Build and personally manage a pipeline of high-value B2B partner opportunities across all channel models
Personally lead senior prospect relationships and complex deal negotiations
Develop and refine a structured business to business sales process from initial outreach through close
Partner with the Business Leaders and Product Manager to ensure the right product mix, benefit structure, and pricing is available and competitive for each opportunity
Coordinate with the F&I sales arm on product incorporation into third-party dealership programs
Track and report pipeline health, conversion rates, deal velocity, and new partner revenue on a weekly basis
Lead, coach, and develop a team of an Account Executive, Partner Account Manager, and SDR
Oversee the Partner Account Manager function
Develop and maintain a commercial framework for each partner channel model
Identify and prioritize new market segments, verticals, and partner categories

6+ years of B2B sales or business development experience
at least 2 years in a leadership or player-coach capacity
Demonstrated track record of building and closing complex, multi-stakeholder B2B partnerships
experience with deals that involve custom product structures, pricing negotiation, and long sales cycles
Experience in protection products, warranty, insurance-adjacent offerings, membership programs, or a directly comparable industry preferred
Familiarity with F&I product structures and dealer channel dynamics a strong plus
Strong people leadership instincts
Analytically capable
Excellent verbal and written communication
Proficient in CRM platforms (HubSpot preferred)
Self-starter and builder

Business Development Director

Key skills