Director of Sales And Business Development

Job summary

Own the end-to-end sales process for managed services and staffing solutions, from client discovery and proposal development through closing and onboarding transition. Develop referral partnerships, expand client relationships, report on business development performance, and coach and lead the business development team.

Job details

Who We Are At the Finance Group, we bring together experienced finance and accounting professionals who combine strategic thinking with hands-on execution. We partner with growing organizations across North America to bring clarity, confidence, and strategy to their numbers, helping businesses navigate growth, improve profitability, and make smarter financial decisions. Through Fractional CFO and Controller leadership, accounting and finance services, systems implementation, and financial transformation, our team acts as an extension of our clients’ businesses. Founded and led by women, we are a remote-first company built on trust, integrity, curiosity, accountability, and self-direction. The Opportunity The Director of Sales & Business Development is a results-driven sales professional responsible for generating new business, building strong client relationships, and driving revenue growth across the Finance Group’s Managed Services, the Payroll Group and Staffing solutions. This role owns the end-to-end sales cycle, from the initial client conversation and discovery through solution development, proposal, follow-up, close, and transition to onboarding. The Director builds trusted client relationships, identifies business needs, and connects those needs to the appropriate finance, accounting and payroll solutions. A strong understanding of accounting and finance is essential to success in this role. The ideal candidate brings hands-on accounting experience, ideally combined with experience in professional services, consulting, or staffing, allowing them to speak credibly with finance leaders, understand client challenges, and effectively position both companies' services. Key Responsibilities 1. Sales & Business Development Own the full sales cycle from initial client conversation and discovery through proposal, follow-up, closing, and transition to onboarding. Lead client discovery meetings to understand business challenges, finance and accounting requirements, timelines, and organizational needs. Position the Finance Group's and the Payroll Group’s Managed Services and Staffing solutions, based on each client's specific requirements. Develop and present proposals and recommendations that clearly communicate the proposed solution, scope, and business value. Maintain momentum throughout the sales process through timely follow-up, relationship management, and clear next steps. Build and maintain a strong pipeline of qualified opportunities and consistently work toward revenue and sales objectives. Partner with the established Sales Enablement team, which supports prospecting, outbound outreach, campaign activity, and sales administration, allowing the Director to focus on qualified client opportunities, consultative selling, and closing business. 2. Strategic Partnerships & Channel Development Establish and maintain strategic channel partnerships with accounting firms, software companies, consulting firms, and private equity (PE) firms to generate new business opportunities. Build and nurture relationships with key referral partners to increase market visibility, strengthen referral networks, and support revenue growth. Identify opportunities for mutually beneficial partnerships that expand the Finance Group's reach and introduce its Managed Services and Staffing solutions to prospective clients. 3. Reporting, Metrics, and Data Oversight Prepare and distribute the weekly BD performance report, including pipeline updates, KPIs, outreach insights, and leadership-level recommendations. Compile and publish monthly BD performance metrics to the SharePoint dashboard for executive visibility. 4. Client Relationship Development & Expansion Lead quarterly client expansion touchpoints to identify opportunities for additional services, cross-selling, renewals, or broader partnerships. Conduct quarterly outreach to past clients to identify opportunities for re-engagement. Conduct high-level client meetings, strategic reviews, and relationship-building sessions. 5. Sales Process & Proposal Management Ensure accurate and timely management of proposals, follow-ups, and pipeline movement. 6. Team Leadership, Training & Development Provide leadership, mentorship, and development to BD team members, including future hires. Conduct call shadowing, coaching sessions, and participation in BD weekly calls to support skill-building and process adherence. Foster a collaborative, accountable, and performance-oriented team culture. Serve as a subject matter expert (SME), as needed, providing guidance and technical support to internal teams on finance, accounting, and client solutions. 7. Meeting & Communication Leadership Lead the twice-weekly Business Development Connect, facilitating discussion, problem-solving, and alignment across BD activities. Provide consistent communication with leadership on priorities, barriers, and strategic opportunities. Qualifications & Experience 2+ years of demonstrated sales or business development experience, ideally within a consultative or professional services environment. 3+ years of accounting or finance experience, with sufficient technical knowledge to confidently understand and discuss client needs. CPA designation would be an asset. Experience within a consulting and/or staffing environment is required. Demonstrated ability to manage the full sales cycle, from discovery through proposal, negotiation, and close. Strong relationship-building skills with the confidence to engage with senior finance and executive stakeholders. Excellent communication, presentation, and consultative selling skills. Highly organized, proactive, and able to manage multiple opportunities and priorities simultaneously.

What you’ll do

Own the end-to-end sales process for managed services and staffing solutions, from client discovery and proposal development through closing and onboarding transition. Develop referral partnerships, expand client relationships, report on business development performance, and coach and lead the business development team.

Requirements

Requires at least 2 years of sales or business development experience and 3 years of accounting or finance experience, with consulting or staffing experience. Candidates should be able to manage the full sales cycle, communicate confidently with senior stakeholders, and demonstrate strong relationship-building, presentation, organization, and consultative selling skills; a CPA is an asset.

Listed skills

• Sales · Preferred
• Negotiation · Preferred
• Team Leadership · Preferred
• Consultative Selling · Preferred
• Accounting · Preferred
• Client Relationship Management · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Sales
• Business Development
• Consultative Selling
• Full Sales Cycle Management
• Client Discovery
• Proposal Development
• Negotiation
• Pipeline Management
• Strategic Partnerships
• Channel Development
• Client Relationship Management
• Cross-Selling
• Revenue Growth
• Accounting
• Finance
• Team Leadership

Job areas

• Sales
• Management & Leadership
• Finance & Accounting
• Consulting