Associate Director, Business Development

ABGi USA, Inc.; Houston (TX); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid work schedule

Houston Galleria office access

Competitive compensation

Comprehensive benefits

Professional development

Job summary

ABGi USA, a national leader in tax advisory and finance talent solutions, seeks an Associate Director, Business Development to drive revenue, lead a distributed sales team, and build strategic partnerships. You will own the sales lifecycle from prospecting to close, while shaping ABGi’s growth strategy across the U.S.

market. You will oversee pipeline forecasting, coach teammates, and coordinate with practice leaders to ensure multi‑service offerings meet client needs in a fast‑growing

Qualifications

• 5+ years of progressive sales experience with leadership responsibilities.
• Experience driving revenue growth through multi-service offerings.
• Proven ability to build and manage high‑performing sales teams.

Responsibilities

• Lead inside and outside sales efforts to build a robust pipeline and close high‑value opportunities.
• Develop and coach a distributed sales team to achieve revenue goals.
• Strategize partnerships, events, and conferences to expand market presence and ROI.
• Oversee forecasting, pipeline management, and performance analytics.

Skills

Sales leadership

Strategic prospecting

Account development

Team management

CRM proficiency

Education

Bachelor’s degree in Business or related field

Tools

Salesforce CRM

Job description

Join a Fast‑Growing Firm That's Redefining Tax Advisory and Finance Talent Solutions

ABGi USA, a Group SNEF company, is not your typical advisory firm. We are a national leader in specialized tax advisory and finance talent solutions, trusted by CPAs, accounting firms, and businesses of all sizes. As part of a global network spanning 15 countries, we combine deep local expertise with international reach, delivering innovative, impactful solutions that fuel business growth and operational excellence across industries.

At ABGi USA, we are redefining what it means to be a forward‑thinking advisory firm. Our teams are made up of seasoned professionals and emerging talent, working together to solve complex challenges, drive measurable results, and deliver exceptional value to our clients. We believe that our people are our greatest asset, and we are committed to fostering a supportive, engaging, and empowering culture where collaboration, creativity, and excellence thrive.

We prioritize employee development, growth, and well‑being, offering competitive compensation, robust benefits, and a flexible, modern work environment. Here, your expertise, insight, and contributions are recognized, valued, and amplified.

If you are a high‑energy, competitive sales professional manager who excels at strategic prospecting, engaging senior decision‑makers, developing new accounts, and building measurable pipeline, ABGi USA is the place for you.

About the Role

As Associate Director, Business Development, you will provide strategic leadership for the growth, performance, and continued development of ABGi USA’s sales organization. This highly visible player‑coach role combines commercial leadership, direct revenue ownership, and team development across inside sales and pipeline development, outside sales and new business development, and conference and strategic partnership channels.

You will establish and execute the sales strategy, cultivate high‑value partnerships, expand ABGi’s market presence, and develop a disciplined, high‑performing team. In addition to leading the organization’s sales efforts, you will maintain direct ownership of select strategic opportunities - from prospecting and consultation through negotiation and close.

Approximately 80% of the role will focus on sales leadership, team development, performance management, pipeline oversight, forecasting, and organizational development, with approximately 20% focused on direct sales execution, including strategic client opportunities, partnerships, industry events, and complex opportunity development.

Primary Responsibility: Lead Salesperson (Direct Revenue Ownership)

In this capacity, you function as a market‑facing revenue driver responsible for building a pipeline, closing business, and representing the company externally.

• Own lead generation efforts, including building and maintaining a strong personal pipeline through outbound activity, onsite visits, referrals, CPA relationships, and strategic alliances.
• Act as a primary revenue generator by sourcing, consulting, and closing new business across multiple service offerings - not limited to a single solution or product line.
• Represent the company at conferences, industry events, webinars, and association meetings, leading presentations and converting engagement into qualified pipeline and closed business.
• Demonstrate measurable ROI through consistent deal closure, revenue contribution, and expansion of new client relationships.
• Sell across a broad portfolio of services, effectively packaging and positioning multiple solutions to meet complex client needs.
• Engage directly with business owners, CPA partners, and all levels of management to identify opportunities and deliver tailored solutions.
• Lead full‑cycle sales efforts, including discovery, solution development, proposal creation, negotiation, and closing.
• Maintain a strong pulse on market trends, buyer behavior, and competitive activity, adjusting sales strategy to stay ahead of industry shifts.
• Demonstrate sustained sales growth performance in a fast‑paced, high‑growth environment, consistently outperforming market expectations.
• Build a visible presence in the market through networking, conferences, and ongoing engagement with key industry stakeholders.
• Drive urgency and discipline in the sales cycle to ensure consistent pipeline velocity and conversion performance.
• Meet and exceed KPIs and sales targets throughout the year.

Primary Responsibility: Team Management & Performance Oversight

In this capacity, you will directly manage an average of five employees within a distributed sales team and ensure consistent performance.

• Provide leadership and performance oversight across inside sales and pipeline development, outside sales and new business development, and conference and strategic partnership channels, ensuring each function operates with clear accountability while working together to drive qualified pipeline and revenue.
• Establish and reinforce clear opportunity ownership, qualification, handoff, and collaboration standards across sales channels to ensure opportunities are assigned and advanced based on source, client need, strategic fit, and business priorities.
• Monitor pipeline‑generation activity, qualification quality, opportunity handoffs, conversion, sales‑cycle progression, forecasting accuracy, and closed revenue across the Business Development team.
• Provide strategic oversight of conference, event, referral, and partnership investments, ensuring activities are aligned with sales priorities, target markets, pipeline objectives, revenue expectations, and measurable ROI.
• Coach team members across prospecting, qualification, executive engagement, relationship development, territory management, opportunity progression, negotiation, and closing, tailoring development to the responsibilities of each sales role.
• Manage, develop, and drive performance of the sales team to achieve individual and collective revenue goals.
• Establish clear expectations, accountability structures, and performance standards across pipeline development, conversion rates, and revenue attainment.
• Oversee pipeline forecasting, reporting, and performance analytics to ensure accuracy and visibility at all levels of the business.
• Drive consistency in sales execution, tools, messaging, and client engagement across the team.
• Ensure the team is aligned with market trends and equipped to position multi‑service offerings effectively in competitive environments.
• Identify performance gaps and implement targeted actions to improve individual and team results.
• Collaborate with Marketing to align campaigns, events, and conference strategies with revenue objectives.
• Partner with Practice Leaders and executive management to align sales activity with service offerings and growth priorities.
• Foster a performance‑driven environment focused on measurable outcomes, activity discipline, and revenue accountability.
• Translate market insights into actionable direction for the team to improve conversion and pipeline quality.

The Ideal Candidate

The ideal candidate is a commercially driven, strategic sales leader who combines executive presence with a hands‑on approach to revenue generation. This individual will consistently meet or exceed departmental sales goals while creating a culture of accountability in which every team member is expected and supported to achieve the same standard.

They will bring the judgment, discipline, and leadership required to translate growth objectives into measurable results. Equally comfortable coaching a distributed sales team and leading complex client conversations, the successful candidate will set clear expectations, monitor performance, address gaps decisively, and inspire sustained execution.

The ideal candidate will:

• Consistently meet or exceed individual and departmental revenue goals.
• Hold team members accountable for pipeline activity, conversion, forecasting accuracy, and sales attainment.
• Establish clear performance expectations and reinforce them through regular coaching, data‑driven reviews, and targeted development plans.
• Lead by example through active market engagement, strategic relationship building, and direct participation in high‑value opportunities.
• Balance short‑term revenue delivery with long‑term team development and market expansion.
• Communicate with credibility and influence across clients, partners, senior leadership, and cross‑functional teams.
• Foster a high‑performance culture grounded in ownership, collaboration, urgency, and measurable results.

Are We a Match? (Basic Qualifications)

• 5+ years of progressive sales experience, with at least 3 years in a management role - preferably in consulting, tax advisory, or professional services.
• Proven track record of both individual revenue generation and managing teams to exceed sales targets.
• Demonstrated success in lead generation, conference selling, and converting presentations into closed revenue.
• Experience selling multiple service offerings and building customized solutions across a diverse portfolio.
• Strong business acumen with the ability to engage CPA firms, finance leaders, HR executives, and C‑level stakeholders.
• Demonstrated ability to operate in fast‑paced, high‑growth environments with sustained year‑over‑year sales growth.
• Strong understanding of pipeline management, sales metrics, and conversion drivers with a data‑driven approach to performance improvement.
• Proficiency with CRM systems (Salesforce preferred), sales outreach tools, and analytics platforms.
• Excellent communication, negotiation, and relationship‑building skills.
• Bachelor’s degree required; MBA or equivalent management experience preferred.

Preferred Experience & Attributes

• Experience selling into financial‑focused firms, industry‑specific associations, or mid‑market to enterprise organizations.
• Knowledge of tax incentive programs (R&D tax credits, 179D, cost segregation, energy incentives) and/or talent solutions.
• Established network within the accounting, finance, or consulting ecosystem.
• Experience scaling and managing a nationally distributed sales organization.

What You’ll Gain in Experience

• Strategic ownership of ABGi’s U.S. sales expansion, partner ecosystem development, and client acquisition engine, with direct impact on national growth performance.
• High visibility with and access to senior leadership across the U.S., Canada, and Europe, with exposure to cross‑market strategy and decision‑making.
• A performance‑driven environment where results directly influence earning potential and advancement, supported by a strong, competitive compensation structure.
• Opportunity to manage and develop a high‑potential sales team with a strong existing foundation and significant growth runway.
• Direct involvement in shaping pricing strategy, service packaging, and go‑to‑market innovation across a multi‑service platform.
• Influence over market expansion strategy, including how new services are positioned, sold, and scaled across the U.S. market.

Benefits & Work Environment

• Hybrid Work Schedule: 3 days in‑office (Galleria area), 2 days remote for flexibility and work‑life balance.
• Convenient Location: Modern office in Houston’s Galleria district with paid garage parking covered by the company.
• Professional Growth: Learn directly from industry‑leading experts and senior tax professionals through interactive team collaboration and hands‑on client exposure.
• Comprehensive Benefits Package: Competitive medical, dental, and vision insurance coverage.
• Paid time off, holidays, and additional incentive programs.
• Continuing education and professional development opportunities.
• Engaged Culture: Collaborative, inclusive, and innovation‑driven environment where ideas and teamwork fuel success.