Director, Business Development

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.