Director of Business Development

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; OTE $310,000

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
  • 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) 
  • Valid driver's license and reliable transportation required 
  • Qualified candidates are encouraged to apply with a resume and a brief note on your most significant new business win.