Director of Business Development

Location: Cheshire, CT · Remote. In our office a few times a month, plus occasional event travel.

We’re looking for a relationship-driven Director of Business Development who can meet the right people, build trust, and turn that trust into paid engagements.

You’ll create opportunities through prospecting, our existing database, events, and professional communities, then lead the conversations that move qualified prospects into an initial paid engagement. You own that initial sale. You’ll introduce one of our coaches and make a thoughtful handoff so they can take the relationship forward. This is a role for someone who enjoys building relationships and knows how to move them toward a buying decision.

You won't start from zero. We have a database and community of people who read our content, tune in to our podcast and webinars, follow our work, attend our events, and engage with what we do.

About IMPACT

IMPACT helps businesses become the most recommended, trusted, and chosen company in their market with the Endless Customers System (formerly They Ask, You Answer). We coach companies to earn buyer trust through content, video, sales alignment, their website, and visibility in AI search, and we're also a HubSpot Diamond Partner. We offer additional services such as website redesign, HubSpot training, and paid media management.

We typically work with businesses in the range of $5-100m in revenue, often in the following industries: home services, manufacturing, retail, and professional services. Most of the time, it’s the business owner who is deciding whether or not to engage with our services, and sometimes it’s the head of marketing or sales.

Business owners like these are often very busy and hard to get in touch with, so success in this role requires someone who knows how to get in front of business leaders like these, earn their trust, and get them into a sales conversation.

Be the human in an automated world

Every business owner we want to reach is buried in AI-written prospecting emails and automated sequences. Most of it gets ignored and erodes trust.

We want an experienced relationship-based business developer. Someone who uses AI aggressively for everything behind the scenes,so they can spend more of their time being unmistakably human: a personal video instead of a template, a real conversation at an event, a follow-up that proves you listened, an introduction that helps someone even when there's nothing in it for us. You earn trust by showing up as a real person who cares and positions themselves as a guide.

What you'll do

• Create new business
• You’re a natural in the CRM and know how to work the database, re-engaging former clients, past prospects, and engaged/high-intent contacts. You know how to spot who needs to be reached out to and when.
• Run targeted, researched, personal outreach to the right people at the right time.
• Speak and network at events, associations, workshops and peer groups, and become a known, trusted name in the rooms our ideal customers are in.
• Find and join new associations and groups we’re not currently part of, but should be.
• Work our internal event (Endless Customers Live) and external events that we sponsor and have a booth at. You don't leave without quality calls booked.
• Build referral partnerships that create a steady flow of introductions.
• Nurture relationships over multiple conversations. Our coaching and agency services are highly considered, trust-based purchases.
• Appear on camera for video and podcast content as needed, because that's how we practice what we teach.
• Own the relationship through the initial sale
• Lead discovery conversations to understand each prospect’s business, challenges, goals, and fit.
• Explain the value of the initial paid engagement, address questions and objections, and close the sale.
• Nurture prospects who need more time while helping ready buyers move toward a decision.
• Work closely with our coaches to coordinate a clear handoff, including the prospect’s goals, relevant context, and commitments made.
• Keep HubSpot current with accurate lead sources, conversation notes, next steps, and deal status.
• Follow through on missed meetings and stalled conversations so no prospect is forgotten.
• Give every prospect a great experience with IMPACT, whether or not they buy.
• Who you'll work with You'll report to our Head of Sales & Marketing and work closely with sales and our coaches.

What success looks like

First 90 days: You learn our buyers, methodology, and initial offering, build a qualified pipeline, and take ownership of sales conversations with onboarding support.

Once ramped: You consistently create qualified opportunities and convert them into initial paid engagements, with clear, well-prepared handoffs to coaches.

Ongoing: You’re measured on qualified pipeline creation, initial paid engagements sold, conversion, and follow-through, not just activity or meetings booked. You become a trusted presence in the communities where our ideal customers spend time.

Requirements

• Hunger. If there are 100 people at an event, you talk to 99 of them. You create opportunities instead of waiting for them.
• Relationship-based selling experience. 5+ years selling trust-led, high consideration B2B purchases that take multiple conversations, not one-call transactions. People remember talking to you.
• Demonstrated closing experience. You’ve moved high-consideration B2B buyers from initial interest to a paid commitment. You can lead discovery, communicate value, handle objections, and ask for the sale without sacrificing trust.
• CRM self-sufficiency and pipeline discipline. You build your own lists, read engagement signals, and manage the pipeline so nothing falls through the cracks.
• AI-forward way of working. AI is already built into how you research, prep, follow up and stay organized, and you're always finding the next way to work faster. You also know what should and shouldn’t ever be automated.
• Strong pluses
• A network you can bring with you. Existing relationships with business owners and leaders, such as EOS, Vistage, YPO, EO, or similar peer communities, chambers, and industry associations that you can open doors with from day one.
• Comfortable on camera and speaking in front of a room.
• The basics
• Based in Connecticut, able to be in our Cheshire office a few times a month and travel occasionally for events (we have two internal events per year, and sponsor 3-4 external events per year).