VP Business Development

Accountabilities: Own the end-to-end business development process, from prospecting and discovery through business cases, proposals, negotiations, contract signing, and implementation handoffs. Develop a practical, repeatable sales playbook and go-to-market strategy using modern sales software, AI tools, and disciplined commercial processes. Personally generate qualified enterprise pipeline while converting opportunities sourced through SDRs, Marketing, executive relationships, and channel partners. Close profitable, multimillion-dollar contracts and build long-term relationships with Fortune 500 and other large enterprise customers. Sell across IT asset disposition and IT asset management buying groups, engaging C-suite executives and senior stakeholders in IT, procurement, finance, and operations. Apply Challenger selling or a similarly structured consultative approach to challenge existing practices, communicate business value, navigate complex buying processes, and secure customer commitments. Re-engage stalled opportunities by identifying decision-makers, uncovering buying obstacles and internal dynamics, and establishing clear next steps toward a decision. Own account strategies, deal plans, forecasting, follow-up, and pipeline progression, maintaining accurate and actionable information in Salesforce. Coordinate with Marketing on account-based campaigns and use AI, intent data, and research tools to improve account intelligence and sales effectiveness. Build, recruit, coach, and develop a high-performing U.S.-based business development team as commercial results and business needs support expansion. Establish clear individual and team goals, promote consistent execution, and maintain visibility into deal risks, conversion rates, and expected outcomes. Contribute to the company's growth objectives, including a $200 million qualified enterprise pipeline and a path toward $40 million in annual net-new Lifecycle Services revenue by 2028. During the first 90 days, learn the business, take ownership of priority opportunities, establish disciplined follow-up, develop a prospecting plan, and demonstrate progress on stalled deals. Requirements: A proven record of personally carrying and consistently meeting or exceeding a meaningful new-business sales quota over the past five years in enterprise IT hardware, IT services, software, IT asset disposition, or a closely related technology market. Demonstrated success personally closing multiple net-new, multimillion-dollar enterprise contracts involving complex stakeholders and lengthy consultative sales cycles. Ability to provide evidence of sales performance, including annual quotas, actual results, year-over-year growth, deal values, sales timelines, and individual contributions. Experience managing or coaching business development professionals while continuing to carry an individual quota, or equivalent player-coach experience. A strong track record selling directly to C-suite executives and senior decision-makers across IT, procurement, finance, and operations, particularly within Fortune 500 or similarly sized organizations. Proven ability to independently identify prospects, open new accounts, develop relationships, and generate qualified pipeline beyond company-provided leads. Experience building referral channels and partnerships through value-added resellers (VARs), original equipment manufacturers (OEMs), or global systems integrators is a strong advantage. Practical experience using modern sales intelligence, research, and AI tools to improve prospecting, account strategy, meeting preparation, and deal execution. Strong command of Challenger selling or another disciplined consultative sales methodology, with the ability to explain, apply, and coach the approach. Excellent negotiation, commercial judgment, communication, and executive relationship-building skills. Strong organizational discipline, with the ability to manage complex opportunities, maintain accurate forecasts, and consistently drive agreed next steps. Entrepreneurial mindset, personal accountability, resilience, and the ability to balance individual sales performance with team development. Ability to work remotely from within the United States and remain available during U.S. Eastern Time business hours. Willingness to travel for customer meetings, conferences, and company visits. Benefits: On-target earnings ranging from $250,000 to $1,000,000+, depending on experience, performance, and the agreed compensation plan. Compensation includes a base salary and substantial performance-based variable pay; base salary and plan details are discussed during the hiring process. Commission and team incentives designed to reward profitable growth and strong sales results. Remote work from a home office within the United States. Comprehensive health insurance. 401(k) plan with company matching contributions. Paid time off. Additional employee benefits and perks as part of the comprehensive benefits package. Executive-level collaboration and the opportunity to shape the business development strategy and build a growing enterprise sales organization.