Director of Business Development / Sales

Smith Engineering; New York (NY); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Fertility, adoption, surrogacy support

Paid parental leave

Medical FSA

Transit and parking benefits

401(k) with company match

Flexible PTO

Job summary

Smith Engineering, a growing MEP and Energy Engineering firm, seeks a Director of Business Development to build a modern sales function and proactively hunt for growth across divisions, with a focus on Controls and Workforce Training. You will lead the full sales lifecycle, from lead generation to closing, while implementing robust sales operations and CRM discipline.

The role requires a proven sales leader with a strong industry background, capable of managing enterprise opportunities and

Qualifications

• Must have a proven sales track record with leadership experience
• Background in technical sales, equipment sales, or solutions-based selling in building solutions
• Strong mastery of modern B2B sales methodologies, cold outreach, and CRM usage
• Ability to navigate long sales cycles with resilience and accountability
• Located within 50 miles of New York City and comfortable in a primarily urban market

Responsibilities

• Hunting and revenue generation through multi-channel outreach to prospective clients in critical facilities, energy, HVAC, and building systems sectors
• Own and manage deals through all stages, closing short-term and long-term contracts up to high values
• Focus on value-based selling to secure high-margin solutions while guarding margins
• Establish modern sales operations and CRM discipline (Deltek, HubSpot, Salesforce) for transparent pipeline and reporting
• Drive cross-divisional growth and serve as a primary client-facing point for feedback and relationship management

Skills

Sales leadership

Hunter mindset

CRM discipline

Multi-channel outreach

Deal closing

Value-based selling

Tools

Deltek

HubSpot

Salesforce

Job description

About Smith Engineering

Smith Engineering is a growing MEP and Energy Engineering firm serving mission-critical clients across life sciences, data centers, healthcare, higher education, and commercial real estate. We operate multiple divisions — Energy, Design, Training , and Controls through our sister company, BEP— with a strong presence in the Northeast and Colorado. We are a team of engineers who care about the quality of our work and the growth of our people.

The Opportunity

We are seeking an ambitious, results-driven Director of Business Development / Director of Sales to build and expand the sales engine at Smith Engineering. Historically, business development has been heavily driven by company leadership and inbound farming. This new role is designed for a strategic "sales hunter" who can de-leverage executive leadership, establish a disciplined, modern sales function, and proactively hunt for new growth opportunities across all business units (with a particular focus on driving sales for Controls and Workforce Training).

Sitting at the intersection of business strategy, lead generation, and high-value client relations, you will own the full sales lifecycle: from lead identification and nurture to closing deals at optimal margins. You will also implement robust sales operations, establish CRM tracking, and serve as an essential line of communication for quality assurance and long-term customer relationship management.

What You'll Do

Hunting & Revenue Generation:

• Proactive Lead Generation: Conduct multi-channel outreach: hitting the pavement, phone, email, and digital platforms (LinkedIn) to prospect, hunt, and uncover new client opportunities across the critical facilities, energy, HVAC, and building systems sectors.

• Pipeline Management & Closing: Own and manage deals through every stage of the sales funnel, closing both short-cycle opportunities (~$10k–$50k) and large-scale, long-term strategic contracts (up to $500k+).

• Value-Based Selling & Margin Control: Focus on value addition and quality of work rather than price-cutting, successfully positioning high-margin solutions for critical facilities, decarbonization, energy, controls, and training.

Sales Strategy & Business Operations

• Sales Methodology & CRM Implementation: Establish modern sales operations and CRM discipline (e.g., Deltek, HubSpot, Salesforce) to build a transparent, data-driven pipeline and predictable revenue reporting.

• Cross-Divisional Growth: Drive sales growth across all business units, actively creating new revenue streams for all departments.

• Key Account & Customer Experience: Act as a critical touchpoint and first line of defense for client feedback, quality concerns, and relationship management to ensure satisfaction and ongoing client retention.

What We're Looking For

• Proven Sales Track Record: Demonstrated history as a sales leader/hunter consistently hitting or exceeding revenue targets and closing deals.

• Relevant Industry Background: Background in technical sales, equipment sales, or solutions-based selling within building solutions, HVAC/controls systems, energy management, or MEP.

• Methodology & Funnel Discipline: Strong mastery of modern B2B sales methodologies, cold outreach strategies, pipeline management, and CRM tool usage.

• Resilience & Accountability: Demonstrated track record of delivering measurable revenue results, prioritizing closed deals over activity metrics; highly comfortable navigating long sales cycles and overcoming client objections.

Must be located within 50 miles of New York City.

What Initial Success Looks Like

By the six-month mark, you will have achieved the following:

• Closing Wins: Secured early sales wins (short-term contracts) while actively building and nurturing a strategic pipeline for higher-value accounts.

• CRM & Funnel Optimization: Successfully established clear sales tracking and CRM reporting processes.

• Predictable Activity & Results: Transitioned sales reporting into a predictable model focused on closes, revenue, and high-yield lead generation rather than surface-level activity.

Benefits

• 100% employer-paid medical, dental, vision, and life insurance.

• Fertility, adoption, and surrogacy reimbursements.

• Paid parental leave.

• Medical flexible spending account (FSA).

• Transit and parking accounts.

• 401(k) with company match.

• Flexible Paid Time Off.