Business Development Director

Business Development Director

Remote (U.S.)

Company Overview

Our client is a profitable, founder-owned technology company that helps businesses claim the research and development tax credit through an end-to-end software platform, built by tax credit practitioners with more than two decades of combined experience in the field. The company serves clients in software, life sciences, manufacturing, architecture, and engineering, and it also licenses its platform to CPA firms and consultants who deliver R&D credit studies to their own clients. After federal legislation permanently resolved a multi-year headwind for the industry, the company doubled its revenue, and it now releases new platform features every month. With a lean, collaborative team that values initiative and fresh ideas, and a goal of doubling revenue and customers over the next three years, the company is adding a Business Development Director to scale its CPA and accounting firm channel.

Position Overview

This is a rare opportunity to lead growth for a proven, feature-rich platform at a turning point for the R&D tax credit market. First, you will work in open territory with uncapped earning potential, building relationships across a large and underpenetrated market of accounting firms, without splitting accounts or territories across a large sales team. Second, you will report directly to the co-founders and work alongside them every day, with full visibility into company strategy and the freedom to set your own cadence, campaigns, and channel approach. Third, as the sales organization grows, a high performer in this seat will have a path toward leadership and future equity conversations. Your success will directly drive the company’s plan to double its revenue and customer base over the next three years.

Position Responsibilities

  • Build and own an outbound pipeline into CPA and accounting firms with roughly 10 to 200 employees, engaging partners, owners, and presidents who make decisions about service lines, software, and client referrals.
  • Sell two complementary partnership models: platform licensing for firms that want to add or scale R&D tax credit work without adding staff, and referral partnerships for firms that prefer to send qualifying clients to the company for delivery.
  • Manage the full sales cycle from first conversation through signed engagement, working with the co-founders on demos and closing calls when needed, so that each opportunity moves forward efficiently.
  • Lead consultative conversations about firm economics, showing how the platform helps firms create new revenue from existing clients and run studies more efficiently.
  • Identify and pursue new channels for growth, including industry conferences, webinars, professional associations, and strategic partnerships, and bring these ideas to leadership with a clear plan for execution.
  • Time outreach and deal activity around the tax calendar, focusing on the summer and fall windows when firms are most open to adopting new solutions before tax season.
  • Use the company’s sales technology, including HubSpot, prospecting data, a power dialer, and appointment-setting support, to test outbound campaigns in new segments and keep pipeline data accurate.
  • Hand signed clients to the delivery team for onboarding and stay engaged with partner firms to support renewals and generate ongoing referrals, which compound over time as clients return year after year.

Position Qualifications

Required:

  • Proven track record of meeting or exceeding quota in a full-cycle closing role, with consistent results on deals averaging around $40K.
  • 5+ years of full-cycle, quota-carrying B2B sales experience.
  • Direct experience selling software or services to decision makers at CPA or accounting firms.
  • Demonstrated ability to build outbound pipeline from scratch without heavy marketing or SDR support.
  • Experience in a startup or early-stage environment, with a self-directed working style and comfort with ambiguity.

Preferred:

  • Experience selling R&D tax credit services, R&D tax credit software, or other specialty tax incentive solutions.
  • An established network of relationships within the accounting industry.
  • A collaborative, idea-driven approach that brings new strategies to leadership instead of waiting for direction.

Ready to Make a Difference?

If you are a builder who wants to own a growing channel and work directly with founders, apply now. A member of Talentfoot’s recruitment team will be in touch if your track record of success, experience, skills, and qualifications match our client’s requirements.

Talentfoot Overview

Talentfoot Executive Search specializes in future proofing organizations by securing forward-thinking leaders across sales, marketing, eCommerce, product, data, operations, finance, and technology with a track record of accelerating growth, innovation, and profitability. Since 2010, we’ve partnered with more than 2,500 companies and lead the industry with a 98% client success rate. Learn more at Talentfoot.com

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