Kotter

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

• Oversee the tactical management of our internal IT operations • Serve as the primary point of contact for internal technology operations • Manage the relationship with our external IT Managed Service Provider (MSP) • Act as the primary owner of the MSP relationship, triaging high-level issues to them • Serve as the first line of defense for staff IT issues via Slack/Email • Physically provision, set up, and ship laptops (Mac) for new hires • Manage access permissions, user accounts, groups, shared drives, and security settings within Google Workspace • Execute routine compliance checklists provided by the MSP • Conduct weekly/monthly health checks of essential business automations and integrations • Help support the identification, configuration, and adoption of new platforms and systems

• Lead the strategic design of the Thought Industries instance, ensuring the site structure aligns with long-term business goals and user experience best practices. • Build and manage multi-tenant environments for large clients and our partner network, ensuring seamless user experience, content access, and reporting for each. • Oversee the ingestion and organization of learning assets, including SCORM files exported from Articulate Rise, video content, and interactive assessments. • Design and maintain complex user flows, registration groups, and permission levels to ensure data security and a frictionless learner journey. • Manage and troubleshoot the flow of data between the LMS and our broader tech stack, including HubSpot (CRM), Zapier, Jotform, and Stripe. • Implement and manage digital badging workflows through Credly to enhance learner value and recognition. • Design custom reports and executive dashboards within Thought Industries to track KPIs, learner progress, and revenue impact. • Serve as the Tier 3 technical lead for all platform issues, resolving complex bugs, API discrepancies, or display errors. • Additional duties as assigned.

• Serve as the first step of our sales process, by responding to assigned inbound leads (ensuring rapid response times and adherence to qualification criteria) and appropriately identifying appropriate responses via email, LinkedIn, or phone outreach. • Determine business channel fit, identify pain points, and convert Sales Qualified Leads (SQLs) into sales meetings for our senior business development team. • Execute daily high-volume outbound outreach via cold calling, personalized email, and professional LinkedIn messaging to targeted lists identified for sales campaigns. • Assist the Sales Enablement Manager in sending and tracking the performance of multi-step BD campaigns (e.g., post-webinar follow-ups, promotional sequences) designed to nurture interest and promptly qualify prospects. • Lead the maintenance and quality assurance of the BD Asset Library, ensuring all collateral (weblinks, case studies, decks, etc.) is current, compliant, and correctly tagged for easy seller access. • Manage the sales material database including sales assets, RFP library, proposal outlines, Ai tools for proposal management, etc. to ensure a rapid, reliable and accurate sales process. • Actively document common prospect questions, objections, and successful messaging to provide continuous feedback to the Sales Enablement Manager and Marketing for content and training refinement. • Support the Sales Enablement Manager in preparing, formatting, and distributing training materials for new hires and ongoing sales development sessions. • Utilize HubSpot to segment highly targeted contact lists for outbound outreach campaigns. • Perform regular record cleanup, processing, and entry within the CRM to ensure accuracy for list building and sales forecasting. • Generate weekly performance reports on key sales activities, focusing on conversion rates from outreach to qualified lead status. • Provide logistical support for complex sales campaign launches, including coordinating assets and timelines across marketing and sales. • Provide support in building and maintaining basic HubSpot Workflows related to lead routing, data cleanup, and activity logging to streamline sales processes. • Assist in generating detailed reports and dashboards within Hubspot, focused on sales key performance indicators (KPIs) • Assist in monthly and quarterly comprehensive data audits to ensure the accuracy required for strategic decision-making.

• Serve as the primary architect of our online learning experience, owning the Thought Industries (TI) instance • Manage the relationship with our external IT Managed Service Provider (MSP) • Build sophisticated panoramas, managing complex user permissions, and ensuring seamless tech stack integration with tools like HubSpot and Stripe • Manage day-to-day tactical IT needs, including 'boots on the ground' management of physical equipment and hardware setups in our Cambridge HQ • Lead the strategic design of the Thought Industries instance, ensuring the site structure aligns with long-term business goals and user experience best practices • Build and manage multi-tenant environments for large clients and our partner network • Oversee the ingestion and organization of learning assets, including SCORM files and interactive assessments • Design and maintain complex user flows, registration groups, and permission levels • Manage and troubleshoot the flow of data between the LMS and our broader tech stack • Implement and manage digital badging workflows through Credly • Design custom reports and executive dashboards within Thought Industries to track KPIs, learner progress, and revenue impact • Serve as the Tier 3 technical lead for all platform issues, resolving complex bugs, API discrepancies, or display errors • Act as the primary owner of the MSP relationship, triaging high-level issues to them and holding them accountable for SLAs • Serve as the first line of defense for staff IT issues via Slack/Email • Physically provision, set up, and ship laptops for new hires and handle asset recovery

• 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 • 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 • 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, 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.

Executive Director, Business Development 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. 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: 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