Director, Marketing & Business Development

Director, Marketing & Business Development

 As the Director of Marketing & Business Development, you will architect and operate a modern, AI-augmented revenue development engine. You will lead Business Development Representatives and frontline managers while integrating agentic prospecting, automation, and human-led selling to materially increase pipeline velocity and quality.

This role owns the intersection of people, process, and AI—scaling personalized prospecting, lead qualification, and outbound execution while developing future Account Executives and revenue leaders at Blackbaud.

Build and operate a single AI-enabled revenue development center of excellence, responsible for all lead qualification, lead handling, and prospecting across business units. This includes defining where human sellers lead, where AI agents assist or automate, and how insights from AI-driven signals improve prioritization, messaging, and conversion.

The Director will ensure consistent experimentation, rapid iteration, and ethical use of AI across inbound and outbound motions to drive sustained pipeline growth.

What you’ll do:

• Craft and execute AI-augmented inbound and outbound strategies that combine human-led selling with agentic prospecting, intent detection, and automated personalization—continuously testing and optimizing based on real-time performance signals.

• Lead teams to develop and qualify opportunities using AI-assisted research, prioritization, and messaging—ensuring reps spend the majority of their time on the highest-propensity accounts and buyers.

• Forecast performance and set team quotas using historical data, AI-driven productivity insights, and scenario modeling tied to changing business priorities and market signals.

• Hire, oversee, mentor, and train Business Development Team Managers to coach in an AI-enabled environment—helping frontline leaders translate data, AI insights, and agent outputs into better human selling behaviors.

• Evaluate performance trends across human and AI-driven activities, identifying best practices in messaging, sequencing, timing, and qualification that can be scaled across teams and business units.

• Develop sales-ready Business Development Representatives who are fluent in AI-assisted selling, account research, and multi-threaded prospecting—building a next-generation bench of Account Executives and revenue leaders.

• Audit and continuously refine qualification frameworks, ensuring consistent value articulation across human and AI-assisted touchpoints, including messaging, objection handling, and discovery for both inbound and outbound motion.

Core KPIs:

• Ensure sufficient opportunity creation volume by increasing inquiry-to-opportunity conversion and scaling effective inbound and outbound outreach across Social Impact and Corporate Impact business units.

• Increase the percentage of opportunities that convert to sales-qualified opportunities (SQOs), improving sales velocity and pipeline efficiency across all segments.

• Increase pipeline per rep by leveraging AI-driven prioritization and agent-assisted outreach.

What you'll bring:

• 10+ years of experience in sales or marketing development leadership role, preferably at a B2B SaaS company.

• Demonstrated experience integrating AI, automation, or agent-based tools into sales or marketing development workflows.

• A proven track record of success exceeding personal and team quotas.

• Analytical thinking abilities to comprehend data and harness its power to make informed decisions and recommendations.

• Experience with Salesforce and modern sales engagement and intelligence platforms (e.g., SalesLoft, Gong, Conversational Intelligence, AI-powered prospecting, or qualification tools) required.

• Experience looking at long-term projections and identify opportunities for tapping new markets to help plan internally and project how growth affects the entire company.

• Deep expertise in modern prospecting and social selling, leveraging platforms such as LinkedIn, X (Twitter), and relevant community-based networks to research accounts, engage buyers, and drive meaningful conversations at scale.