Executive Director, Business Development (REMOTE)
About Kotter:
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.
The Opportunity:
We are seeking a senior-level, high-caliber Executive Director of Business Development to lead and scale Kotter’s enterprise growth engine.
This is a commercial leadership role, responsible not only for originating and closing major enterprise engagements, but also for building and shaping the business development function itself—including strategy, pipeline architecture, and team development.
The ideal candidate brings deep experience selling consulting, advisory, and/or enterprise learning solutions into Fortune 500 and Fortune 1000 organizations, with a strong record of engaging senior executives and closing complex, multi-million-dollar deals.
This is a rare opportunity to step into a role where you will both drive revenue and build the commercial system behind it.
The Executive Director of Business Development will be a key member of our leadership team, reporting to the CEO.
This is a Remote position with a preference for candidates in WA, MA, IL, NY, TX, TN, or Washington DC.
Responsibilities:
- Drive Strategic Growth
- Originate and close $1M–$3M+ in consulting and enterprise training engagements
- Develop and execute a focused business development strategy targeting enterprise clients
- Build and manage a high-quality pipeline aligned to growth goals
- Identify opportunities where advisory and training solutions can unlock measurable client impact
- Lead Consultative Sales Engagements:
- Engage senior executives (C-suite, EVP, SVP) as a trusted advisor
- Diagnose complex business challenges and position tailored solutions
- Lead the development of compelling proposals and executive-level presentations
- Navigate long, relationship-driven sales cycles with multiple stakeholders
- 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.
- Build Enduring Client Relationships
- Establish long-term partnerships with senior leaders across target organizations
- Maintain deep understanding of client priorities, strategy, and transformation goals
- Ensure a seamless transition from sale to delivery in partnership with consulting and training teams
- Collaborate to Win
- Partner closely with internal consulting and learning teams to shape solutions
- Work with Marketing to align messaging and generate qualified demand
- Represent Kotter in thought leadership, industry forums, and executive events
- 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.
Qualifications (Must Have Experience):
- 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.
- Deep experience in professional services, management consulting, advisory services, or enterprise training solutions.
- 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.
Ideal Backgrounds
We are MOST interested in candidates with experience in:
- Management consulting firms
- Advisory or transformation practices
- Enterprise learning / leadership development organizations
- Strategy execution or organizational change consultancies
This role is not aligned with candidates whose experience is primarily in:
- Transactional or high-velocity SaaS sales without services delivery components
- Digital marketing, agency services, or media sales
- Product-only sales environments without enterprise consulting or advisory selling
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:
$175-200K Base + Variable
Comprehensive benefits package including health coverage, 401(k), unlimited PTO, and professional development opportunities.
Location:
Remote