Director, Business Development

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. As part of Team Amex, you'll experience this powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career.
Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.
 

How will you make an impact in this role?
Director of Business Development – Middle Market Field
Inspire and Accelerate Growth. Shape the Future of Middle Market Sales.
At American Express, we do not simply compete in the market — we define it. The Middle Market Field Sales organization is a critical growth engine for the U.S. Commercial business, serving companies with annual revenues between $10M–$300M. As a Director of Business Development (DBD), you will lead from the front, owning regional growth strategy while developing and empowering a team of Managers of Business Development (MBDs) to deliver sustainable, profitable results.
This is a leadership role for a proven sales executive who can balance people leadership, market ownership, and executive-level selling. You will be accountable not only for results, but for building a high-performance sales culture grounded in discipline, integrity, and strategic rigor. You will act as both coach and strategist, ensuring your team consistently shows up as trusted advisors to Middle Market clients.
If you are energized by building elite teams, influencing complex decisions, and shaping the future of a high-growth segment, this role offers a platform to make lasting impact.

What You Will Do
Lead the Market Through People
•    Own regional Middle Market acquisition performance through direct leadership of a team of MBDs.
•    Recruit, develop, coach, and retain top-tier sales talent; set clear expectations, provide actionable feedback, and build strong succession pipelines.
•    Establish a culture of accountability, consultative excellence, and disciplined execution across the team.
•    Ensure consistent application of sales methodology, pipeline hygiene, and forecasting accuracy.
•    Maintain an active in-market presence (25–50% travel), engaging alongside MBDs with priority prospects and key clients.
Set and Execute Strategy
•    Translate enterprise and segment priorities into clear regional strategies that drive sustainable growth.
•    Oversee a high-value pipeline across the region, ensuring strong conversion, deal quality, and predictable outcomes.
•    Leverage data, analytics, and market insights to prioritize opportunities, allocate resources, and identify whitespace.
•    Partner closely with Risk, Underwriting, Pricing, Product, and Marketing leaders to deliver scalable, profitable client solutions.
Elevate Client Impact
•    Engage directly with senior executives (CEO, CFO, Treasurer) on complex, strategic opportunities where leadership presence is critical.
•    Ensure the team conducts deep discovery and positions American Express as a long-term strategic partner — not a transactional provider.
•    Drive solution design across the American Express value proposition, including working capital, payments, expense management, and digital capabilities.
•    Act as a thought leader for clients and internally, bringing forward insights on market trends, competitive dynamics, and innovation.
Drive Performance and Results
•    Hold accountability for regional quota attainment, pipeline health, and revenue quality.
•    Lead complex negotiations and deal strategy reviews; provide guidance on structure, pricing, and risk considerations.
•    Ensure seamless handoff of won business to Field Account Development partners to maximiz