Recruit, onboard, and develop Business Development talent; manage performance issues and territory/account assignment within the team.
• Represent DivergeIT, both personally and alongside BDMs, at key local/regional events, Chamber of Commerce meetings, and MSP partner events to build brand presence and referral pipeline.

• Contribute to DivergeIT's annual revenue planning process with territory analysis, market sizing, and pipeline forecasts.
• Evaluate competitor positioning, pricing, and service offerings; provide competitive intelligence to leadership to inform strategy.
• Collaborate with marketing and leadership on campaign development, case studies, referral programs, and co-marketing with vendor partners.
• Develop and maintain an Ideal Client Profile (ICP) framework to prioritize prospecting efforts and focus resources on highest‑value opportunities.
• Recommend adjustments to service packaging, pricing, and go‑to‑market positioning based on market feedback and sales cycle learnings.

• Maintain accurate and up-to-date pipeline, opportunity, and activity records in Hubspot, Connect Wise CRM or designated…