Business Development Director – Channel & Engagement Technology

Role Overview

• Own and develop a defined portfolio of target prospects across North America, with clear accountability for pipeline creation, opportunity progression, proposal quality, and new-logo conversion for channel and engagement technology solutions.
• Act as the commercial lead for named prospects, building trusted relationships with stakeholders across sales, channel, partner management, HR, employee engagement, marketing, customer engagement, operations, finance, procurement, and digital teams.
• Develop and lead robust opportunity plans covering client priorities, use case definition, stakeholder mapping, competitive positioning, commercial strategy, pilot structure, proposal approach, negotiation path, and close plan.
• Drive disciplined new-business performance across the region, with clear accountability for qualified pipeline, forecast accuracy, commercial progression, and closed-won outcomes.
• Lead discovery sessions, buyer meetings, solution discussions, proposal reviews, and commercial negotiations with prospects, ensuring CORA Loyalty is positioned as a credible partner in employee, channel, partner, and B2B engagement technology.
• Lead with the right use case for the right opportunity, whether employee rewards, channel incentives, partner engagement, dealer or distributor incentives, sales-performance programmes, or a managed-services-led entry point.
• Partner closely with product, delivery, client services, analytics, support, finance, and leadership teams to ensure opportunities are shaped credibly, solutions are commercially sound, and commitments are aligned with operational reality.
• Identify and convert selected partner-supported or introduction-led opportunities, including those surfaced through existing relationships, channel specialists, alliances, and client referrals, without losing focus on the core North American new-business development mandate.
• Dedicate a portion of role focus to market-building activity, including target-sector development, strategic introductions, partner support, use-case refinement, and the creation of repeatable North American sales assets and commercial discipline.
• Help shape how CORA Loyalty approaches the North American market for channel and engagement technology, including target-account selection, qualification discipline, proposal standards, forecast rigour, and business development process maturity.
• Support commercial negotiations, proposal development, pricing discussions, contract strategy, and close planning in conjunction with leadership and relevant functional teams.
• Maintain strong CRM discipline, ensuring every live opportunity is clearly documented with owner, stage, next step, commercial value, expected timing, and rationale for stage movement.
• Work closely with Client Services and implementation teams to ensure a clean and credible handoff from close into onboarding and mobilisation, without blurring accountability for post-live account leadership.
• Represent market feedback internally, helping refine proposition, packaging, proof points, pricing logic, and go-to-market priorities based on what is landing with North American buyers.

Requirements

• 7 to 10+ years of experience in business development, commercial growth, consulting, or related roles within loyalty, rewards, incentives, HR technology, employee engagement, SaaS, MarTech, payments, commerce, or adjacent technology-enabled services.
• Strong experience originating, progressing, and closing new-business opportunities involving multi-stakeholder buying groups, ideally across both the United States and Canada or in one market with meaningful exposure to the other.
• Demonstrated ability to sell or shape solutions for employee engagement, channel incentives, partner engagement, sales-performance, B2B rewards, or similar use cases.
• Experience engaging credibly with senior decision-makers and functional buyers, with the judgement and presence to lead commercially important conversations.
• Demonstrated ability to lead opportunity strategy while co-ordinating product, delivery, finance, legal, support, and leadership teams in a matrixed environment.
• Experience working with commercial structures including MSAs, SOWs, pilots, pricing discussions, procurement processes, security review, and contract negotiations.
• Exposure to partner, reseller, channel, or alliance-led growth models, with the judgement to know when those routes accelerate growth and when they merely create noise.
• High commercial acumen, strong written and verbal communication, and the executive presence to operate effectively in a demanding North American market.
• Ability to operate with autonomy, structure ambiguity, and maintain clear priorities across a broad territory and a relatively lean organisation.
• Strong command of CRM, pipeline discipline, forecasting, and pipeline reporting.
• Willingness and ability to travel across the United States and Canada as required.

Benefits

• Health insurance
• 401(k) matching
• Flexible working hours
• Paid time off
• Remote work options