Reports to: VP of Sales
Key Partner: Director of Commercial Operations; Outsourced Marketing Firm
Travel: Up to 40%
Role Overview
The Director of Business Development is responsible for building, developing, and converting Vector’s core new-business pipeline.
This is a hands-on growth and sales role for someone who can create opportunities and close them, not simply work leads that are handed to them. The Director will own demand generation, marketing-generated leads, targeted outbound, event and conference follow-up, prospect nurture, dormant pipeline, and other non-partnership sources of new business.
For the opportunities within their scope, the Director owns the full commercial lifecycle, from demand creation and initial prospect engagement through qualification, discovery, pitch, proposal, negotiation, contracting, and close.
The Director will also own the commercial strategy behind Vector’s marketing and demand-generation efforts. This includes serving as the primary commercial point of contact for Vector’s outsourced marketing firm and partnering closely with Commercial Operations to build Salesforce Account Engagement (Pardot) into a scalable lead-generation and nurture engine.
The role will primarily own emerging and mid-market opportunities, including prospects with less than $100 million in AUM. The VP of Sales will maintain primary ownership of strategic partnerships, private equity relationships, and larger or strategically significant opportunities.
Success means creating a predictable flow of qualified opportunities, developing those opportunities over time, and converting them into new clients and revenue.
Key Responsibilities
Demand Generation & Pipeline Creation
- Own the strategy and execution for creating a consistent flow of qualified new-business opportunities outside of partnership-sourced business.
- Build repeatable demand-generation programs across targeted outbound, marketing campaigns, events, nurture, re-engagement, inbound interest, and other market activity.
- Build and maintain targeted prospect universes across Vector’s priority markets and customer segments.
- Identify new business opportunities based on fund launches, firm formation, fundraising activity, leadership changes, growth milestones, and other relevant market signals.
- Develop targeted programs and outreach strategies by market segment, fund profile, service offering, buyer persona, and priority account.
- Proactively generate new pipeline rather than relying solely on inbound opportunities.
- Identify and activate warm leads, dormant opportunities, existing relationships, and previously closed-lost prospects when timing or circumstances change.
- Develop nurture strategies for prospects whose timing is not immediate.
- Track pipeline creation, source performance, conversion, and resulting revenue.
- Partner with Commercial Operations on segmentation, prospect intelligence, CRM data, attribution, and funnel reporting.
Marketing, Account Engagement & MQL Ownership
- Serve as the primary commercial point of contact for Vector’s outsourced fintech marketing firm.
- Own the commercial strategy, audiences, priorities, and desired outcomes behind Vector’s marketing activity.
- Translate GTM priorities into clear marketing objectives, campaigns, and briefs.
- Help determine priority audiences, campaigns, market themes, content needs, and commercial opportunities.
- Ensure brand, content, website, PR, digital, campaign, and event activity supports Vector’s commercial strategy and pipeline goals.
- Coordinate marketing initiatives with Sales, Commercial Operations, and broader company growth priorities.
- Hold the marketing partner accountable for agreed deliverables, timelines, and performance.
- Own the commercial strategy and ongoing development of Salesforce Account Engagement (Pardot) as a scalable lead-generation and nurture engine.
- Partner closely with Commercial Operations to build and continuously improve segmentation, prospect lists, campaigns, nurture journeys, scoring, grading, routing, attribution, and reporting across Account Engagement and Salesforce.
- Establish and continuously refine clear definitions and processes for MQLs, including scoring thresholds, routing, follow-up expectations, conversion, recycling, and nurture.
- Own the commercial response to marketing-generated leads and MQLs and ensure they are followed up on quickly, consistently, and appropriately.
- Build automated nurture programs based on market segment, fund profile, buyer persona, service interest, prospect engagement, and stage of the buying journey.
- Use engagement, pipeline, and conversion data to continuously improve targeting, campaigns, nurture strategies, and lead quality.
- Provide feedback from prospect conversations and sales activity to improve messaging, targeting, campaigns, content, and broader marketing strategy.
- Ensure marketing activity, Account Engagement, and Salesforce operate as a connected and measurable funnel from initial engagement through closed revenue.
- Track marketing-sourced and marketing-influenced pipeline, MQL conversion, campaign performance, and resulting revenue.
Prospect Development & Nurture
- Own marketing-generated, outbound, event-sourced, re-engaged, and other assigned new-business opportunities through the full sales cycle.
- Build thoughtful nurture strategies for prospects whose timing is not immediate.
- Maintain clear next steps and follow-up plans across the prospect pipeline.
- Develop persistent, relevant engagement strategies appropriate for a market where relationships may take 6–12+ months to convert.
- Re-engage stalled, dormant, and previously closed-lost opportunities when timing or circumstances change.
- Maintain strong discipline around prospect status, qualification, aging, next steps, and re-engagement.
- Move prospects between active sales, longer-term nurture, and re-engagement programs based on timing, engagement, and commercial readiness.
Events & Conferences
- Help turn Vector’s conference and event presence into measurable pipeline and revenue.
- Partner with the VP of Sales on conference strategy, event selection, and priority audiences.
- Evaluate events based on target audience, prospect potential, and expected commercial impact.
- Identify and engage priority prospects in advance of events.
- Schedule meetings and develop account plans for priority attendees.
- Represent Vector at relevant industry conferences, networking events, and prospect meetings.
- Own timely and structured post-event follow-up, nurture, and opportunity development.
- Own event-sourced opportunities within the Director’s defined sales scope through the full sales cycle and close.
- Route strategic partnership, PE, and other opportunities within the VP of Sales’ scope appropriately.
- Measure pipeline, opportunities, conversion, and revenue generated or influenced by event activity.
- Travel as needed to support Vector’s conference strategy, prospect engagement, and broader market presence.
- Travel as needed to support Vector’s conference strategy, prospect engagement, and broader market presence.
Consultative Sales & Full-Cycle Opportunity Ownership
- Own assigned new-business opportunities through the complete sales cycle from initial engagement through closed-won or closed-lost.
- Lead discovery conversations to understand a prospective client’s fund structure, operational needs, challenges, buying criteria, and growth plans.
- Determine and position the appropriate Vector services and solutions against those needs.
- Lead pitches, demos, and sales presentations for owned opportunities.
- Coordinate internal subject matter experts throughout the sales process where appropriate.
- Develop pricing and proposals in accordance with Vector’s commercial parameters.
- Own proposal delivery, follow-up, objections, and commercial negotiations.
- Coordinate contract requests and manage the commercial process through contract execution, partnering with internal stakeholders as needed.
- Maintain clear next steps, decision criteria, stakeholders, timing, and close plans throughout the sales process.
- Own forecasting and expected close timing for assigned opportunities.
- Bring the VP of Sales or other senior leaders into opportunities where their involvement is strategically valuable.
- Partner with the VP of Sales on clear routing and ownership rules for larger, partnership-sourced, PE-related, or otherwise strategic opportunities.
Pipeline Management & Sales Discipline
- Maintain accurate and actionable pipeline data in Salesforce.
- Establish strong pipeline discipline around stages, next steps, timing, probability, source, decision makers, and follow-up.
- Monitor pipeline conversion, velocity, source, aging, and coverage.
- Maintain clear visibility into active opportunities, longer-term nurture, and dormant pipeline.
- Provide accurate forecasting and visibility into expected new business.
- Identify gaps in the funnel and proactively develop strategies to address them.
- Partner with Commercial Operations on pipeline reporting, attribution, funnel analysis, and sales performance data.
- Use pipeline and conversion data to identify where Vector is losing prospects and recommend changes to targeting, messaging, process, or sales strategy.
Go-to-Market Strategy
- Help continuously refine Vector’s GTM strategy across target markets, customer segments, and offerings.
- Develop quarterly business-development plans tied to pipeline and revenue objectives.
- Help define and refine Vector’s ICP, segmentation, target audiences, and market priorities.
- Translate company growth priorities into executable demand-generation, marketing, and sales activity.
- Identify new channels, markets, audiences, and opportunities for growth.
- Help evaluate GTM opportunities around new services, markets, integrations, and offerings.
- Partner with leadership on positioning, pricing strategy, market entry, and commercialization of new offerings.
- Bring market and prospect feedback into broader growth and product planning.
- Partner closely with the VP of Sales, Director of Commercial Operations, and SVP of Enterprise Growth and Services on broader commercial strategy.
What Success Looks Like
Success in this role is measured primarily by qualified pipeline creation and closed revenue, not simply marketing activity, leads, meetings, or other top-of-funnel activity.
Potential success measures include:
- Closed-won new-business revenue
- Qualified new-business pipeline created
- Self-sourced pipeline and revenue
- Marketing-sourced and marketing-influenced pipeline and revenue
- MQL volume, quality, and conversion to qualified opportunities
- Account Engagement nurture performance and conversion
- Event-sourced pipeline and revenue
- Pipeline growth and coverage
- Opportunity conversion and win rate
- Pipeline velocity and aging
- Re-engagement and conversion of dormant and longer-term opportunities
- Performance of demand-generation programs by source and channel
- Forecast accuracy
- Salesforce and pipeline discipline
- Successful GTM programs around new offerings or markets
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