Kotter is a leading strategy execution firm that empowers organizations to translate strategic vision into tangible results. We partner with clients across diverse industries to drive transformative change, optimize performance, and achieve sustainable growth. We are seeking a dynamic and results-driven Executive Director of Business Development to lead our growth initiatives and expand our market presence.
Position Summary:
The Executive Director of Business Development will be a key member of our leadership team, responsible for driving revenue growth by identifying, developing, and closing new business opportunities. The role demands a senior business development professional with a proven track record in selling consulting services, the ability to operate at the C-level, and a deep understanding of the professional services industry. The ideal candidate will have a proven record of success in selling consulting services in the $1-$3 million range, be a self-starter with the ability to work with a high degree of independence, and collaborate with internal resources as needed. We are seeking a senior-level professional passionate about helping clients achieve their strategic goals.
This is a Remote position with a preference for candidates in WA, MA, IL, NY, TX, TN, or Washington DC.
Responsibilities:
- Strategic Growth & Planning:
- Develop and execute a comprehensive business development strategy aligned with the company's overall growth objectives.
- Identify and analyze market trends, competitive landscape, and potential client opportunities.
- Establish and manage a robust sales pipeline, forecasting revenue and tracking key performance indicators.
- Client Relationship Management:
- Build and maintain strong relationships with senior executives and key decision-makers at target client organizations.
- Conduct in-depth client needs assessments and develop tailored solutions that address their specific challenges.
- Lead the development and delivery of compelling proposals and presentations.
- Act as a trusted advisor and partner to clients, ensuring their satisfaction and fostering long-term relationships.
- Sales & Business Development Execution:
- Drive the entire sales cycle from lead generation to contract negotiation and closure.
- Collaborate with the consulting and training teams to design, develop, and deliver high-quality solutions.
- Represent the company at industry events, conferences, and thought-leadership opportunities.
- Utilize the CRM (HubSpot) system to track sales activities, manage client data, and generate reports.
- Team Leadership & Management:
- Build, mentor, and lead a high-performing business development team.
- Set clear performance expectations, provide ongoing coaching and feedback, and foster a culture of collaboration and accountability.
- Identify/develop, and implement sales training programs to enhance the team's skills and knowledge.
- Collaborate with Marketing to ensure consistent messaging and lead generation.
Qualifications:
- Bachelor's degree in business administration, marketing, or a related field. (Master's preferred).
- Minimum of 10+ years of progressive experience in business development, sales, or consulting within the professional services industry.
- Proven growth-oriented approach with demonstrated ability to originate, develop, and close large, complex consulting services deals.
- Multi-year track record of originating new business, exceeding sales targets, growing a team, and driving revenue growth.
- Deep understanding of strategy execution, change management, and related consulting services.
- Strong network of relationships with senior executives in target industries.
- Excellent communication, presentation, and negotiation skills.
- Strategic thinker with strong analytical and problem-solving abilities.
- Experience managing and leading high-performing teams.
- Proficiency in CRM systems and sales automation tools.
- Ability to travel as needed.
Key Competencies:
- Strategic Thinking
- Relationship Building
- Consultative Selling
- Negotiation & Closing
- Team Leadership
- Market Analysis
- Communication & Presentation
- Results Orientation
- Problem Solving
- Financial Acumen
ADA & Physical Requirements | Accessibility Commitment
Kotter is committed to providing equal employment opportunities and reasonable accommodations to qualified individuals with disabilities in all aspects of employment.
Physical Requirements
- This role primarily requires:
- The ability to communicate effectively in person, over video, and via digital platforms.
- The ability to operate standard office equipment (computer, phone, video conferencing tools).
- Occasional lifting of materials up to 20 pounds (e.g., marketing materials or presentation equipment).
- Travel (up to 50%) for client meetings, workshops, and events, which may involve extended periods of sitting, standing, or presenting.
Reports to:
CEO
Compensation:$165-190K Base + Variable
Comprehensive benefits package including health coverage, 401(k), unlimited PTO, and professional development opportunities.
Location:Remote
Top Skills
What We Do
Founded by the world’s foremost change expert Dr. John Kotter, Kotter is a consulting firm that partners with clients to achieve blockbuster results faster than leaders believed possible.
With offices in Seattle and Boston and team members located across the world, our consulting practice help organizations accelerate the implementation of their most critical business strategies. Our tailored leadership development programs help build urgency for change, prompting mindset shifts and enabling people to become better leaders.
We relentlessly ask the question: If the world saw more leadership from more people, what could change? We believe so much more is possible.
Our new book, Change: How Organizations Achieve Hard-To-Imagine Results in Uncertain and Volatile Times, is available now for pre-order. Get your copy today. https://www.kotterinc.com/book/change/
