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Senior Director, Business Development



Sales & Business Development
San Francisco, CA, USA
Posted on Saturday, June 1, 2024

Ironclad is the #1 contract lifecycle management platform for innovative companies. Every company, in every country, in every industry runs on contracts, but managing these contracts slows companies down and costs them millions of dollars. L’Oréal, Staples, Mastercard, and other leading innovators use Ironclad to collaborate and negotiate on contracts, accelerate contracting while maintaining compliance, and turn contracts into critical carriers of operational business intelligence. It’s the only platform flexible enough to handle every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA.

Ironclad is writing the narrative that shows how beautiful and functional contracting will change business. We’re a leader in the Forrester Wave for Contract Lifecycle Management. We have been recognized as a Fortune Great Place to Work for four consecutive years. Our innovation and work culture have been recognized by Glassdoor's Best Places to Work 2023, Forbes’ 50 Most Promising AI Companies, Wing Venture Capital's Enterprise Tech 30, and Gartner's Magic Quadrant. We work in a highly collaborative environment, and strive to foster a positive, inclusive culture. We’re backed by leading investors like Accel, Y Combinator, Sequoia, and BOND. For more information, visit or follow us on LinkedIn and Twitter.

Ironclad is seeking a strategic and results-driven Senior Director of Business Development to lead our outbound and inbound sales development teams. Reporting directly to the CMO, this role will drive lead generation efforts, optimize lead-to-opportunity conversion processes, and significantly increase closed sales deals. The ideal candidate will possess extensive experience in business development and sales leadership and have a proven ability to drive growth and enhance sales efficiency.

Key Responsibilities:

  1. Leadership and Team Development:

    • Lead, mentor, and inspire the outbound and inbound sales development teams to achieve and exceed targets.

    • Implement training programs and professional development initiatives to enhance team performance and skillsets.

    • Foster a culture of high performance, collaboration, and continuous improvement.

  2. Lead Generation Strategy:

    • Develop and execute comprehensive lead generation strategies to drive pipeline growth.

    • Collaborate with Demand Generation teams to align on lead generation campaigns and initiatives.

    • Analyze market trends and identify new opportunities to expand lead sources.

  3. Sales Process Optimization:

    • Refine and optimize the lead-to-opportunity conversion process to maximize efficiency and conversion rates.

    • Ensure the effective use of CRM and other sales tools to track and manage leads, improving the use of data-driven decision-making throughout the sales funnel.

    • Implement best practices and innovative solutions to streamline sales operations.

  4. Performance Monitoring and Reporting:

    • Establish and monitor key performance indicators (KPIs) to assess the effectiveness of business development activities.

    • Prepare and present detailed reports on lead generation, pipeline development, and sales outcomes to executive leadership.

    • Utilize data-driven insights to inform decision-making and drive continuous improvement.

  5. Cross-Functional Collaboration:

    • Partner closely with the sales organization to align strategies and goals and ensure seamless execution.

    • Provide actionable insights and feedback from the business development efforts to inform product and marketing strategies.

    • Partner with executive leadership to align team strategies to company goals and priorities.

  6. Strategic Planning:

    • Contribute to the overall sales and business development strategy, aligning efforts with organizational goals.

    • Identify and evaluate new business opportunities and market trends to drive growth.

    • Manage the business development budget and allocate resources effectively.


  • 10+ years of experience in business development, sales development, or a related field, with at least 5+ years in a leadership role.

  • B2B SaaS experience is strongly preferred.

  • Proven track record of increasing lead generation and optimizing sales processes to drive revenue growth.

  • Strong leadership and team management skills, with the ability to inspire and motivate a diverse team.

  • Excellent communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders.

  • Strategic thinker with a data-driven approach to decision-making and problem-solving.

  • Proficient in CRM systems (e.g., Salesforce) and other sales tools.


  • Health, dental, and vision insurance

  • 401k

  • Wellness reimbursement

  • Take what you need vacation policy

  • Generous parental leave for both primary and secondary caregivers

OTE Range: $280,000 - $330,000

The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.