Director of Business Development

Job description

ABOUT MEADOW Meadow is the modern payments platform for higher education that simplifies the entire student financial experience. We're transforming the $600 Billion higher education payments industry in the United States — building for universities what Shopify built for retail businesses, and bringing the entire student financial experience online. A strong outbound motion and top of the funnel engine are the lifeblood of Meadow’s revenue growth. We’re at an exciting inflection point: Our enterprise sales motion is working, demand is growing quickly, and we’re ready to scale the top-of-funnel engine that will power our next chapter. Today, our team is a talented group of 10 BDRs — currently managed by our COO — who have proven what’s possible, and are ready for dedicated leadership, structure, and a high-performance cadence. The team is already successful and has the potential to do so much more. We’re looking for a Director of Business Development who can take an established motion and level it up — coaching and developing SDR talent, increasing productivity across the team, leveraging tooling and partnering with Marketing to build the systems and processes that will consistently generate qualified pipeline for our AEs. If you’re energized by building a world-class Business Development Team and pipeline engine, and creating a high-output culture that directly fuels revenue growth, we’d love to meet you. ABOUT THE ROLE OVERVIEW The Director of Business Development will play a fundamental role in building a world-class outbound pipeline generation engine at Meadow. Your mission is to level up the Business Development Team so that we can increase quotas as a lever — as opposed to always increasing team size — through a data-driven approach to coaching, a close examination of our current practices and messaging, and a willingness to build whatever is needed to ensure success. WHAT YOU'LL DO Team Leadership & Coaching - You'll lead and scale our outbound team (10 BDRs). - You'll deliver significant hands-on coaching (e.g. Daily Call Reviews, 1:1s, Role Plays, Objection Handling, etc.). - You'll build a high-performance culture rooted in clear expectations and accountability. Strategy, Process & Execution - You'll own outbound playbooks (e.g. Segmentation, ICP Targeting, Outreach Strategy, Talk Tracks, Qualification, Handoffs, Follow-Up Loops, etc.). - You'll establish operating rhythms (e.g. Campaign Reviews, Enablement Sessions, etc.). - You'll own the partner with Marketing to translate campaigns into meetings, and with AEs to ensure tight conversion and feedback loops. Data, Tooling & Continuous Improvement - You'll define and manage KPI systems end-to-end (Activity → Conversations → Meetings → Qualified pipeline → Closed-Won Contribution - You'll build dashboards and reporting in HubSpot, and identify bottlenecks and drive targeted improvements. - You'll forecast pipeline generation and capacity needs, including territory/segment planning and quota modeling. - You'll drive adoption of modern tooling and workflows (e.g. Sequencing, Call Intelligence, Enrichment, Scoring, QA, etc.) - You'll pilot AI-enabled strategies, like intelligent lead scoring, personalization at scale, call coaching workflows, etc. - You'll continuously test and iterate on messaging, channels, sequences, and enablement content, then standardize what works. WHAT SUCCESS LOOKS LIKE - ⬆️ Average Meetings Booked and Completed Per BDR; 2x — or more! — Per-SDR Productivity - ⬆️ Meeting Quality, Resulting in Higher Closed-Won Rates for AEs - Standardized Processes and Playbooks Published (e.g. New BDR Onboarding, Prospect Outreach, etc.) ABOUT YOU MUST-HAVES - You’ve led 5-10 BDRs at a startup. - You have a track record of success measurably improving per-SDR productivity metrics (e.g. # Meetings Booked, Conversion Rates, etc.). You bring an analytical approach and have opinions based on experience. - You have a track record of success coaching and developing SDRs, helping them perform at a higher level through feedback and mentorship. - You’re a data-first operator. You’ve built, maintained, and iterated on dashboards and systems that informed high-quality decision-making. - You’re a practical AI adopter. You use AI to increase BDR effectiveness, not for hype. COMPENSATION AND BENEFITS This is a full-time position reporting to the COO. Meadow wants all employees to be supported in their personal and professional development, so we take a comprehensive approach to compensation and benefits. The initial annual On-Target Earnings (OTE) $200,000-$250,000 (OTE = 70% Base Salary + 30% Variable). This range represents the low and high end for a position based in San Francisco, CA. Actual compensation will depend on numerous factors such as: experience, knowledge and skills, qualifications, and other job-related factors. In addition to the chance to positively impact the world while building a company around a $600B opportunity, Meadow offers: - Competitive Salary - Competitive Equity - 401(k) Retirement Savings Plan - Subsidized Medical, Dental, and Vision Insurance (with HSA & FSA Plans Available) - Flexible Paid Time Off - Paid Company Holidays - Paid Parental Leave - 1-2 Onsites Per Year - Membership in an Ambitious, Kind, No-Drama Team We believe in hiring resourceful, curious people who are eager to learn and develop their skills. If you’re excited about this role but your experience doesn’t align exactly with the job description, we encourage you to go ahead and apply. You may be just the right candidate for this role. Meadow is proud to be an equal opportunity employer. We celebrate diversity in all its forms, and we encourage our employees to participate as their authentic selves in our work environment. We strive to build better for all, towards a more open, inclusive space. Come as you are.