[Hiring] Director, Marketing & Business Development @Blackbaud

Role Description

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.

• Own the intersection of people, process, and AI—scaling personalized prospecting, lead qualification, and outbound execution.
• Develop 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.
• Define where human sellers lead, where AI agents assist or automate, and how insights from AI-driven signals improve prioritization, messaging, and conversion.
• 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.
• Lead teams to develop and qualify opportunities using AI-assisted research, prioritization, and messaging.
• Forecast performance and set team quotas using historical data, AI-driven productivity insights, and scenario modeling.
• Hire, oversee, mentor, and train Business Development Team Managers to coach in an AI-enabled environment.
• Evaluate performance trends across human and AI-driven activities, identifying best practices in messaging, sequencing, timing, and qualification.
• Develop sales-ready Business Development Representatives who are fluent in AI-assisted selling, account research, and multi-threaded prospecting.
• Audit and continuously refine qualification frameworks, ensuring consistent value articulation across human and AI-assisted touchpoints.

Core KPIs:

• Ensure sufficient opportunity creation volume by increasing inquiry-to-opportunity conversion.
• Increase the percentage of opportunities that convert to sales-qualified opportunities (SQOs).
• Increase pipeline per rep by leveraging AI-driven prioritization and agent-assisted outreach.

Qualifications

• 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 identifying opportunities for tapping new markets.
• Deep expertise in modern prospecting and social selling, leveraging platforms such as LinkedIn, X (Twitter), and relevant community-based networks.

Benefits

• Medical, dental, and vision insurance
• Remote-first workforce
• 401(k) program with employer match
• Flexible paid time off
• Generous Parental Leave
• Volunteer for vacation
• Opportunities to connect to build community and belonging
• Pet insurance, legal and identity protection
• Tuition reimbursement program