This is a remote position.
Director of Business Development to drive sustainable, profitable revenue growth by developing executive relationships, identifying qualified business opportunities, expanding client partnerships, and positioning AMA as a trusted strategic professional services firm.
This is a consultative leadership role focused on understanding client challenges and uncovering opportunities related to organizational performance, operational risk, workforce needs, technology adoption, compliance, and business transformation. The Director of Business Development will engage senior decision-makers, develop long-term relationships, manage a disciplined sales pipeline, and partner closely with internal teams to support client retention and expansion.
Success in this role will be measured by executive relationship development, pipeline growth, new and recurring revenue generation, client retention and expansion, and accurate revenue forecasting.
Key Responsibilities
Strategic Business Development
- Develop and execute annual business development strategies aligned with organizational goals and revenue objectives.
- Identify, qualify, and pursue high-value opportunities that support AMA's strategic priorities.
- Build and maintain relationships with executive leaders, boards, and key decision-makers.
- Generate new business opportunities through consultative discovery, networking, referrals, industry engagement, and strategic outreach.
- Position AMA as a trusted advisor before opportunities enter formal procurement processes.
- Monitor market trends, industry developments, competitive activity, and emerging client needs.
Executive Relationship Management
- Develop trusted relationships with senior executives and client leadership teams.
- Maintain relationships beyond individual projects or active engagements.
- Serve as a strategic advisor by bringing relevant industry knowledge, insight, and perspective to client conversations.
- Build credibility through consistent follow-through, strategic guidance, and thought leadership.
Consultative Selling
- Lead executive-level discovery conversations to understand client needs related to:
- Organizational priorities and performance
- Operational and financial risks
- Workforce challenges
- Technology adoption and transformation
- Compliance requirements
- Change management and organizational improvement
- Translate client challenges into relevant professional services opportunities.
- Lead with curiosity, strategic questioning, and business insight rather than product-focused presentations.
- Collaborate with internal subject matter experts to develop solutions aligned with client needs.
Pipeline and Opportunity Management
- Maintain a healthy, disciplined, and predictable sales pipeline.
- Manage the full opportunity lifecycle, including:
- Lead qualification
- Opportunity strategy development
- CRM management
- Proposal coordination
- Sales forecasting
- Deal progression
- Close planning
- Maintain pipeline coverage of approximately three to five times annual revenue targets.
- Provide timely and accurate forecasts, pipeline updates, and business development reporting.
- Ensure opportunities are appropriately qualified based on client need, decision-making process, timing, budget, and strategic fit.
Client Retention and Expansion
- Partner closely with Operations to identify and cultivate additional service opportunities within existing client relationships.
- Support long-term client retention through strategic relationship management and value-driven engagement.
- Maintain visibility with key client stakeholders throughout and following engagements.
- Identify opportunities to deepen relationships and expand AMA's impact across client organizations.
Strategic Partnerships and Market Presence
- Represent AMA at conferences, industry events, networking functions, and other business development activities.
- Identify strategic partnerships that expand AMA's market reach, expertise, or service capabilities.
- Strengthen AMA's visibility and reputation within target industries.
- Contribute to AMA's position as a thought leader in government operations, affordable housing, and organizational performance.
Revenue Leadership
- Achieve annual revenue goals through a combination of:
- New client acquisition
- Existing client expansion
- Recurring and long-term client relationships
- Demonstrate accountability for business development activity, revenue generation, relationship growth, and overall business outcomes.
- Partner with internal leadership to ensure business development priorities align with organizational capacity and strategic objectives.
Performance Expectations
The successful Director of Business Development will:
- Establish and maintain trusted relationships within the industry and with executive-level decision-makers.
- Build credibility through strong industry knowledge, professionalism, and consistent relationship management.
- Maintain an accurate, disciplined, and proactive sales pipeline.
- Develop qualified opportunities that align with AMA's strategic priorities and service capabilities.
- Demonstrate strong forecasting discipline and accountability for revenue goals.
- Lead client conversations with curiosity, strategic questioning, and a consultative approach.
- Help strengthen AMA's reputation as a trusted professional services firm and thought leader.
- Partner effectively with Operations and other internal teams to support long-term client satisfaction, retention, and growth.
Requirements
Required Qualifications
- Bachelor's degree in Business Administration, Public Administration, Management, Marketing, or a related field; equivalent relevant experience may be considered.
- Minimum of 7 years of progressive experience in business development, strategic sales, account management, consulting, or a related client-facing role.
- Demonstrated business development success within the Affordable Housing industry, including a track record of achieving a 50% or greater close rate.
- Proven experience developing and managing executive-level client relationships.
- Experience using consultative selling methodologies and solution-based business development approaches.
- Demonstrated experience managing complex sales pipelines, opportunity strategies, and revenue forecasts.
- Strong business acumen and the ability to understand and discuss organizational and operational challenges with senior leaders.
- Exceptional verbal, written, facilitation, negotiation, and presentation skills.
- Proficiency with CRM platforms and sales management tools.
- Ability to work independently while collaborating effectively across departments.
- Ability to build trust-based client relationships that extend beyond individual projects or engagements.
Preferred Qualifications
- Experience with Low-Income Housing Tax Credit (LIHTC) programs or environments.
- Knowledge of government operations, affordable housing organizations, public-sector environments, or professional services consulting.
- Familiarity with organizational performance, financial management principles, operational risk management, change management, technology transformation, and executive decision-making processes.
Travel Requirements
- Ability to travel up to 80% of the time for client meetings, conferences, industry events, business development activities, and strategic partner engagement.
- Occasional overnight travel is required.
- Must possess a valid driver's license and maintain the ability to travel throughout assigned territories.
Work Location
This is a hybrid position. Candidates must reside in an approved AMA Consulting Group employment state:
Alabama, Arizona, Florida, Illinois, Maryland, Montana, North Carolina, New Jersey, New York, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, or Virginia.
Salary: $60,000.00 +Commission/month
