Team Rubicon (TR) is seeking a Director, Business Development to join TR's Development x Business Development team! The Director, Business Development will build and lead a high-performing fundraising (“sales”) team tasked with identifying, qualifying, and closing new business opportunities from corporate partners, foundations, and major donors. You'll own the full sales cycle from prospecting through deal closure while establishing scalable processes that enable seamless handoffs to our Strategic Partnerships and Institutional Giving (Foundation), and Individual Giving teams for long-term stewardship. This is a "build-from-scratch" leadership role requiring someone who combines the mind-set of both a hunter and farmer: actively closing deals yourself while developing team capability and creating the operational infrastructure to scale revenue generation. The ideal candidate brings eight-plus years of progressive fundraising and business development leadership experience, with a proven track record of building teams from the ground up in complex, mission-driven environments. You excel at designing sales processes and systems that drive repeatable results, negotiating high-stakes partnerships, and thriving in ambiguous environments. You're equally comfortable in the field closing business and in the office architecting the processes that enable your team to succeed. If you combine grit, commercial acumen, and the ability to inspire a team around a mission, we want to talk.
Every day will be a challenge, but every month brings new opportunities for an organization that is quickly becoming a household name in disaster response. This position reports to TR’s Vice President, Development and is based remote anywhere within the United States.
Duties:
- Build and lead the Business Development (BD) team through recruitment, mentorship, and develop Business Development professionals.
- Establish performance metrics, accountability structures, and a culture of excellence and continuous improvement.
- Design business development strategy and execution.
- Create comprehensive sales strategy aligned with organizational revenue goals, developing annual plans, quarterly objectives, and monthly activity targets for team and individual contributors.
- Develop and implement sales process and systems designing end-to-end business development workflows covering prospecting, qualification, proposal development, negotiation, and close; implement CRM systems and tools to track pipeline activity and forecast revenue.
- Execute full sales cycle as hunter leading hunters personally identifying, qualifying, and closing significant opportunities with corporate partners, foundations, and major donors, modeling prospecting and negotiation excellence for the team.
- Establish handoff protocols and partnership creating clear processes and documentation for transitioning closed deals to Strategic Partnerships and Institutional Giving teams, ensuring seamless account management and stewardship.
- Drive revenue generation and pipeline development building and maintaining a robust pipeline of qualified opportunities setting and achieving revenue targets and forecasting accurately and reporting on Business Development performance to senior leadership.
- Cultivate and build strategic relationships with key decision-makers and influencers at prospect and partner organizations and represent Team Rubicon at industry forums and networking events.
- Manage team coaching and development providing ongoing coaching on sales techniques, relationship building, and negotiation skills and conducting regular one-on-ones and performance reviews; identify and address skill gaps through training.
- Create culture and operational discipline, establishing norms for activity, professionalism, and mission alignment and conducting team meetings focused on learning, problem-solving, and celebrating wins, modeling behaviors you expect from the team.
- Qualify and position opportunities assessing strategic fit and financial viability of prospective partnerships and developing tailored value propositions and positioning for different prospect segments.
- Negotiate and close agreements leading negotiations of partnership terms and agreements and working with Legal and Finance to ensure compliance and alignment with organizational standards.
- Monitor market trends and adapt staying up-to-date and current on corporate social responsibility and philanthropic trends, identifying emerging partnership opportunities, market whitespace, and recommending strategic adjustments to approach and targeting.
- Ensure data integrity and reporting maintaining accurate, timely pipeline data and forecasting and provide weekly, monthly, and quarterly reporting on activity, pipeline, revenue, and team performance to senior leadership.
- Build business development collateral and tools: developing proposals, case studies, partnership packages, and marketing collateral that support the sales process and enable the team to sell effectively.
- Invest in team capability and retention providing professional development opportunities while fostering an environment where high performers want to stay and celebrate contributions while creating pathways for growth within the organization.
Education and Background:
- Bachelor's degree in business, nonprofit management, sales, or related field (or equivalent professional experience demonstrating required competencies)
- 8+ years of nonprofit fundraising and business development leadership experience in fast-paced environments
- Proven track record building and scaling teams from the ground up with minimal existing framework while establishing culture and accountability
- Experience designing sales processes and systems that enable repeatable revenue generation and team scalability leveraging technology wherever possible
- Demonstrated success managing full sales cycles - prospecting through closing with corporate, foundation, and major donor prospects
- Hunter mentality comfortable closing deals personally while building processes and developing others
- Strong negotiation, contract management, and project management skills with ability to navigate complex partnership agreements of various priority and timeline
- Customer relationship management (CRM) and pipeline management expertise with proficiency in Microsoft Office Suite, Salesforce or equivalent systems
- Exceptional communication and relationship-building skills with C-suite and senior decision-makers
Special Requirements:
- This is a full-time REMOTE position and can be based anywhere within the United States and provides a flexible & non-traditional work schedule (no relocation expenses provided)
- Travel: At least 30% travel for site visits, conferences, and donor meetings
Job Type:
- Full-time; salary, exempt
Pay Range:
- $115,062.16 - $171,612.61 per year
The hiring range reflects where in the range we most likely intend to hire for this role. Additionally, compensation within that range can vary for several reasons including market conditions, cost of living, skills/capabilities, experience, etc.
Cultural Values:
- Mission First, Greyshirts Always: Anyone joining TR must understand that our mission to provide disaster response comes first
- Step Into The Arena: TR needs leaders who aren’t afraid to dare to be great
- Everyone Has A Role Know It: Ability to successfully navigate a fast-paced, high-growth environment and solve problems in the face of ambiguity
- GSD: We are entrepreneurial, resourceful, and determined no matter how chaotic the situation
- Change Your Socks: We take care of ourselves and each other so we are best equipped to serve those in greatest need
- Adults Only: Every team member is an adult until proven otherwise
- Your Mother’s A Donor: Every leader must be committed to fiduciary responsibility, transparency, and financial stewardship
Perks of the Team:
- Flexible Unlimited Paid Time Off
- Generous holiday schedule (including a paid week off between winter holidays)
- Matching 401k contributions up to 4% with no vesting requirement
- 100% company-paid health benefits for employees and their dependents
- Professional development, leadership development and events/conferences
- Paid time off to volunteer with the non-profit of your choice
- One-week all-inclusive onboarding experience
Learn more about Team Rubicon:
Team Rubicon is an equal opportunity employer and is committed to not only including but actively seeking out a diversity of lifestyles, experiences, perspectives, and voices in order to foster inclusion, growth, and innovation. Your candidacy will be considered without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.