Director, Business Development

“Are you a strategic sales leader who loves both coaching a high-performing team and staying in the trenches to close major deals? Join Amii’s Revenue Team to drive the industry-wide adoption of AI by scaling our opportunities and accelerating pipeline velocity. I’m looking for a data-driven growth architect who is ready to lead from the front — if that sounds like you, I’d love to hear from you!\ "— Marlene McNaughton | ChiefRevenue OfficerAbout the Role
Reporting to the CRO, the Director, Business Development is responsible for leading, coaching, and developing the team of Key Account Managers to relentlessly drive pipeline velocity and hit ambitious closing targets. While maintaining this team focus, the Director, Business Development also carries an individual revenue quota and is expected to personally source and close strategic partnerships to contribute directly to the organization’s growth targets. This data-driven leader translates quantitative market data and sector insights into high-converting business development opportunities while maintaining immaculate CRM data integrity. Additionally, the Director, Business Development serves as a high-profile brand ambassador, designing and executing Amii’s presence at major industry functions and conferences to generate pipeline growth. Through robust operational oversight and strategic resource allocation, this position ensures predictable revenue forecasting and sustained ecosystem expansion.The position focuses on achieving excellence in four main accountabilities:Revenue & Pipeline Management:
Take accountability for the team’s quarterly and annual closing targets, driving consistent revenue growth and ensuring predictable revenue forecasting.People Leadership & Coaching:
Train, mentor, and manage a high-performance team of Key Account Managers on complex B2B negotiations, strategic account planning, and closing techniques.RevOps & Process Optimization:
Formulate data-backed regional strategies and maintain strict CRM data hygiene within HubSpot to eliminate friction and improve lead-to-close timelines.Ecosystem & Event Representation:
Design and lead Amii's strategic presence at key trade shows and conferences to maximize pipeline generation and ecosystem brand visibility.Required Skills / Expertise
Key Responsibilities:
Revenue & Pipeline ManagementTakes ultimate accountability for the business development team’s closing targets and revenue outcomesActively collaborates with Key Account Managers to strategize, position, and close high-value, complex enterprise partnerships and SME engagementsGathers and synthesizes market and sector-specific intelligence to help the team position machine learning expertise as a business-critical solutionOversees and manages the annual operational budget for the Business Development Account team, ensuring efficient resource allocationMaintains an individual contributor role by managing a personal book of business and achieving independent revenue targets, modeling successful sales behaviors for the team.People Leadership & CoachingActs as the direct functional supervisor for all assigned Key Account Managers (KAMs), managing performance evaluations and KPIsCoaches the team on consultative business development plays, land-and-expand strategies, and advanced B2B negotiationConducts rigorous, recurring pipeline reviews and individual mentoring sessions to align team behaviors with organizational growth metricsRevOps & Process OptimizationOwns the business development environment within HubSpot, ensuring the CRM serves as the absolute source of truth for pipeline dataBuilds, audits, and manages custom HubSpot dashboards to track critical metrics such as pipeline velocity, win rates, average deal size, and quota attainmentDesigns and implements local and regional business development strategies built on hard quantitative data, historical performance, and predictive market analyticsEcosystem & Event RepresentationDesigns, orchestrates, and leads Amii’s presence at major industry conferences, trade shows, and ecosystem functionsContributes to public-facing events as an Amii brand ambassadorProvides Cost-Per-Lead (CPL) and ROI analysis for corporate events, collaborating across the organization with marketing, Key Account Managers, members of the Investment and Partnership team, delivery teams and the executive teamQualifications:
Post-Secondary Degree in Business, Computer Science, Engineering, or a related field7+ years of experience in B2B enterprise business development, sales, or strategic partnership management5+ years in a leadership capacity directly managing, training, and coaching Key Account Managers or Enterprise Account ExecutivesDocumented track record of personally closing complex, high-value deals and driving teams to hit ambitious closing targetsPower-user status with HubSpot, with proven experience building custom reports, automating workflows, and utilizing data to optimize pipeline velocityProven experience designing event attendance strategies and representing high-profile organizations at large conferences, panel discussions, and trade showsStrong interest in or familiarity with artificial intelligence, machine learning, deep tech ecosystems, or technology-focused business environmentsExceptional public speaking, communication, interpersonal, and negotiation skillsKnowledge, Skills and Abilities (KSA):
Strong analytical skills with a proven ability to translate raw performance data and CRM metrics into actionable business development playsAbility to effectively mentor team members on consultative selling, land-and-expand frameworks, and overcoming complex pipeline hurdlesDemonstrated success in translating quantitative market insights into regional strategies and executing them with precise timeline and resource managementAbility to confidently build relationship equity and close agreements with both SME owners and corporate executive leadershipAbsolute dedication to data integrity, pipeline hygiene, and using technology platforms (HubSpot) to optimize daily operationsSuccessfully manages multiple competing priorities and pipeline targets within a fast-paced, evolving technology landscapeWorks autonomously while effectively partnering across internal teams (Marketing, ML Science, Operations) to support organizational health and alignmentWhat you'll love about us
A professional yet casual work environment that encourages the growth and development of your skillsParticipate in professional development activitiesGain access to the Amii community and eventsA chance to learn from amazing teammates who support one another to succeedCompetitive compensation, including paid time off and flexible health benefitsA modern office located in downtown Edmonton, AlbertaAbout Amii
One of Canada’s three main institutes for artificial intelligence (AI) and machine learning, our world-renowned researchers drive fundamental and applied research at the University of Alberta (and other academic institutions), training some of the world’s top scientific talent. Our cross-functional teams work collaboratively with Alberta-based businesses and organizations to build AI capacity and translate scientific advancement into industry adoption and economic impact.Amii is an equal opportunity employer and values a diverse workforce. We encourage applications from all qualified individuals without regard to ethnicity, religion, gender identity, sexual orientation, age or disability. Accommodations for disability-related needs throughout the recruitment and selection process are available upon request. Any information provided by you for accommodations will be kept confidential and won’t be used in the selection process.
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