Business Development Director

Role Overview

• Develop Long-Term Account Strategies: Create and implement robust strategic account development plans focused on diversification and sustainable growth across existing and new accounts in the USA.
• Market Analysis: Continuously evaluate market trends, competitive landscape, and customer buying behaviors to refine account strategies and set measurable objectives.
• Executive Engagement: Cultivate and maintain high-level relationships with client executive leadership to elevate partnerships to an enterprise level, ensuring alignment with their strategic objectives.
• Client Advocacy: Serve as a champion for clients within Welo Data, ensuring that their goals and long-term strategies are prioritized and addressed through the entire sales cycle and beyond.
• New Business Initiatives: Identify opportunities for new lines of business and strategic offerings within named accounts. Pair closely with solutions and operations to identify key customer needs and scope the early shape of customer engagements.
• Cross-Solution Opportunities: Drive the integration of cross-functional solutions, ensuring that clients receive comprehensive service offerings that enhance their experience and drive value.
• Pipeline Oversight: Manage the end-to-end sales pipeline, including opportunity identification, qualification, and closing. Utilize Salesforce for centralized tracking and reporting to ensure visibility and accountability.
• Forecasting and Quota Management: Develop and maintain a rolling 12-month bookings forecast. Achieve and exceed established quotas for both existing and new bookings within assigned customer segments.
• Collaborative Strategy Development: Engage with cross-functional teams (e.g., Squad/Operations Leadership, Business Development Directors, Subject Matter Experts) to align on account strategies, address escalations, and optimize customer satisfaction.
• Mentorship and Guidance: Provide leadership and mentorship to the account management team, fostering a culture of excellence and continuous improvement.
• Contract Negotiations: Oversee the negotiation and management of key contracts (MSAs, SOWs), ensuring that agreements are accurate, up-to-date, centrally stored, and that renewal timelines are proactively managed. Contract terms need to be comprehensive and pursuant of mutual benefit, to protect the long term relationship between the account.
• Financial Oversight: Collaborate with the finance team to manage customer financials, ensuring profitability and adherence to budgetary constraints.
• KPI Development: Establish key performance indicators to measure the effectiveness of account strategies and relationship management efforts.
• Regular Reporting: Prepare and present regular updates to the executive team on account performance, strategic initiatives, and areas for improvement.

Requirements

• Education: Bachelor’s degree in Business Administration, Marketing, or related field; MBA preferred.
• Experience: 10+ years of experience in strategic account management, business development, or related fields, with a proven track record in executive-level client engagement and revenue growth within the AI industry.
• Skills: Exceptional leadership, negotiation, and analytical skills; ability to synthesize complex information and present it effectively to stakeholders at all levels.