Position: Director of Business Development (Outside Sales)
Job Type: Full-time
Schedule: 8am - 5pm / Monday - Friday
Work Location: Los Angeles / Orange County area, CA OR Plano, TX
Pay Range: $140,000 – $170,000 base salary + uncapped bonus plan
Please be advised: Only candidates authorized to work in the USA without sponsorship will be considered.
WHAT WE'RE LOOKING FOR
- Proven experience building and managing business development / outside sales teams from the ground up — including hiring, ramping, and scaling a hunter-mentality BDM team to consistent quota attainment. Ability and desire to coach, mentor, and develop others.
- Strong personal track record of prospecting, developing, and closing net-new B2B business — this role carries an individual sales quota alongside team leadership responsibilities.
- 3+ years of B2B outside sales experience with a proven record of hitting or exceeding quota, ideally within an MSP, IT services, SaaS, or B2B technology environment.
- Strong forecasting, pipeline management, and CRM discipline; able to translate personal and team activity data into accurate, actionable reporting for leadership.
- Executive presence and credibility with C-suite decision-makers, both in direct deal support and representing DivergeIT publicly.
- Collaborative mindset — works closely with Service Delivery, Technical Account Management, and Marketing to align sales strategy with delivery capability and market positioning.
- Bachelor's degree preferred but not required; equivalent experience in MSP/IT services leadership will be considered.
- Valid driver's license and reliable transportation; role requires regular travel throughout the Southern California market.
ESSENTIAL FUNCTIONS
01 — Developing & Executing the Sales Plan
- Own and execute DivergeIT's agreed-upon annual BD sales plan, including quarterly targets for new MRR, gross revenue, and product line penetration.
- Develop and manage a 3x pipeline coverage ratio, across your personal pipeline and the team's, to ensure consistent quota attainment throughout the year.
- Adapt the sales approach as DivergeIT's service portfolio evolves, incorporating new offerings into active sales motions promptly.
02 — Selling & Managing Business Development
- Carry an individual sales quota: personally prospect, develop, and close net-new SMB and mid-market business within target verticals and territories, from initial outreach through proposal, negotiation, and close.
- Lead, coach, and hold accountable the Business Development Manager(s) responsible for net-new SMB and mid-market prospecting across target verticals and territories.
- Set and monitor individual and team pipeline targets, activity benchmarks (calls, meetings, proposals), and quota attainment for the BDM team.
- Review and approve proposals, pricing, and Statements of Work prepared by BDMs; lead or support negotiation and closing on complex or strategic deals.
- Run regular pipeline reviews, ride-a-longs, and deal coaching sessions with BDMs to improve conversion rates and deal velocity.
- Recruit, onboard, and develop Business Development talent; manage performance issues and territory/account assignment within the team.
- Represent DivergeIT, both personally and alongside BDMs, at key local/regional events, Chamber of Commerce meetings, and MSP partner events to build brand presence and referral pipeline.
03 — Strategy & Planning
- Contribute to DivergeIT's annual revenue planning process with territory analysis, market sizing, and pipeline forecasts.
- Evaluate competitor positioning, pricing, and service offerings; provide competitive intelligence to leadership to inform strategy.
- Collaborate with marketing and leadership on campaign development, case studies, referral programs, and co-marketing with vendor partners.
- Develop and maintain an Ideal Client Profile (ICP) framework to prioritize prospecting efforts and focus resources on highest-value opportunities.
- Recommend adjustments to service packaging, pricing, and go-to-market positioning based on market feedback and sales cycle learnings.
04 — Reporting & Communication
- Maintain accurate and up-to-date pipeline, opportunity, and activity records in Hubspot, ConnectWise CRM or designated sales platform.
- Provide weekly pipeline and forecast reports to leadership, including stage, probability, expected close date, and MRR value.
- Participate in regular sales reviews with leadership to discuss performance, blockers, and strategic priorities.
- Communicate client feedback, competitive intelligence, and market trends to internal teams on an ongoing basis.
- Track and report against defined KPIs including new MRR, calls, meetings, proposals, conversion rates, and average deal size.
05 — Product Expertise
- Develop and maintain a thorough working knowledge of DivergeIT's full solution portfolio, including managed IT services, cloud and cybersecurity solutions, compliance offerings, and vCIO and project services.
- Effectively communicate the features, benefits, and ROI of DivergeIT's solutions to both technical and executive-level buyers.
- Guide prospects and clients through service selection and solution design in partnership with technical resources.
- Stay current on MSP industry trends, vendor programs (Microsoft, ConnectWise, Cisco Meraki, etc.), and partner incentive opportunities that can be leveraged in the sales process.
- Complete vendor certifications and sales enablement training as directed by leadership.
- Familiarity with HubSpot is a plus, in addition to proficiency with ConnectWise or other CRM platforms used for pipeline management.
- Travel Requirements
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This is a field-based role requiring regular travel throughout the Los Angeles and Orange County market or Plano, TX (approximately 60% in the field)
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Valid driver's license and reliable transportation required
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Qualified candidates are encouraged to apply with a resume and a brief note on your most significant new business win.
