Role Purpose
The Business Development Director (BDD) is responsible for acquiring new strategic clients across priority markets, building executive-level relationships, and delivering complex, high-value deals across the business’s core service and SaaS product lines. Operating as a senior member of the global commercial team, the BDD leads consultative solution selling efforts focused on property developers and ultra luxury real estate brands. This role requires sophisticated engagement with C-level stakeholders, deep understanding of client drivers, and the ability to partner across product, delivery, and marketing teams to generate demand and secure long-term partnerships. Where relevant, the BDD is also responsible for directly managing Business Development Managers, providing leadership, coaching and development to elevate team performance and contribution to commercial targets.
Performance Dimensions
- Drive net new revenue growth through acquisition of enterprise and premium-market clients.
- Lead strategic sales pursuits and influence buying decisions at the executive level.
- Align market development with business strategy and solution value propositions.
- Contribute to commercial performance goals for regional growth and account development.
- Lead, coach, and manage Business Development Managers to execute aligned new business strategies
Key Relationships
Internal
- Chief Revenue/Client Officer
- Global Business Development Team
- Marketing and Demand Generation Teams
- Client Partnerships & Customer Success Teams
- Product and Solution Engineering Teams
- Head of Production and Delivery Leads
External
- Property Developers, Real Estate Brands, Agents & Agencies
- Strategic Partners, Consultants, and Industry Stakeholders
Key Challenges
- Building long-term, strategic relationships in a complex, high-stakes sales environment.
- Positioning and selling technical and creative service solutions to non-linear buying groups.
- Navigating ambiguity across project-based and SaaS models while aligning to delivery capacity.
- Managing long-cycle deals with multiple stakeholders, financial models, and implementation complexity.
- Leading and developing a high-performing sales team in a high-growth environment.
Key Accountabilities
New Business Acquisition
- Drive sales pipeline and win new clients in line with regional and global sales targets
- Manage end-to-end sales lifecycle from MQL to signed agreement and internal handover
- Identify and close strategic opportunities aligned to priority verticals
Strategic Sales Execution
- Execute complex, multi-solution sales processes with clarity and precision
- Lead client discovery, proposal design, pricing negotiation, and stakeholder management
- Build business cases and ROI justification tailored to developer/client requirements
Client Engagement & Executive Relationship Management
- Build and maintain C-suite level relationships in developer and brand organisations
- Influence high-value stakeholders across product, marketing, design and digital teams
- Represent the brand at events, pitches and commercial showcases
Cross-functional Partnering
- Collaborate with Product, Marketing, Delivery and Operations to shape solutions
- Align scope and timelines with capacity planning teams and delivery leads
- Ensure seamless handover to Client Partnerships and Delivery teams
Commercial Forecasting & CRM Hygiene
- Own sales forecasting and maintain CRM data hygiene for your territory/region
- Provide accurate revenue pipeline insights to CRO and commercial operations
- Use data to inform ICP qualification, targeting, and pricing strategies
Market Development & Thought Leadership
- Act as a subject matter expert on visualisation, real-time and SaaS solutions
- Identify market shifts and new client opportunities (e.g. digital twin, virtual sales experiences etc)
- Contribute to go-to-market strategy, content development and campaign feedback loops
Leadership & Team Management
- Manage, coach, and develop Business Development Managers
- Set clear targets and drive accountability across the team• Support onboarding, training, and career development for BDMs
- Foster a culture of excellence, collaboration, and Solution Partnership Based selling
KPI / Metrics
- Net new revenue closed (project-based + SaaS)
- Qualified pipeline value and progression velocity
- Average deal size and win rate
- Sales cycle length and client acquisition cost (CAC)
- Executive engagement metrics (C-level conversion, brand coverage)
- Forecast accuracy and CRM hygiene compliance
- BDM team performance and development metrics
This list is not exhaustive, other KPIs and Metrics may change or be added as required