Director, Strategic Business Development

Overview

Lead DISA's business development and revenue growth in the data center, hyperscale, colocation, AI infrastructure, and adjacent sectors, building the market-entry strategy and originating and closing strategic client opportunities.

What you'll do

• Develop and execute the revenue and market-entry strategy for the data center, hyperscale, colocation, AI infrastructure, and adjacent industry sectors, establishing a sustainable approach for long-term growth.
• Leverage deep industry expertise and an established network of relationships to identify qualified prospects, gain access to key decision-makers, and generate new business opportunities.
• Originate, develop, and close strategic new client opportunities, maintaining primary accountability for building pipeline, converting prospects, and achieving revenue growth objectives.
• Build DISA's market presence through active participation in industry conferences, events, associations, and other networking opportunities.
• Develop and maintain executive-level relationships with prospective and existing clients to understand business needs, influence purchasing decisions, and identify opportunities for continued growth.
• Lead the sales process from initial engagement and discovery through solution development, proposal, negotiation, and contract execution, coordinating the appropriate internal resources throughout the process.
• Mobilize cross-functional resources across Revenue, Product, Operations, Marketing, Finance, Legal, and other functions to evaluate strategic opportunities, align capabilities with client requirements, and advance new business through successful close and onboarding.
• Establish and continuously refine repeatable sales processes, market approaches, tools, and best practices that enable business development efforts to be sustained and scaled across the organization.
• Serve as an internal industry expert, providing market intelligence and educating leadership and cross-functional teams on industry dynamics, client expectations, buying behaviors, competitive considerations, and emerging opportunities.
• Monitor pipeline, new client acquisition, revenue performance, and market activity to evaluate progress, identify risks and opportunities, and recommend actions that accelerate growth.
• Consistently achieve or exceed assigned revenue growth and performance targets.
• Perform additional duties assigned by management.

What you'll need

• Bachelor's degree in business administration, marketing, communications, or equivalent combination of education and relevant professional experience.
• 10+ years of progressive experience in business development, strategic sales, market development, or related commercial roles.
• 5+ years of leadership experience developing, coaching, and coordinating high-performing sales teams to achieve strategic growth objectives.
• Demonstrated success developing and executing go-to-market, market-entry, and business development strategies that establish and expand an organization's presence within the data center, hyperscale, colocation, AI infrastructure, and adjacent industry sectors, with a hands-on approach to generating opportunities and advancing growth.
• Established executive and decision-maker level networks and demonstrated industry credibility within this specialized market, with a proven ability to leverage strategic relationships to secure introductions, generate qualified opportunities, and accelerate business development.
• Demonstrated success leading complex business-to-business sales through consultative, relationship-based sales methodologies involving multiple decision-makers and extended enterprise sales cycles.
• Advanced revenue and commercial acumen with the ability to quickly evaluate market opportunities, understand client economics, and develop strategies that support sustainable revenue growth.
• Exceptional communication, presentation, and business storytelling skills, with a passion for engaging internal teams and building greater organizational capability to articulate business value and influence client decisions.
• Proficient with Microsoft Office applications, CRM platforms (e.g., Salesforce), and other business productivity and task management tools.

Nice to have

• Experience building and engaging coalitions, industry consortia, standards bodies, trade associations, or other collaborative multi-party industry programs to advance shared strategic and market-development objectives.

Details

• Location: USA, remote.
• Work schedule: Monday to Friday, 8:00 am to 5:00 pm CST.
• Travel: Regular travel, averaging approximately 25% and may increase based on business needs.
• Compensation: $150,000 to $180,000.
• Benefits: Personal and sick paid time off, 401k with competitive match, 11 paid holidays, medical/dental/vision, group life insurance, HSA/FSA, employee assistance program, educational assistance program.