Director, Business Development & Pipeline Growth
Reston, VA
Sales /
Full-time /
Hybrid
At Brightspot®, we believe technology should enable content-focused teams to work smarter, faster, and more seamlessly to move businesses forward. Our world-class delivery team has decades of collective experience supporting digital transformation efforts for some of the world’s most well-known companies – from eCommerce brands and media organizations to corporate businesses. Brightspot prides itself on being a leading content management system built to grow and adapt to any business.
The Director of Business Development & Pipeline Growth plays a critical leadership role at Brightspot, owning and driving pipeline creation and conversion. This role oversees the Business Development team, optimizing performance across inbound and outbound channels, and aligning demand generation efforts with revenue growth goals.
Responsibilites
- Business Development Team Leadership:
- Lead, develop, and coach the Business Development Representative (BDR) team.
- Build a culture of energy, motivation, and execution within the BDR function.
- Partner with Sales and Enablement teams to refine our BDR training and enablement programs.
- Pipeline Generation Strategy:
- Own and drive the outbound direct program, setting strategy for prospecting, targeting, and messaging.
- Partner with Marketing and Sales leadership to develop integrated campaign themes and outbound plays that fuel pipeline growth.
- Lead content development for outbound outreach (emails, call scripts, social), ensuring consistency with brand voice and buyer needs.
- Lead Conversion Optimization:
- Drive lead conversion through process refinement, training, and alignment with Marketing efforts.
- Ensure timely and effective lead follow-up and qualification to maximize return on marketing investment.
- Partner Pipeline Development Program Execution:
- Define and manage partner outbound execution strategy to drive incremental pipeline.
- Cross-Functional Collaboration:
- Partner closely with Account Executives, Sales Leadership, and Marketing to develop and execute pipeline generation strategies, ensuring seamless handoffs, shared goals, and unified messaging.
- Partner with Marketing and Sales to drive pre- and post-event outreach strategy, including invitations and structured follow-up campaigns.
- Work with RevOps to maintain accurate Salesforce dashboards and forecast reports, analyzing pipeline health, activity trends, and conversion rates.
Qualifications
- 8+ years of B2B sales or business development experience, with at least 3 years in a leadership role.
- Proven success in designing and scaling outbound programs and managing high-performing BDR/SDR teams.
- Deep understanding of modern prospecting tools, CRM systems (Salesforce), and pipeline KPIs.
- Strong analytical and strategic thinking skills, with a proven track record of developing sales messaging and content that drives engagement.
- Exceptional communication and relationship-building abilities.
- CMS, CRM, or media publishing experience is a strong plus.
Compensation & Benefits
- The salary range for this role is a $140,000-160,000 base salary with quarterly sales incentives.
- Benefits include health, dental, and vision insurance, 3 weeks paid vacation, paid sick leave, paid company holidays, Safe Harbor 401(k) with employer matching, continuing education stipend, fitness incentive, and a 3-week paid sabbatical after your 5th anniversary.
At Brightspot®, we value diversity and strive to create an inclusive environment where all employees can thrive. We are an equal opportunity employer and welcome applicants from all backgrounds and experiences.
Visit www.brightspot.com and follow us on Twitter @TeamBrightspot to learn more about our story and solutions!
