Director Business Development - North America

About Us

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies, enabling organizations to move faster with fully managed, reliable, and secure data integration. As we continue to scale globally, Business Development plays a critical role in fueling our growth by creating high-quality pipeline and developing the next generation of go-to-market leaders.

We’re looking for a Director of Business Development, Enterprise – North America to lead and scale our North America Sales Development organization. This role owns the strategy, execution, and performance of our BDR teams while serving as a key partner to Sales, Marketing, Revenue Operations, and Product.

You will be responsible for building a high-performing, metrics-driven organization that consistently delivers pipeline, develops talent, and evolves with our go-to-market strategy. Success in this role requires strong people leadership, operational rigor, cross-functional influence, and the ability to translate company-level objectives into clear execution at scale.

This is a full-time position based out of our Austin, TX, or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Technologies You’ll Use

• Salesforce (SFDC)
• Outreach
• ZoomInfo
• Demandbase
• Gong
• Looker
• LinkedIn Sales Navigator
• Google Workspace

What You’ll Do

• Lead, coach, and scale the North America Business Development organization, including first- and second-line leaders
• Own pipeline generation targets for North America and consistently deliver against revenue and growth goals
• Develop and execute the outbound and inbound sales development strategy aligned to company GTM priorities
• Partner closely with Sales leadership to ensure strong alignment on ICPs, territories, messaging, and handoff quality
• Collaborate with Marketing to optimize lead flow, account-based strategies, and campaign effectiveness
• Drive operational excellence through forecasting, capacity planning, KPI tracking, and performance management
• Build a strong leadership bench by hiring, developing, and retaining top BD talent
• Establish clear career paths, enablement programs, and promotion readiness frameworks for BDRs and managers
• Continuously refine processes, tooling, and workflows to improve productivity and pipeline efficiency
• Act as a strategic voice for Business Development within the broader Revenue leadership team

Skills We’re Looking For

• Minimum 5 years SDR/BDR leadership inbound and outbound motions and 3 years of second line managerial experience with proven experience leading and scaling Sales Development teams in a high-growth B2B SaaS environment
• Strong people leadership skills with experience managing managers and building leadership capability
• Deep understanding of pipeline generation, outbound motion design, and enterprise GTM strategies
• Ability to set clear goals, measure what matters, and drive accountability through data
• Excellent cross-functional collaboration skills with Sales, Marketing, and RevOps partners
• Strong executive communication and stakeholder management skills
• Track record of building repeatable, scalable processes that drive predictable results

Bonus Skills

• Experience selling or supporting data, analytics, or developer-focused products
• Familiarity with product-led growth and hybrid PLG/sales motions
• Experience leading distributed or hybrid teams across regions
• Background in Revenue Operations or GTM strategy
• MBA or equivalent business leadership experience

This position qualifies for Fivetran’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.

As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.

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