[Hiring] Director of Business Development @Definian

Role Description

Definian is seeking a Director of Business Development to own and grow our Oracle practice revenue. This is a senior individual contributor role responsible for both new logo acquisition and expansion within existing Oracle accounts — covering all sales motion within the Oracle ecosystem.

• Own the full Oracle practice sales motion: new logo hunting, existing account expansion, and managing relationships across Oracle’s direct sales teams, Oracle Consulting Services, and GSI channel partners.
• Build and maintain a high-quality pipeline through targeted outreach, Oracle ecosystem relationships, and engagement at Oracle events and within partner networks.
• Serve as Definian’s visible presence in the Oracle ecosystem, establishing credibility with Oracle account teams, OCS, and key SIs.
• Develop and execute business development strategies that exceed revenue targets across migration, modernization, analytics, governance, and AI offerings within Oracle-focused accounts.
• Manage the full sales cycle with discipline (from initial discovery through proposal, negotiation, and close) using a structured, process-oriented approach.
• Collaborate with delivery leaders to shape compelling, contract-winning proposals for enterprise clients.
• Maintain accurate pipeline and account data in Salesforce, ensuring visibility and accountability across the revenue team.
• Deliver accurate monthly and quarterly forecasts that reflect stage-disciplined pipeline.
• Position Definian as a long-term data transformation partner, helping clients see the full data value chain beyond their immediate Oracle initiative.
• Monitor the Oracle competitive landscape and keep leadership informed of partner dynamics, competitive positioning, and emerging opportunities.

Qualifications

• 7+ years of B2B sales experience in technology consulting or services.
• Deep familiarity with the Oracle ecosystem: Oracle ERP, Oracle Cloud, Oracle Consulting Services, and the GSI and partner landscape.
• Existing relationships within Oracle that can be activated to accelerate Definian’s pipeline and brand.
• Experience selling data services, systems implementation, or transformation consulting to enterprise clients.
• Proven ability to execute both a hunting and a farming motion.
• Highly process-oriented, with the discipline to manage a structured sales cycle.
• Demonstrated ability to navigate extended sales cycles and influence C-level buyers.
• Strong business acumen with the ability to connect client data challenges to Definian’s full offering set.
• Excellent communication, negotiation, and executive presentation skills.
• Independent, self-directed, and entrepreneurial.
• Thrives in a high-trust, collaborative culture and embodies The Definian Way.
• Authorization to work in the U.S. without sponsorship.

Requirements

• 7+ years of B2B sales experience in technology consulting or services.
• Deep familiarity with the Oracle ecosystem.
• Existing relationships within Oracle.
• Experience selling data services or transformation consulting.
• Proven ability to execute both a hunting and a farming motion.
• Highly process-oriented.
• Demonstrated ability to navigate extended sales cycles.
• Strong business acumen.
• Excellent communication and negotiation skills.
• Independent and self-directed.
• Authorization to work in the U.S. without sponsorship.

Benefits

• Competitive base salary with a structured variable compensation plan tied to revenue performance.
• 401(k) plan with company match.
• Company-paid individual health, dental, vision, disability, and life insurance coverage.
• Four weeks of paid time off plus ten company-paid holidays.
• Employee referral bonuses.
• Career mobility in a high-growth, AI-enabled company.
• An award-winning culture that combines 40 years of stability with the momentum of a bold new chapter.