Director, Business Development

Pitney Bowes; Pennsylvania; On-site; USD 120,000 - 170,000; Full time

Job summary

Pitney Bowes is seeking a strategic sales leader to drive revenue growth across national strategic accounts, balancing retention, account expansion, and business development. You will build executive-level relationships and develop value-based solutions for complex B2B opportunities.

You will lead a team of sales professionals, create territory strategies, and partner cross-functionally to deliver growth initiatives that strengthen revenue performance and long-term customer value.

Qualifications

• 8+ years of B2B sales experience, including at least 3 years in a sales leadership role.
• Proven success growing strategic accounts and revenue through retention, expansion, and development.
• Experience executing territory and account growth strategies with measurable results.
• Strong consultative and solution-based selling skills.
• Experience leading and developing sales professionals.
• Ability to engage executive-level decision-makers and manage complex relationships.
• Proficiency with Salesforce or similar CRM platforms, including pipeline management and forecasting.
• Strong communication, negotiation, analytical and relationship-building skills.

Responsibilities

• Drive revenue growth through retention, expansion, cross-sell across national strategic accounts.
• Identify growth opportunities within existing accounts and adjacent markets.
• Build executive-level relationships across customer organizations.
• Lead consultative engagements with senior decision-makers and develop value-based solutions.
• Manage renewals and negotiations balancing customer value and profitability.
• Develop national territory and account strategies aligned to revenue and growth.
• Maintain a healthy pipeline and CRM discipline with forecasting accuracy.
• Collaborate with leadership and Marketing on growth initiatives.

Skills

B2B sales

Sales leadership

Strategic accounts

Executive engagement

CRM software

Forecasting

Negotiation

Team leadership

Tools

Salesforce

Job description

We're hiring at Pitney Bowes, where top talent builds meaningful careers and lasting impact. We Move fast, Deliver excellence, and Win together...that's The Pitney Bowes way. Here, how we work matters just as much as what we achieve.

• Act with urgency, accountability, and purpose


• Deliver high quality work with consistency and pride


• Collaborate effectively and elevate those around them


• Focus on outcomes that drive impact and growth

Job Description

You are a strategic sales leader responsible for driving revenue growth across a portfolio of national strategic accounts while identifying opportunities for expansion in existing and adjacent markets. You balance customer retention, account growth, and targeted business development efforts to deliver sustainable business results. Leveraging a consultative approach, you build trusted relationships with executive decision-makers and develop solutions that align with customer and business objectives.

You also lead and develop a team of sales professionals, create territory strategies, and partner cross-functionally to execute growth initiatives that strengthen both revenue performance and long-term customer value. Whether your experience comes from shipping, logistics, technology, business services, or another complex B2B environment, you bring a proven ability to grow customer relationships, develop high-performing teams, and drive revenue results.

You Will

Strategic Account Growth & Business Development

• Drive revenue growth through customer retention, account expansion, cross-sell, and upsell opportunities across a portfolio of national strategic accounts.


• Identify and pursue targeted growth opportunities within existing accounts and adjacent market segments.


• Build executive-level relationships across customer organizations, including operations, finance, procurement, and IT stakeholders.


• Lead consultative sales engagements with senior decision-makers and develop value-based solutions aligned to customer goals.


• Manage contract renewals and negotiations while balancing customer value and business profitability.

Territory Strategy & Planning

• Develop and execute national territory and account strategies aligned to revenue and growth objectives.


• Build and maintain a healthy pipeline while ensuring forecasting accuracy and CRM discipline.


• Analyze market trends, competitive activity, and customer needs to identify new growth opportunities and refine sales strategy.


• Partner with senior leadership and Marketing on growth initiatives, demand generation efforts, and strategic planning.

Team Leadership & Development

• Lead, coach, and develop a team of sales account managers across a national territory.


• Establish clear performance expectations and drive accountability through regular coaching, performance reviews, and business discussions.


• Recruit, onboard, and develop top sales talent while fostering a collaborative, customer-focused culture.

Reporting & Business Management

• Monitor business performance through key metrics, pipeline reviews, and revenue reporting.


• Deliver regular business reviews that provide visibility into risks, opportunities, and growth trends.

You Bring

Required

• 8+ years of B2B sales experience, including at least 3 years in a sales leadership role.


• Proven success growing strategic accounts and delivering revenue growth through customer retention, account expansion, and business development.


• Experience developing and executing territory and account growth strategies with measurable results.


• Strong consultative and solution-based selling skills.


• Experience leading, coaching, and developing sales professionals.


• Proven ability to engage executive-level decision-makers and manage complex customer relationships.


• Proficiency with Salesforce or similar CRM platforms, including pipeline management, forecasting, and performance reporting.


• Strong communication, negotiation, analytical, and relationship-building skills.

Preferred

• Experience in shipping, mailing, logistics, parcel technology, document management, or other consultative B2B industries with complex sales cycles and strategic account management responsibilities.


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