Business Development Director

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Direct Reports: Business Development Coordinator, Business Development Representative team
Overview
GSF Media is hiring a Business Development Director to bring structure, accountability, and speed to our fast-moving sales department. This is a hands-on leadership role focused on proposal quality, pipeline movement, BDR performance, and scalable sales systems. You’ll partner closely with the Business Development Coordinator and the VP of Business Development to ensure operations run smoothly and the team consistently hits growth targets.
This role bridges sales management and sales enablement — driving performance, clearing blockers, and creating repeatable processes that set the team up to win.
Own pricing templates, formatting standards, and approval timelines.
Review proposals before they go out to ensure accuracy and margin protection.
Monitor pipeline health and enforce clear movement expectations (e.g., ≤ 20-day close cycle).
Work with the BD Coordinator to finalize, archive, and send proposals (no duplication).
Address red flags quickly; keep the team moving deals forward.
→ Business Development Coordinator Role: Formatting, DocuSign, archiving, CRM entry for proposals
→ Director’s Role: Quality control, pricing accuracy, movement accountability
Location: Lebanon, TN
Department: Sales
Reports to: VP of Business Development
Direct Reports: Business Development Coordinator, Business Development Representative team
Overview
GSF Media is hiring a Business Development Director to bring structure, accountability, and speed to our fast-moving sales department. This is a hands-on leadership role focused on proposal quality, pipeline movement, BDR performance, and scalable sales systems. You’ll partner closely with the Business Development Coordinator and the VP of Business Development to ensure operations run smoothly and the team consistently hits growth targets.
This role bridges sales management and sales enablement — driving performance, clearing blockers, and creating repeatable processes that set the team up to win.
Key Responsibilities
Proposal Oversight & Pipeline Management (30%) Own pricing templates, formatting standards, and approval timelines.
Review proposals before they go out to ensure accuracy and margin protection.
Monitor pipeline health and enforce clear movement expectations (e.g., ≤ 20-day close cycle).
Work with the BD Coordinator to finalize, archive, and send proposals (no duplication).
Address red flags quickly; keep the team moving deals forward.
→ Business Development Coordinator Role: Formatting, DocuSign, archiving, CRM entry for proposals
→ Director’s Role: Quality control, pricing accuracy, movement accountability
Sales Team Management & Coaching (25%)
Lead BDRs: set weekly activity benchmarks, track meetings set, and monitor quality.
Hold weekly 1:1s to review progress, coach performance, and course-correct early.
Partner with the VP of Business Development to hire/fire/replace underperformers quickly.
Collaborate with BD Coordinator on onboarding checklist and ramp timelines.
→ Business Development Coordinator's Role : Coordinates onboarding steps, paperwork, and admin tasks
→ Director’s Role: Owns training, coaching, and results tracking
Sales Tools, Systems, and Strategy (25%)
Create outreach scripts, objection-handling tools, and case study decks.
Identify and implement tools that improve BDR output or proposal speed.
Work with BD Coordinator to keep the asset library updated and organized.
Optimize CRM usage and create reports that actually drive decision-making.
→ Business Development Coordinator’s Role: Maintains CRM data quality, keeps assets accessible
→ Director’s Role: Audits and improves systems, builds strategy
Cross-Department Collaboration & Internal Comms (10%) Coordinate with Marketing and Leadership on campaign timing and team needs.
Share a clear weekly task list to keep reps focused on the right accounts.
Clear blockers that slow down team momentum and bring clarity to priorities.
Serve as the “sales ops” bridge between sales, marketing, and delivery.
→ Business Development Coordinator’s Role: Follows up on tasks and preps supporting documents
→ Director’s Role: Owns cross-functional alignment and team direction
Success Looks Like Proposals are turned around in under 48 hours and close at higher rates
BDRs hit meeting goals by week 8 and maintain strong CRM hygiene
Business Development Coordinator has clarity and support—not duplication
VP of Business Development focuses on high-value deals, not admin
Forecasting is accurate, and team blockers are proactively resolved
Ideal Candidate 5+ years in B2B sales, sales ops, or team management in a marketing, tech, or service-based org
Strong systems thinker with a knack for simplifying chaos
Confident leader who knows when to coach and when to act
Fluent in CRM tools like Pipedrive (or can quickly get up to speed)
Obsessed with clear communication, smart automation, and repeatable results
Compensation + Benefits Salary Range: Negotiable depending on responsibility. $50-100k/yr.
Bonus: End-of-year performance-based
Insurance: Medical/Dental (50% employer-paid), Vision (100% employer-paid)
Retirement: 3% employer match
Time Off: 2 weeks PTO + 12 paid holidays
Extras: Mileage reimbursement, monthly home office stipend
Hybrid: Minimum 15 hours/week in Lebanon, TN office
Benefits Begin: After 90 days

Seniority level Seniority level Director
Employment type Employment type Full-time
Job function Job function Business Development and Sales
Industries Advertising Services
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