About the Role
We are seeking a highly competitive, results-oriented Director of Business Development with SaaS consultative sales expertise in mid-market and enterprise verticals, who is passionate about helping clients protect their data. This individual will sell our mission-critical SaaS products into a variety of verticals, including healthcare, retail, government/municipalities, travel, and other sectors. Our SaaS products are needed in every industry, and the incumbent will help ensure we drive complete market penetration. Working collaboratively with our Marketing and other internal teams, the incumbent will provide a client solution-oriented and consultative approach to sell PCI P2PE validated solutions and other PHI and PII products throughout their verticals, in addition to attending tradeshows and partner shows to promote Bluefin and our products. Our technology is universal and works with any software system, payment gateway or processor, and our PHI and PII products easily integrate into our client’s systems. Exceptional “hunting” capabilities and a desire to help protect the world from data predators will significantly contribute toward the incumbent’s ability to meet and exceed business goals. This role reports to the VP, Business Development.
This is a senior individual contributor role designed for a proven hunter with deep experience in the fintech and payments space. The Director of Business Development is expected to operate with a high degree of independence, owning the full sales lifecycle from self-sourced prospecting through close. Success in this role requires the ability to build pipeline through outbound outreach, industry relationships, trade shows, and events, with limited reliance on inbound or warm leads. The ideal candidate brings strong discipline in pipeline management, can navigate and negotiate complex commercial agreements, and knows when to engage internal partners such as Legal, while ultimately being accountable for driving results independently.
Essential Duties and Responsibilities
- Develop and maintain deep expertise across Bluefin’s full suite of products and services, enabling credible, consultative selling with senior-level buyers in the payments ecosystem.
- Create a personal Business Plan to drive revenue creation and value to Bluefin and execute on a cadence of Sales activities to meet assigned targets.
- Leverage personal network and Sales opportunities generated by our Marketing Department to develop relationships, educate clients, and manage Sales opportunities throughout the entire sales lifecycle.
- Own end-to-end pipeline management, ensuring disciplined Salesforce hygiene through accurate forecasting, timely updates, deal progression, and data integrity.
- Proactively generate new business through self-sourced prospecting efforts, including targeted outreach, industry networking, trade shows, events, and selective marketing and partner initiatives. This role requires a true “hunter” mindset, with success driven primarily by outbound activity rather than inbound or warm leads.
- Create a deep understanding of current and potential client needs through solutions/consultative selling, strong relationship building, and demonstrating exceptional business value to clients.
- Manage the full sales lifecycle independently - from initial prospecting through close - leading complex deal negotiations, including MSAs and commercial terms, and exercising sound judgment on when to engage Legal and other internal stakeholders.
- Prepare and deliver professional Sales presentations to educate potential/existing partners on security-related regulatory matters, security risks, industry trends and security opportunities/solutions (validated vs non-validated PCI P2PE solutions, vaultless tokenization, etc.), designed to spark interest and generate opportunities.
- Collaborate with other functional areas to drive cross-product integration and cross-selling among our product solutions.
- Maintain excellent time management, administration, reporting and relationship management that will result in referrals and sales opportunities.
Skills and Qualifications
To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:
- 8-10+ years of SaaS Sales experience, selling security-related products and services as an individual contributor at a Director level or above
- Consultative Sales performance record with proven capabilities to sell security-related, technology products throughout several verticals.
- Proven ability to leverage own network to create meaningful lead generation and manage Sales pipeline via Salesforce.