Director, Business Development – Middle Market Tele Acquisition

Jobtailor; Phoenix (AZ); On-site; USD 180,000 - 240,000; Full time

Job summary

American Express in the United States seeks a senior sales leader to own Middle Market acquisition performance, lead a high-caliber team of MBDs, and drive disciplined execution across the sales lifecycle.

The role requires 7+ years in complex B2B or financial services sales with progressive leadership; strong consultative selling and executive engagement capabilities are essential. This position offers strategic impact and opportunities to scale profitable client solutions.

Qualifications

• 7+ years of success in complex B2B, commercial, or financial services sales with progressive leadership responsibility.
• Proven experience leading and scaling high-performing sales teams.
• Expertise in consultative, multi-stakeholder selling with executive-level influence.
• Strong background in payments, financial services, or adjacent solution-based environments.
• Advanced financial acumen, including ROI assessment and profitability tradeoffs.

Responsibilities

• Own Middle Market acquisition performance through direct leadership of a team of MBDs.
• Recruit, coach, and retain top-tier sales talent; set clear expectations, provide actionable feedback, and build succession pipelines.
• Establish a culture of accountability, consultative excellence, and disciplined execution.
• Ensure consistent application of sales methodology, pipeline hygiene, and forecasting accuracy.
• Oversee a high-value pipeline, ensuring strong conversion, deal quality, and predictable outcomes.
• Leverage data, analytics, and market insights to prioritize opportunities, allocate resources, and identify whitespace.
• Partner with Risk, Underwriting, Product, and Marketing leaders to deliver scalable, profitable client solutions.
• Engage directly with CEOs, CFOs, and Treasurers on complex strategic opportunities.
• Ensure deep discovery and position American Express as a long-term strategic partner.
• Drive solution design across digital capabilities, working capital, payments, and expense management.
• Bring insights on market trends, competitive dynamics, and innovation to clients and internal stakeholders.
• Hold accountability for regional quota attainment, pipeline health, and revenue quality.
• Lead complex negotiations and deal strategy reviews, providing guidance on structure, pricing, and risk.
• Ensure seamless handoff of won business to Account Development partners.
• Champion continuous improvement through best-practice sharing and performance optimization.
• Model and enforce the American Express Code of Conduct and Sales Practice standards.
• Champion ethical decision-making, compliance, and risk discipline.

Skills

Sales Leadership

Executive Influence

CRM Management

Forecasting

Education

Bachelor’s degree preferred

Tools

CRM System

Forecasting Software

Job description

• Own Middle Market acquisition performance through direct leadership of a team of MBDs.
• Recruit, develop, coach, and retain top-tier sales talent; set clear expectations, provide actionable feedback, and build succession pipelines.
• Establish a culture of accountability, consultative excellence, and disciplined execution.
• Ensure consistent application of sales methodology, pipeline hygiene, and forecasting accuracy.
• Oversee a high-value pipeline, ensuring strong conversion, deal quality, and predictable outcomes.
• Leverage data, analytics, and market insights to prioritize opportunities, allocate resources, and identify whitespace.
• Partner with Risk, Underwriting, Product, and Marketing leaders to deliver scalable, profitable client solutions.
• Engage directly with CEOs, CFOs, and Treasurers on complex strategic opportunities.
• Ensure deep discovery and position American Express as a long-term strategic partner.
• Drive solution design across digital capabilities, working capital, payments, and expense management.
• Bring insights on market trends, competitive dynamics, and innovation to clients and internal stakeholders.
• Hold accountability for regional quota attainment, pipeline health, and revenue quality.
• Lead complex negotiations and deal strategy reviews, providing guidance on structure, pricing, and risk.
• Ensure seamless handoff of won business to Account Development partners.
• Champion continuous improvement through best-practice sharing and performance optimization.
• Model and enforce the American Express Code of Conduct and Sales Practice standards.
• Champion ethical decision-making, compliance, and risk discipline.

Requirements

• 7+ years of success in complex B2B, commercial, or financial services sales, with progressive leadership responsibility.
• Proven experience leading and scaling high-performing sales teams.
• Demonstrated record of delivering consistent, top-quartile results through others.
• Expertise in consultative, multi-stakeholder selling with executive-level influence.
• Strong background in payments, financial services, or adjacent solution-based environments.
• Advanced financial acumen, including the ability to assess client financials, ROI, and profitability tradeoffs.
• Authentic, inspiring leader with a track record of developing talent and building trust.
• Strategic thinker who pairs vision with disciplined execution.
• Exceptional communicator, capable of influencing senior internal and external stakeholders.
• Data-driven decision-maker with a strong command of CRM, pipeline management, and forecasting.
• Confident operating in a highly regulated environment while driving growth and innovation.
• Resilient, adaptable, and composed in fast-changing market conditions.
• Bachelor’s degree preferred.
• Employment eligibility to work with American Express in the United States is required; the company will not pursue visa sponsorship for these positions.

Core Competencies

Demonstrates expertise in leading high-performing sales teams within the financial services sector, focusing on consultative selling, strategic decision-making, and data-driven insights. Proven ability to drive revenue growth while ensuring compliance and ethical standards.

Highest-signal resume keywords

• B2B Sales Leadership
• Consultative Selling
• Financial Acumen
• CRM Management
• Pipeline Management

Hard Skills

• Sales Methodology
• Forecasting Accuracy
• Deal Strategy
• Market Insights
• Performance Optimization

Soft Skills

• Exceptional Communication
• Authentic Leadership
• Strategic Thinking
• Resilience
• Adaptability

Industry Keywords

• Financial Services
• Payments
• Commercial Sales
• Risk Management
• Compliance