Business Development Director – Specialty Finance + FinTech

Overview

The Business Development Director at BakerTilly is a senior‑level, strategic role focused on accelerating growth across the Firm’s Tax, Assurance, and Consulting practices. This leader identifies and develops new business opportunities within the Specialty Finance & FinTech sectors in an assigned territory, while building, managing, and expanding existing client relationships. The Director partners with practice leaders to shape and execute go‑to‑market strategies and drive industry‑focused growth initiatives.
Responsibilities

Generate and manage a client‑facing pipeline; lead, own, or participate in client pursuits (i.e., client discovery, proposal strategy, proposal development).
Represent the firm’s full suite of services across the Specialty Finance & FinTech ecosystem, including lenders, payment platforms, financial intermediaries, and technology‑enabled financial service providers.
Demonstrate an understanding of emerging financial technologies (e.g., payments infrastructure, digital banking, automation, AI, blockchain, BaaS) and their application within Specialty Finance to enhance client solutions and drive growth.
Develop a strong understanding of lending models, payment flows, capital structures, and financial product offerings to effectively align firm services with client needs.
Co‑develop a sales plan for the assigned territory and report weekly on progress against that plan to senior management.
Build and maintain relationships with key stakeholders across the Specialty Finance & FinTech ecosystem, including lenders, payment providers, fintech operators, investors, and strategic partners.
Craft clear, concise, and compelling value propositions for services and solutions, tailored for both internal alignment and external positioning.
Lead the deployment of sales techniques and strategies to integrate services and resources across all lines of services and geographies.
Maintain deep knowledge of core service offerings and effectively position their application within target markets to influence decision‑makers.
Create, sustain, and grow relationships with new and existing clients through regular, open communication; ensure performance standards and client satisfaction are consistently met, and proactively communicate and troubleshoot issues as they arise.
Own strategic accounts and support the deployment and drive the use of industry‑specific systems, technology development, and lead overall sales strategy for the industry.
Innovate and grow the Specialty Finance & FinTech industry practice through collaboration, integrated solutions, and market differentiation.
Monitor and communicate emerging trends in financial technology, alternative lending, payments, and digital financial infrastructure to identify and develop new business opportunities.
Leverage cross‑service knowledge to enhance value for an integrated‑reinforcing marketplace.
Maintain strict compliance with CRM (Salesforce) requirements by consistently documenting opportunity notes and all related activities, and keeping an accurate, up‑to‑date pipeline of qualified opportunities in accordance with firm protocols.
Attain closed business deal ($) goals associated with both new accounts and existing client accounts (as appropriate), to ensure a profitable return to Firm each fiscal year.
Perform regular, aggressive, and prompt follow‑up on all Firm‑generated leads assigned from campaigns or ad hoc requests from practice leadership.
Collaborate with other Firm Industry, Service & Geography BD leaders and practice leaders for an integrated Go‑to‑Market (GTM) approach.
Perform account planning and key account research to optimize BD efforts and account penetration.
Make primary out‑reach efforts, coordinated with marketing personnel on campaigns including prospect calls, emails and other mechanisms to secure appointments with COI individuals.
Coach, develop and lead sales professionals (as well as industry resources) within the industry(s), and support other sales professionals with service or geographic alignment.
Demonstrate strong problem‑solving, critical thinking, and thought‑leadership skills.
Qualifications

Bachelor’s Degree required.
10+ years of experience in Specialty Finance, FinTech, or related financial services industries, or in professional services supporting these sectors (e.g., accounting, law, management consulting, financial advisory).
Minimum of 10 years of experience selling or delivering tax, assurance, and/or consulting services within Specialty Finance or FinTech environments (e.g., lenders, payment processors, digital banking platforms, financial intermediaries).
Excellent sales skills and a proven track record of achieving KPIs.
Strong interpersonal skills and an ability to build rapport with internal partners, senior management and stakeholders of varying levels/experience.
Driven and ambitious individual with a strong desire to succeed.
Eligibility to work in the U.S. without sponsorship required.
Ability to travel up to 50% as needed.
Compensation

The pay rate range for this role is $156,000 to $268,320. Actual compensation is influenced by a variety of relevant factors including applicant’s skills, prior experience, qualifications, degrees, professional certifications, work arrangements and geographic location. Other compensation may include performance and sales‑based commissions.
BakerTilly offers a comprehensive compensation and benefits package to eligible employees.
EEO Statement

BakerTilly is an equal opportunity / affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, gender identity, sexual orientation, or any other legally protected basis, in accordance with applicable federal, state or local law.

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