Description
The CompanyKantata gives professional services organizations the clarity, control, and confidence they need to optimize resource planning, project management, and financial management - all to improve business outcomes for both the professional services firms we serve and their clients. Our purpose-built professional services automation software empowers over 2,500 professional services organizations in more than 100 countries to deliver radically better business outcomes. Kantata provides AI-powered insights and next best action recommendations our clients need to win more business and optimize project delivery to exceed their clients’ expectations.Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have.
Most importantly, we have a clear vision of where we’re going and how to get there. Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, great perks, and an amazing culture = an employee-rated Best Place to Work!The Opportunity:Are you a dynamic and experienced sales leader with a passion for developing talent and driving pipeline growth? We are seeking a highly motivated and results-oriented Director for our Business Development Representative (BDR) and newly created Market Development Representative (MDR) teams to lead, coach, and inspire a critical function within our Revenue Marketing organization.This pivotal role will be responsible for the overall performance, development, and strategic direction of the BDR/MDR teams.
You will ensure the team consistently meets and exceeds opportunity creation targets, drives high-quality opportunities within our ICP for our sales team, and accelerates Kantata to achieve our revenue objectives. You will foster a culture of continuous improvement, accountability, and collaboration, leveraging data and best practices to optimize our BDR & MDR teams effectiveness.Primary responsibilities:As the Director of Business Development, you will be pivotal in driving our opportunity creation and pipeline growth by leading, developing, and optimizing the high-performing BDR & MDR teams. Your core responsibilities will include:
- Team Leadership & Development: Directly manage 5 high-performing Market Development Representatives and two BDR Managers. Drive continuous training, skill optimization, and best practice implementation through coaching and mentorship, supporting them to achieve individual and team goals and success.
- Performance Management: Establish and refine clear performance metrics, actively monitor team activity and results, and conduct consistent 1:1s and performance reviews. Provide targeted, constructive feedback to ensure consistent overachievement of opportunity creation and pipeline generation.
- Strategic Direction & Optimization: Lead the development and evolution of highly effective prospecting (inbound and outbound), best practice connection strategies, and outreach cadences. Continuously analyze performance data to drive strategic decisions, optimize processes, tools, and methodologies for peak BDR/MDR effectiveness.
- Cross-Functional Collaboration: Collaborate strategically with Marketing, Sales, and Customer Success Leadership to drive unified efforts. This includes aligning on target account strategy, developing effective outbound plays, refining lead qualification processes, and optimizing opportunity creation and handoff to AEs.
- Reporting & Forecasting: Drive opportunity creation and ensure goal achievement by meticulously tracking key performance indicators (KPIs). Translate this data into actionable insights and strategic recommendations, fostering accountability and providing consistent visibility into team performance.
- Tool & Process Enhancement: Identify, evaluate, and implement cutting-edge technologies and best practices to significantly boost the efficiency and effectiveness of both MDR and BDR teams. This includes optimizing SFDC, leveraging sales outreach platforms, integrating account-based intent data, utilizing multi-dialing tools, and deploying agentic AI-powered solutions.
- Actionable Market Intelligence: Drive the systematic gathering, analysis, and translation of market intelligence and prospect feedback from our MDR and BDR teams. You'll transform this information into actionable insights that directly inform and influence broader sales and marketing strategies.
- Culture & Motivation: Cultivate a positive, competitive, and supportive team environment that motivates MDRs, BDRs, and BDR Managers to excel through coaching and mentorship, fostering individual and collective growth and achievement, and driving a strong culture of ownership and high-performance.
Qualifications:
- Experienced Leader: Brings 15+ years of experience in a lead generation, sales/business development, or similar customer-facing role, including 5+ years of proven experience leading and managing pipeline development teams (SDR/MDR/BDR/LDR). Demonstrates a history of consistently achieving and exceeding pipeline generation targets.
- Results-Oriented & Accountable: Possesses a strong drive to achieve and exceed targets, coupled with a commitment to holding self and team accountable for performance.
- Strategic & Analytical Thinker: Capable of analyzing complex data, identifying trends, and developing actionable strategies to improve team performance and ensure goal attainment.
- Exceptional Leadership & Coaching Skills: Proven ability to motivate, develop, and guide individuals and managers to achieve their full potential.
- Technology Leader & Optimizer: Not only demonstrates high proficiency with essential sales technologies but also possesses the ability to leverage and optimize these platforms to drive team efficiency and performance.
- Deep Sales & Marketing Funnel Expertise: Proficient in lead qualification, prospecting methodologies, and CRM best practices (Salesforce preferred), with hands-on experience using sales engagement platforms (e.g., Outreach).
- Outstanding Communication & Interpersonal Skills: Effectively communicates vision, provides clear direction, and builds strong relationships with team members, cross-functional partners, and senior leadership.
- Problem-Solver & Resourceful: Proactive in identifying challenges and skilled at implementing creative solutions.
- Adaptable & Agile: Thrives in a fast-paced, dynamic, and evolving environment.
Additional Information:
- This role is based on the East Coast. (Boston preferred)
Compensation:
- Base pay for this role is: $155,000 - $172,000
- This role is eligible to participate in a Sales Incentive/Commission Plan.
Our PhilosophyWe know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
- An intentionally engaging and collaborative culture - ditch the silo!
- Strong work-life balance that’s a true focus of the company
- The chance to learn from some of the best people in the business
- A vibrant, collaborative, and devoted team, who still makes time for fun
At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.
Kantata is an Equal Opportunity Employer.
Kantata is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions at Kantata are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.
