Director of Business Development
About Pinnacle Group Pinnacle Group is a leading workforce solutions provider helping organizations optimize their talent strategies, manage complex workforce programs, and achieve business objectives. We partner with clients to deliver innovative Managed Services Provider (MSP) solutions, workforce management capabilities, and strategic services that improve operational efficiency and drive measurable business value.
Summary
The Director of Business Development is a hands-on, individual contributor responsible for acquiring new Managed Services Provider (MSP) business within assigned market segments. This role owns the full sales lifecycle, from identifying prospective clients and mapping decision-makers to building qualified pipelines, negotiating agreements, and closing new business. The ideal candidate brings a proven track record of personally generating revenue through MSP solution sales to mid-market and/or enterprise organizations. Success requires a proactive sales mentality, strong executive relationships, disciplined pipeline management, and demonstrated individual sales production.
Job Description
New Business Acquisition: Develop and execute targeted sales strategies to acquire new MSP clients within assigned market segments, driving profitable revenue growth and market expansion. Pipeline Development: Independently prospect, qualify, build, and manage a robust pipeline of new business opportunities through proactive outreach, networking, referrals, and strategic account targeting. Target Account Mapping: Identify prospective clients, map organizational structures and buyer personas, and establish relationships with decision-makers across Procurement, Human Resources, Talent Acquisition, Operations, and executive leadership. Full-Cycle Sales Ownership: Personally manage the entire sales process, including prospecting, discovery, qualification, solution positioning, proposal development, negotiations, and contract closure. Consultative MSP Selling: Understand prospective clients' contingent workforce challenges, program requirements, and business objectives to position customized MSP solutions that deliver measurable value. Complex Sales Execution: Navigate enterprise and mid-market buying processes, including multiple stakeholders, competitive evaluations, procurement requirements, and contractual negotiations. Cross-Functional Collaboration: Partner with Operations, Finance, Legal, and Delivery teams to develop competitive solutions, pricing strategies, proposals, and implementation approaches. Sales Forecasting and CRM Management: Maintain accurate opportunity records, pipeline activity, sales forecasts, and deal progression to ensure visibility into individual performance and anticipated revenue. Revenue Accountability: Own individual sales targets, new client acquisition objectives, and closed revenue performance while consistently identifying opportunities to improve conversion and sales effectiveness.
Requirements
Demonstrated experience selling MSP (Managed Services Provider) workforce solutions, preferably within an established MSP organization. Proven track record of personally acquiring new MSP clients and closing business within enterprise and/or mid-market segments. Strong individual contributor background with measurable year-over-year sales production, new business revenue, and quota attainment. Experience independently developing qualified sales pipelines, prospecting new accounts, and managing complex, full-cycle sales opportunities. Strong understanding of contingent workforce programs, MSP operating models, procurement processes, and workforce management solutions. Established ability to engage executive decision-makers, influence multiple stakeholders, and negotiate complex commercial agreements. Proficiency in CRM systems, pipeline forecasting, account planning, and sales performance reporting. Excellent communication, relationship-building, negotiation, and consultative selling skills. Why Join Pinnacle Group? At Pinnacle Group, you will have the opportunity to directly influence business growth by acquiring new clients and expanding our MSP market presence. This is a highly visible, hands-on sales opportunity for a proven business development professional who enjoys owning the entire sales process, building strategic relationships, and being directly accountable for revenue generation. AI Recruiting Disclosure During the hiring process, we may use artificial intelligence (AI) tools to assist in evaluating information related to your application. These tools may help analyze job-related qualifications or assist recruiters in reviewing applications and interview responses. AI-generated information is one factor considered in our hiring process. Final employment decisions are made by qualified hiring personnel and are not based solely on AI-generated recommendations.
Compensation and Benefits
Disclosure The specific compensation for this position will be determined by a number of factors, including the scope, complexity and location of the role as well as the cost of labor in the market; the skills, education, training, credentials and experience of the candidate; and other conditions of employment. Our full-time consultants have access to benefits including medical, dental, vision and 401K contributions as well as any other PTO, sick leave, and other benefits mandated by appliable state or localities where you reside or work. Instructions Please answer the questions below, attach your resume, and email your responses to [email protected] and [email protected] Have you worked for an MSP (Managed Services Provider) company in a sales or business development capacity? Please briefly describe your experience selling MSP solutions. Have you primarily sold MSP solutions to enterprise clients, mid-market clients, or both? If both, approximately what percentage of your closed business came from each segment? Have you operated as a hands-on individual sales contributor responsible for personally closing new business? If so, please provide any individual annual sales achievements you are comfortable with sharing over the past three years, including revenue generated and quota attainment, where available. In an effort to be respectful of your time and ensure alignment, please share your desired compensation range for this opportunity.