Senior Director of Business Development

Senior Director of Business Development

At Fullbay, our mission is simple — to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation— for our teams and our customers.

The Senior Director of Business Development will build and lead the engine that helps fill our pipeline. You'll command both sides of the top of the funnel: a high-velocity inbound motion built for speed-to-lead and speed-to-demo, and a disciplined outbound motion built on smart targeting, sharp messaging, and relentless execution. You won't just hit pipeline targets — you'll design the playbook, coach the team, and create the metrics-driven culture that lets Fullbay accelerate into new segments and larger deals.

The Right Wrench for the Job

In a heavy-duty shop, the best service writers don't wait for leads to walk through the door — they're already on the phone, working the relationship, and filling the bay before the last truck pulls out. That's the energy this role demands.

You're the right fit if you can design the system in the morning, coach a BDR through a tough cold call in the afternoon, and pull up the conversion data before end of day to figure out what to fix tomorrow. You don't just manage a pipeline — you build the engine that fills it.

This isn't the role for someone who inherits a polished playbook and runs it. If you need the ICP locked down, the sequences already built, and the team fully ramped before you feel comfortable — this isn't your shop. But if you're the one who writes the playbook, coaches to it relentlessly, and holds the team accountable to metrics that actually move deals forward — we'd like to talk.

Primary Duties & Responsibilities:

- Own the outbound engine: Define and drive the strategy, execution, and continuous improvement of outbound pipeline generation.

- Exceed pipeline targets: Consistently deliver strong SQL, meeting, and conversion performance with high-quality output.

- Sharpen outbound execution: Review cold calls, emails, and cadences to refine talk tracks, personalization, sequencing, and objection handling.

- Improve conversion: Identify funnel gaps, diagnose root causes, and implement changes that increase meeting quality and downstream pipeline conversion.

- Competitive positioning: Train the team to position Fullbay’s integrated ecosystem as the modern, efficient, high-value alternative in the market.

- Forecasting & reporting: Own pipeline forecasting and deliver clear, data-backed insights to Sales leadership.

- Territory and ICP alignment: Collaborate across Sales, Marketing, and Rev Ops to refine ICP, prioritize accounts, and optimize outbound coverage.

- Experiment & scale: Test new messaging, channels, and tactics. Operationalize what works; eliminate what doesn’t.

- Develop elite outbound talent: Coach and mentor BDRs across call execution, active listening, objection handling, and qualification discipline.

- Build a performance culture: Create a metrics-driven environment grounded in accountability, consistency, and continuous improvement.

- Operational excellence: Implement scalable onboarding, coaching frameworks, and performance management systems that support rapid growth.

- Cross-functional alignment: Partner closely with Enablement and Marketing to ensure outbound campaigns and plays land with precision.

- Data-driven management: Use Salesforce, Outreach, and analytics tools to inspect activity, monitor conversion trends, and drive targeted coaching.

- Win the speed game: Own speed-to-lead and speed-to-demo. Build routing, SLAs, and cadences that get a rep in front of a qualified inbound lead before competitors do — because slow follow-up loses deals.

- Qualify with discipline: Set and enforce consistent qualification criteria (entrance/exit) for inbound MQLs so only real, sales-ready opportunities reach AEs, and disqualified leads are recycled cleanly.

- Inbound conversion: Diagnose and fix drop-off between lead, meeting, and demo. Improve MQL→meeting and meeting → demo conversion through better routing, follow-up discipline, and rep coaching.

Minimum Education & Work Experience:

- 5+ years in Sales Development, Business Development, or outbound sales leadership

- Proven track record of leading high-performing teams that exceed outbound pipeline targets.

- Ability to work in a fast-paced SaaS environment.

Key Skills and Qualifications:

- Deep expertise in outbound motions—cold calling, sequencing, messaging, objection handling, and multi-channel outreach.

- Demonstrated ability to build, coach, and scale high-output teams that operate with urgency and discipline.

- A data-first mindset with strong forecasting, operational rigor, and process-management skills.

- Exceptional communication and leadership presence—you set clear expectations, rally teams, and drive results

- Strong experience with CRMs and sales engagement tools (Salesforce, Outreach, Salesloft, Chilipiper, or similar), including building and optimizing cadences.

- Proficient in MS Office (Excel, Word, PowerPoint) and comfortable with web-based technologies.

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

- Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.

- Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.

- Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.

- Noise level in the work environment is usually moderate.

- Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.