Director of Business Development (United States)

Reporting into: Chief Revenue Officer

Location: North America

This role sits within the Chief Revenue Officer team. Responsible for embedding Operational Resilience into the New Business portfolio, you will lead the development and execution of new business plans that drive profitable business growth, people capability and team culture improvement, and embed processes that drive long term success.

As a strong cross-functional leader and valued trusted advisor in the gaming industry, you will guide prospective and existing clients through our service offerings, negotiate contracts, and ensure client satisfaction through proactive problem-solving. By leading the development and execution of sales development strategies for prospective and existing clients, you and your team will lay the foundation for new long-term partnerships that deliver mutual business growth.

Key Responsibilities:

• Growth Pipeline: Develop/support a GTM plan; create and maintain a robust, up-to-date and accurate pipeline, and identify and pursue opportunities to achieve set revenue quotas in close partnership with Operations, Marketing and Commercial Finance.
• Relationship Building: Cultivate and sustain strong, long-term relationships with strategic clients based on added-value problem solving and consultative selling. Ensuring consistent communication and trust at all levels of the organization.
• Client Advocacy: Act as a key point of contact and trusted advisor for clients, engaging with stakeholders and executive sponsors to ensure added value outcomes and consistency in alignment.
• Contract & Issue Management: Lead/support contract processes, negotiate pricing agreements in line with company’s commercial and growth goals.
• Industry Presence & Thought Leadership - Act as the face of the company at key industry events, driving new business, showcasing industry expertise, & delivering thought leadership through strategic visibility, client advisory, webinars/workshops, and peer networking etc.

• A strategic, customer-focused approach to Large & Medium Enterprise Selling with a proven ability to work largely unaided in detecting, qualifying and generating new opportunities that add value to the client’s business.
• Mature sales experience in the game services industry, with a strong contact network.
• Extensive experience in face-to-face sales engagements, and generation of “warm leads”
• Evidence of consistently exceeding sales quotas, winning new clients and growing accounts.
• Strong cross-functional leadership.
• Strong people management skills.
• Experience in leading and managing multiple-level client and internal relationships globally.
• Clear and concise communicator who can evaluate and simplify.
• Excellent communication skills both verbal and written.
• Self-motivated and able to work with or without supervision.
• Solution and goal oriented.
• Ability to organise own work effectively and meet deadlines.
• Willingness to travel.

Role KPI’s – to be revised

• Revenue & Sales KPIs
• Profitable Revenue Growth – Revenue and GM% trajectory
• Client Retention Rate – Client retention over a specific period.
• Quota Attainment – Revenue target and GM% achieved bi-annually/annually.

Strategic & Growth KPIs

• New Business from New Accounts – Value or number of new projects generated from new clients.
• Account Coverage Ratio – Ratio of key contacts engaged vs. total potential decision-makers in an account.
• Customer Relationship KPIs
• Net Promoter Score (NPS) – Client satisfaction and likelihood of recommending the company.
• Client Engagement – Frequency and quality of touchpoints (calls, meetings, emails, etc.).
• Churn Rate – Percentage of accounts lost within a specific period.

Operational KPIs

• Response Time to Client Inquiries – Average time taken to respond to client communications.
• Proposal-to-Close Ratio – Number of proposals submitted vs. deals closed.

Internal Collaboration KPIs

• Cross-functional Collaboration Score – Feedback or metrics from internal teams (e.g., support, product) on collaboration effectiveness.
• CRM/Tool Usage Accuracy – Compliance with logging information and updates in internal systems.

• Medical Plan
• Vision Plan
• Employer Paid Life Insurance
• Employee Assistance Program
• 401K w/ Matching Contribution
• Paid Company Holidays
• Paid Time Off
• Paid Parental Leave

Testronic Inc. is an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. Testronic Inc. is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request a reasonable accommodation, contact [email protected].