Director, Business Development

Foundant Technologies; Toronto; On-site; CAD 90,000 - 130,000; Full time

Job summary

A leading company in the software solutions sector seeks a Director of Business Development to lead their team in driving sales growth through strategic outreach and effective management. The role involves engaging with prospects, managing a team, and collaborating with various departments to ensure success. This position offers a dynamic work environment with opportunities for professional development and impact-driven work.

Benefits

Flexible PTO

Tuition Reimbursement

Lifestyle Reimbursements

Mindfulness Initiatives

Fitness Initiatives

Qualifications

• 5+ years in sales pipeline growth through lead generation.
• 3-5 years in a management or team lead capacity.
• Experience with Account Based Marketing programs.

Responsibilities

• Drive pipeline growth by engaging with prospects and presenting value propositions.
• Manage and scale the Business Development team and strategies.
• Collaborate with Marketing and Sales leadership for pipeline coverage.

Skills

Leadership

Communication

Strategic Thinking

Organizational Skills

Competitive Drive

Job description

At SmartSimple and Foundant Technologies, we empower mission-driven organizations to manage their data, workflows, and impact with our comprehensive software solutions. From grant management and community foundations to process automation and data collaboration, our combined expertise supports a diverse range of organizations - from nonprofits and charitable entities to corporations and governments.

With the recent merger of SmartSimple and Foundant Technologies, we’ve created a powerhouse of solutions designed to meet the unique needs of organizations striving to make a difference. Together, we’re setting new standards in innovation, flexibility, and impact management by helping organizations achieve their missions more efficiently and effectively.

Where You’ll Work:

• With headquarters in Bozeman, Montana (Foundant), Toronto, Canada (SmartSimple), and our EMEA office in Dublin, Ireland, you’ll be part of a globally connected team. Whether you’re working remotely or from one of our office locations, you’ll be contributing to a vibrant, collaborative culture focused on driving meaningful impact across the world.
• We believe in offering flexibility while maintaining the benefits of in-person collaboration. For team members located near one of our office hubs, we expect regular in-office presence a few days each week to foster connection, collaboration, and team culture. Our global network is supported by both physical spaces and virtual tools, creating a dynamic environment where innovation and growth thrive.

What You’ll Do:

The Director of Business Development plays a player-coach role in driving pipeline growth by engaging with prospects to uncover their needs and organizational objectives. This involves effectively presenting Foundant and SmartSimple’s value propositions, and instilling confidence in their offerings. As a manager of the Business Development team, this role will also lead and scale our Business Development team and strategies.

Through strategic outreach, the Director of Business Development, along with their team, identifies and qualifies potential clients, guiding them through the sales process with professionalism and precision. This includes managing both inbound inquiries promptly and executing proactive outbound efforts to create meaningful connections and drive new business opportunities.

The Directorworks closely with the sales team to ensure a seamless transition of qualified leads, providing detailed discovery insights and actionable information. By addressing prospect challenges with tailored solutions, the role demonstrates how Foundant and SmartSimple’s offerings meet specific needs.

The ideal candidate will be responsible for developing strategic plans, coaching and mentoring team members, and driving the execution of outreach efforts to identify and qualify leads. They will play a key role in building and modifying a BDR playbook for the organization.

Combining technical knowledge with compelling communication, the Director of Business Development builds strong relationships and facilitates potential deals. This role thrives at the intersection of prospect engagement and business strategy, laying the foundation for successful partnerships and sustained sales growth.

GENERAL RESPONSIBILITIES:

• Collaborate with Marketing and Sales leadership to ensure the business has the required pipeline coverage to drive growth.
• Hire, train, and manage a high-performing BDR team.
• Provide ongoing coaching, performance feedback, and career development support for BDRs.
• Foster a culture of collaboration, accountability, and continuous improvement for the BDR team.
• Responsible for defining and iterating on the BDR sales playbook to ensure messaging and targeting strategies are inline with organizational objectives.
• Set clear KPIs and quotas for the BDR team, ensuring alignment with company goals.
• Analyze performance metrics to track team success and identify areas for improvement.
• Develop and maintain regular and accurate reporting on team performance to senior leaders.
• Develop and maintain a clear knowledge of the key differentiators of all Foundant and SmartSimple products through ongoing training and skill development.
• Stay updated on industry trends, competitive offerings, and business development best practices.
• Attend and contribute to team meetings by sharing insights into lead quality, quantity, and campaign performance.
• Maintain a robust pipeline through self-generated outbound efforts and campaigns, and by systematically following up on sales-generated and marketing-qualified leads.
• Maintain accurate and up-to-date data in the CRM platform (Salesforce) to support efficient sales operations.

INBOUND RESPONSIBILITIES:

• Manage Foundant’s pre-sales pipeline by handling inbound and outbound calls, email communication, and scheduling virtual system presentations throughout the qualifying cycle.
• Participate in weekly forecast meetings, providing valuable insights into lead quality, quantity, and pipeline progress to the sales team.
• Ensure timely follow-up on all lead-generating activities, including events and conferences, to maximize conversion potential.
• Collaborate with the marketing team to enhance the effectiveness of demand generation efforts by providing input and feedback on campaigns and activities.

OUTBOUND RESPONSIBILITIES:

• Collaborate with cross-functional teams to design targeted, comprehensive lead generation campaigns by contributing to segment and persona research, messaging strategies, engagement tactics, and timelines.
• Execute outbound prospecting activities, including research, strategic calling, and social networking, to support campaign goals.
• Partner with sales teams to prioritize and prospect into strategic target account lists within assigned territories.
• Research and expand existing and new accounts by identifying and adding key contacts and relevant information.
• Conduct consultative discovery conversations with senior executives at prospect accounts to understand their needs and challenges.
• Lead initial sales and discovery calls with prospects to present company value, assess fit, and advance qualified leads into the sales pipeline.
• Provide sales representatives with detailed insights and findings from discovery calls to ensure smooth lead handoff and optimize sales outcomes.
• Contribute to the development of a comprehensive BDR playbook by documenting best practices, refining strategies, and supporting initiatives to enhance the BDR program at Foundant and SmartSimple.

What You’ll Need:

• 5+ years’ experience in growing a sales pipeline through both outbound and inbound lead generation and nurturing efforts
• Minimum of 3-5 years in a management or team lead capacity
• Demonstrated experience partnering with Marketing on inbound lead qualification including Account Based Marketing programs
• Experience building and developing a world class business development tech stack
• Applied thoughtful and targeted outbound strategies and methods (beyond cold calling) to generate leads
• A passion for technology and the ability to speak knowledgeably about data and software
• Strong oral and written communication skills and the ability to quickly build rapport with all types of people
• An entrepreneurial and tenacious spirit - you “roll up your sleeves” and are always looking for new ways to achieve greater levels of success; you don't fear rejection
• Exceptional listening and probing skills that allow you to quickly assess needs and fit
• A strong competitive drive and a team player attitude - you collaborate to win
• Strong organizational and time management skills and appreciates the importance of disciplined activity management and measurement
• Interest in career progression and joining an organization poised for growth

What You’ll Bring to our Team Dynamics:

Leadership Competency Model

Strategic Thinking:

• Holds BDR team accountable for developing and achieving individual SMART goals and KPI targets.
• Provides effective guidance to the team by adjusting to goals and develops gap plans and strategies to ensure success.

Performance Advancement:

• Ensures that the BDR team provides clear and effective communication in prospecting activities and discovery calls.
• Encourages team members to identify and advocate for innovations and continuous improvements that could lead to new business opportunities.

Decision-Making:

• Provides evidence-based input on people decisions concerning the BDR team and effectively communicates those decisions to them.
• Clearly communicates and promptly executes on companywide and functional decisions effecting the sales team.

Collaboration and Learning:

• Supports direct reports in building and nurturing strong relationships with colleagues across Foundant to increase cross-functional coordination and cohesion.
• Cultivates a growth mindset among the BDR team, encouraging reflection and continuous learning from their job to potential growth opportunities within the sales team.

Change Management:

• Assists the team in understanding and embracing functional changes and addressing concerns effectively.
• Practices active listening and emotional intelligence.

Staff Development:

• Supports the BDR team in setting and achieving job and career development goals within the organization.
• Advocates for recognition and retention of top performers, while promptly addressing underperformance through supportive management practices.

Why You’ll Love Working at SmartSimple + Foundant:

• At the heart of everything we do is a commitment to innovation and making a positive impact. Whether you’re working on projects that empower not-for-profits, community foundations, or corporations, your contributions will help drive real-world change.
• We offer competitive salary and benefits, including tuition, and lifestyle reimbursements, and bespoke mindfulness and fitness initiatives.
• With our Flexible PTO policy, you’ll have the freedom to manage your time in a way that supports your personal well-being and professional success.
• We’re committed to your professional and personal development. With our merger, you'll have the chance to collaborate across teams at both SmartSimple and Foundant, giving you exposure to diverse ideas, expertise, and projects that span multiple industries.
• As part of a larger organization, you’ll have even more opportunities to grow your career. Whether it’s exploring new roles, leadership opportunities, or shifting to a different department, we support internal mobility to help you achieve your career goals
• You’ll enjoy autonomy and responsibility, empowering you to approach your work creatively and independently, fostering innovation and independent thought.
• Employee recognition is a core part of our culture. When you do a great job, we make sure everyone knows about it!

SmartSimple and Foundant are equal opportunity employers, committed to building a diverse workforce that represents the communities we serve. We welcome and encourage applications from all qualified candidates, and will consider all applicants without regard to race, color, citizenship, religion, sex, marital/family status, sexual orientation, gender identity, Indigenous status, age, disability, or individuals who may require accommodation.

In accordance with the Ontario Human Rights Code, the Accessibility for Ontarians with Disabilities Act (AODA), and other applicable legislation, SmartSimple and Foundant are also committed to providing accommodations throughout the interview and employment process. Accommodations are available upon request for candidates participating in all aspects of the selection process. If you have accessibility requirements during the recruitment process and require accommodation, please contact [e-mail].