[Remote] Senior Director of Business Development

Note: The job is a remote job and is open to candidates in USA. Acolad is the global leader in content and language solutions, supporting companies in scaling across markets through technology and localization expertise. The Senior Director of Business Development will drive new business development from the acquisition of New Logo customers and participate in defining and executing the commercial strategy under the direction of the VP of Sales.

Responsibilities

• Discovers, evaluates, and pursues new business opportunities within target industries and customer groups with a focus on strategic, global and enterprise level opportunities
• Screens potential business deals by analyzing market strategies, deal requirements, and financials
• Identifies trendsetter ideas by researching industry and related events, publications, and announcements
• Collaborates with senior decision makers to develop negotiation strategies in line with customers’ needs and goals by evaluating ways to integrate new opportunities with company strategies and operations while evaluating potential risks
• Sells products by developing relationships with prospects and recommending solutions
• Closes new business deals by aligning requirements with solutions; developing and negotiating contracts with decision makers (procurement and/or business); and integrating contract requirements with business operations
• Leads the strategic development and execution of won and/or assigned new and ramping accounts
• Builds market position by locating, developing, defining, and building business relationships through industry networking, participation in industry events, and any other required public engagement
• Develops a deep understanding of prospects’ business goals, competition, growth plans and obstacles
• Positions all Acolad solutions & services with help from product specialists
• Implements sales & pipeline building market strategies
• Responsible for the full sales cycle, from lead generation/following up a lead until closing the deal and setting an account on a path to reach its full potential
• Manages an on-going pipeline of revenue and activity
• Assists with RFP/Tender/Proposal
• Proactively develops sales skills and market/business knowledge, applies best practice techniques and tools to maximise performance, and shares this with Business Development team colleagues
• Achieves budgets, targets, activity levels, as agreed with the General Manager and Head of Sales
• Provides detailed and accurate sales forecasting/budgeting for personal new business pipeline
• Supports business growth and achievement of Revenue objectives
• Continuously refines the strategy to focus on growth and acquisition of new clients
• Masters the ACOLAD service and solutions portfolio and supports team on business case and positioning of complex combinations of services and technologies
• Monitors customers, market and competitor activity and identifies emerging markets and market shifts
• Complies with sales process and training and maintains eCRM data quality
• Partners with the Business Development team for business excellence
• Builds tight connections with the BD team and Heads of Sales to share best practices and accelerate the growth of the entity

Skills

• 8–12+ years in business development, enterprise sales, or strategic partnerships, with at least 3–5 years leading large, complex sales cycles
• Experience selling solutions/services in B2B environments (enterprise preferred), with exposure to C-level stakeholder engagement
• Demonstrated success in new logo acquisition and expansion revenue, supported by strong forecasting and pipeline rigor
• Proven ability to consistently meet or exceed sales goals in complex, competitive environments, with a track record of quota attainment
• Expertise in prospecting and pipeline generation, including outbound strategy, account targeting, and converting leads into qualified opportunities
• Strong pipeline management discipline, with the ability to build, forecast, and report on pipeline health, stage progression, and conversion metrics
• Demonstrated experience managing and closing large, complex deals (multi-stakeholder, long-cycle), including contract structure, approvals, and risk management
• Advanced negotiation skills, capable of balancing customer value with business outcomes to achieve favorable commercial terms
• Sales planning capability, including territory/account plans, quarterly growth strategy, and prioritization to drive predictable results
• Ability to sell to customer needs by identifying pain points, mapping solutions to outcomes, and tailoring messaging to different audiences (technical, operational, executive)
• Customer requirements analysis proficiency, including discovery, stakeholder mapping, and translating requirements into solution scope and success criteria
• Strong presentation, proposal, and business case writing skills, including executive-level storytelling, ROI justification, and clear commercial proposals
• Market knowledge and competitive awareness, with the ability to position differentiated value based on customer trends, industry dynamics, and competitor movements
• High-impact networking and relationship-building skills, including developing partnerships and leveraging internal/external networks to expand opportunities
• Experience developing budgets and commercial plans, including revenue targets, investment assumptions, and resource forecasting
• Analytical mindset, using data to optimize pipeline coverage, win rates, deal velocity, and customer acquisition cost
• Comfort operating in ambiguity, building strategy while also driving hands-on execution

Benefits

• Medical, Dental, Vision, Life Insurance, Short-Term Disability, Health Savings and Flexible Spending Account options.
• Many other voluntary options to choose from: Voluntary Life Insurance, Long-Term Disability, Buy-Up Short-Term Disability, Identity Theft, Legal Insurance and Critical Illness Insurance.
• 401(k) plan with 50% match on 12% employee contribution - providing an employer contribution of up to 6%.
• Starting with 15 days of paid time off annually, with ability to move to 28 days within five years of tenure.
• Nine paid holidays per year.

Company Overview