Director, Practice Development (Northeast Region)

As an employee-owned company, DMA prioritizes employees. Low turnover rates and tenured teams are living proof:  

• 2026 Great Places to Work Certified
• Employee stock ownership program eligibility begins on day one of employment (ESOP contribution is targeted at 6% of your annual compensation)
• Company paid parental leave
• Generous time off package 
• Multiple benefit plans, eligibility begins on day one of employment
• Culturally focused on work/life balance, and the overall wellness of our employees

Position Summary

The Director of Practice Development (DPD) is a senior-level business development professional responsible for expanding DMA’s market share in key tax practice areas. This role manages a portfolio of client and prospect accounts, drives strategic growth initiatives, and serves as a trusted advisor to clients. The DPD collaborates closely with internal service teams and executive leadership to identify opportunities, deliver tailored solutions, and ensure client satisfaction.

Essential Duties and Responsibilities

• Develop and execute strategic business development plans to drive revenue growth and expand market presence.

• Manage a large portfolio of client and prospect accounts, serving as a strategic account manager and relationship lead.

• Actively prospect and pursue new business opportunities through research, networking, and outreach, identifying potential clients and aligning DMA’s services to their needs.

• Participate in internal strategy, education, and planning meetings to improve business development processes and outcomes.

• Collaborate with service line leaders, marketing, and executive leadership to align business development strategies with organizational goals.

• Coach, mentor, and develop Practice Development team members, providing ongoing guidance, feedback, and support to build consulting, business development, and client‑engagement capabilities across the team.

• Identify and understand client and prospect tax issues, challenges, and goals to align DMA’s services accordingly.

• Create compelling written communications (SOWs and proposals) that articulate client needs and DMA’s value proposition.

• Lead or participate in internal strategy, education, and planning meetings to enhance business development effectiveness.

• Work with legal counsel during contract negotiations and ensure compliance with internal processes.

• Maintain accurate and timely updates in CRM systems and communicate key developments with internal stakeholders.

• Provide high-quality project and relationship management to ensure client satisfaction and retention.

• Approximately 90% of this role is focused on sales-driven activities, while the remaining 10% supports the broader Business Development team through collaborative tasks and initiatives.

• After a typical development period of approximately two years, the Director is expected to consistently generate $3–5 million in annual production through new business development and account expansion efforts.

Education and Qualifications

• Bachelor’s degree in Business, Marketing, Accounting, or a related field required

• 4-5 years of professional business development experience, preferably in tax, financial, or consulting services, including 1+ years in a leadership role.

• Demonstrated success in managing client relationships and driving revenue growth.

• Strong knowledge of CRM systems, sales KPIs, and pipeline management.

• Familiarity with tax law concepts and the ability to translate client needs into tailored solutions.

• Proven ability to develop internal relationships and collaborate cross-functionally.

• Excellent communication, negotiation, and interpersonal skills.

• Strong analytical thinking, initiative, and attention to detail.

• Effective organizational leadership and time management skills.

• Proficiency in Microsoft Office Suite and CRM platforms (e.g., Salesforce).

Work Environment & Physical Requirements

• Work Schedule: Regular, 40 hours/week

• Travel: Up to 35% travel required.

• Physical Activity:

  • Prolonged periods of sitting and computer use

  • Ability to hear, understand, and distinguish speech and sounds

  • Frequent repetitive motions with hands

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