Director of Business Development

Location: Cheshire, CT · Remote. In our office a few times a month, plus occasional event travel.

We’re looking for a relationship-driven Director of Business Development who can meet the right people, build trust, and turn that trust into paid engagements. 

You’ll create opportunities through prospecting, our existing database, events, and professional communities, then lead the conversations that move qualified prospects into an initial paid engagement. You own that initial sale. You’ll introduce one of our coaches and make a thoughtful handoff so they can take the relationship forward. This is a role for someone who enjoys building relationships and knows how to move them toward a buying decision.

You won't start from zero. We have a database and community of people who read our content, tune in to our podcast and webinars, follow our work, attend our events, and engage with what we do. 

Create new business

• →You’re a natural in the CRM and know how to work the database, re-engaging former clients, past prospects, and engaged/high-intent contacts. You know how to spot who needs to be reached out to and when.
• →Run targeted, researched, personal outreach to the right people at the right time.
• →Speak and network at events, associations, workshops and peer groups, and become a known, trusted name in the rooms our ideal customers are in.
• →Find and join new associations and groups we’re not currently part of, but should be.
• →Work our internal event (Endless Customers Live) and external events that we sponsor and have a booth at. You don't leave without quality calls booked.
• →Build referral partnerships that create a steady flow of introductions.
• →Nurture relationships over multiple conversations. Our coaching and agency services are highly considered, trust-based purchases.
• →Appear on camera for video and podcast content as needed, because that's how we practice what we teach.

• Lead discovery conversations to understand each prospect’s business, challenges, goals, and fit.
• Explain the value of the initial paid engagement, address questions and objections, and close the sale.
• Nurture prospects who need more time while helping ready buyers move toward a decision.
• Work closely with our coaches to coordinate a clear handoff, including the prospect’s goals, relevant context, and commitments made.
• Keep HubSpot current with accurate lead sources, conversation notes, next steps, and deal status.
• Follow through on missed meetings and stalled conversations so no prospect is forgotten.
• Give every prospect a great experience with IMPACT, whether or not they buy.

• First 90 days: You learn our buyers, methodology, and initial offering, build a qualified pipeline, and take ownership of sales conversations with onboarding support.
• Once ramped: You consistently create qualified opportunities and convert them into initial paid engagements, with clear, well-prepared handoffs to coaches.
• Ongoing: You’re measured on qualified pipeline creation, initial paid engagements sold, conversion, and follow-through, not just activity or meetings booked. You become a trusted presence in the communities where our ideal customers spend time.

• Hunger. If there are 100 people at an event, you talk to 99 of them. You create opportunities instead of waiting for them.
• Relationship-based selling experience. 5+ years selling trust-led, high consideration B2B purchases that take multiple conversations, not one-call transactions. People remember talking to you.
• Demonstrated closing experience. You’ve moved high-consideration B2B buyers from initial interest to a paid commitment. You can lead discovery, communicate value, handle objections, and ask for the sale without sacrificing trust.
• CRM self-sufficiency and pipeline discipline. You build your own lists, read engagement signals, and manage the pipeline so nothing falls through the cracks.
• AI-forward way of working. AI is already built into how you research, prep, follow up and stay organized, and you're always finding the next way to work faster. You also know what should and shouldn’t ever be automated.

• A network you can bring with you. Existing relationships with business owners and leaders, such as EOS, Vistage, YPO, EO, or similar peer communities, chambers, and industry associations that you can open doors with from day one.
• Comfortable on camera and speaking in front of a room.

• Based in Connecticut, able to be in our Cheshire office a few times a month and travel occasionally for events (we have two internal events per year, and sponsor 3-4 external events per year).

At IMPACT, our culture is built on our core values of being proactive, accountable, caring, and team-oriented. We are a group of driven professionals who are passionate about growing in our careers, delivering exceptional results for our clients, and supporting one another every step of the way. Mediocrity isn't an option — we show up every day committed to being our best and getting better. Collaboration is at the heart of everything we do, and we foster an environment free of egos, drama, or excuses. We're a supportive, no-nonsense team united by a shared mission: to create heroes, grow businesses, and change lives.

This is a hybrid position, open to candidates within driving distance of the office in Cheshire, CT, United States. While working remotely, we expect a professional, distraction-free workspace equipped with strong internet, good lighting, and an environment conducive to client-facing work.

Working hours are 9:00 AM to 5:00 PM Eastern Time to align with client schedules and internal team operations. We offer flexibility for independent work outside of client meetings and team rituals.

Travel is minimal but may include occasional trips for sales events, typically no more than a few times per quarter. Additionally, travel will be required to attend IMPACT's conferences, held twice a year. These events are a great opportunity to connect with clients, colleagues, and the broader community we serve. Travel requirements will be discussed in advance, and accommodations will be provided as needed.

IMPACT is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

IMPACT provides reasonable accommodations to individuals with disabilities in the hiring process and throughout employment, as required by law.