Director, Business Development
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Job Description
Pitney Bowes sales director growing national strategic accounts and revenue through consultative B2B business development. Leading sales teams, territory strategy, executive relationships, and expansion initiatives.
Responsibilities:
- Drive revenue growth through customer retention, account expansion, cross-sell, and upsell opportunities across a portfolio of national strategic accounts
- Identify and pursue targeted growth opportunities within existing accounts and adjacent market segments
- Build executive-level relationships across customer organizations, including operations, finance, procurement, and IT stakeholders
- Lead consultative sales engagements with senior decision-makers and develop value-based solutions aligned to customer goals
- Manage contract renewals and negotiations while balancing customer value and business profitability
- Develop and execute national territory and account strategies aligned to revenue and growth objectives
- Build and maintain a healthy pipeline while ensuring forecasting accuracy and CRM discipline
- Analyze market trends, competitive activity, and customer needs to identify new growth opportunities and refine sales strategy
- Partner with senior leadership and Marketing on growth initiatives, demand generation efforts, and strategic planning
- Lead, coach, and develop a team of sales account managers across a national territory
- Establish performance expectations and drive accountability through coaching, performance reviews, and business discussions
- Recruit, onboard, and develop top sales talent while fostering a collaborative, customer-focused culture
- Monitor business performance through key metrics, pipeline reviews, and revenue reporting
- Deliver regular business reviews providing visibility into risks, opportunities, and growth trends
Requirements:
- 8+ years of B2B sales experience, including at least 3 years in a sales leadership role
- Proven success growing strategic accounts and delivering revenue growth through customer retention, account expansion, and business development
- Experience developing and executing territory and account growth strategies with measurable results
- Strong consultative and solution-based selling skills
- Experience leading, coaching, and developing sales professionals
- Proven ability to engage executive-level decision-makers and manage complex customer relationships
- Proficiency with Salesforce or similar CRM platforms, including pipeline management, forecasting, and performance reporting
- Strong communication, negotiation, analytical, and relationship-building skills
- Experience in shipping, mailing, logistics, parcel technology, document management, or other consultative B2B industries with complex sales cycles and strategic account management responsibilities
- Familiarity with SaaS-based technology, business services, logistics, supply chain, shipping, or operational solutions
- Experience selling into or managing accounts within government, healthcare, financial services, retail, or other large enterprise environments
- Experience identifying opportunities in adjacent markets, supporting market expansion initiatives, or entering new customer segments
- Experience working in a matrixed sales organization alongside marketing, inside sales, channel partners, product teams, or solution specialists
- Must be legally authorized to work in the US
- Employer will not sponsor the position for employment visa status now or in the future
Benefits:
- Incentive compensation with an On-Target Incentive (OTI) opportunity of $85,000 annually
- Opportunity to grow and develop your career
- Inclusive environment that encourages diverse perspectives and ideas
- Challenging and unique opportunities to contribute to the success of a transforming organization
- Comprehensive benefits globally (PB Benefits and Wellbeing Programs)
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