Torchora
Back to Home

Key Responsibilities and Required Skills for Head of Business Development

💰 $180,000 - $275,000+ (Varies by industry, location, and company size)

Business DevelopmentSalesLeadershipStrategyExecutive

🎯 Role Definition

The Head of Business Development is a senior strategic leader responsible for identifying and developing new business opportunities to drive significant revenue growth and market expansion. This individual is the architect of the company's long-term commercial growth strategy, focusing on building a robust pipeline, forging high-value strategic partnerships, and exploring untapped markets. At the heart of this role is the ability to combine market intelligence with strategic vision and exceptional relationship-building skills to create sustainable, long-term value for the organization. They lead a dedicated team, work in close collaboration with the executive suite, and act as a primary external-facing representative of the company's commercial ambitions.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Director of Business Development / Senior Business Development Manager
  • Director of Sales or Strategic Accounts
  • Head of Partnerships

Advancement To:

  • Chief Revenue Officer (CRO)
  • VP of Sales & Marketing
  • Chief Strategy Officer (CSO) or VP of Strategy

Lateral Moves:

  • Head of Corporate Development
  • General Manager of a Business Unit

Core Responsibilities

Primary Functions

  • Develop, articulate, and execute a comprehensive, long-range business development strategy that aligns directly with the company's overarching goals and revenue targets.
  • Identify, research, and analyze new markets, customer segments, and industry verticals to uncover and prioritize opportunities for significant growth.
  • Lead the entire business development lifecycle for major strategic initiatives, from initial prospecting and qualification to complex negotiation and successful deal closure.
  • Build, mentor, and lead a high-performing business development team, establishing clear performance metrics (KPIs) and fostering a results-driven, collaborative culture.
  • Establish, nurture, and maintain a strong network of enduring relationships with key industry stakeholders, potential C-level clients, and strategic partners.
  • Conduct continuous, in-depth market research and competitive analysis to identify emerging trends, potential threats, and strategic advantages to inform decision-making.
  • Collaborate intimately with the executive leadership team (CEO, CFO, CPO) to shape the company's long-term growth trajectory and go-to-market strategy.
  • Develop, own, and manage the business development department's budget, ensuring optimal resource allocation and a demonstrable return on investment (ROI).
  • Take full ownership of the revenue pipeline, providing accurate, data-driven forecasting and delivering regular, insightful performance reports to the board and executive team.
  • Structure, draft, and negotiate complex commercial agreements, including multifaceted partnership deals, licensing contracts, joint ventures, and channel sales programs.
  • Serve as a key brand ambassador and thought leader for the company at major industry events, trade shows, conferences, and high-level networking functions.
  • Champion cross-functional alignment by working closely with Marketing, Product, and Sales leaders to ensure a cohesive, efficient, and powerful go-to-market execution.
  • Act as the "voice of the market," providing critical feedback and strategic insights to the Product and Engineering teams to influence the product roadmap and innovation.
  • Develop sophisticated business cases and detailed financial models to support and justify new strategic initiatives, market entries, and potential investments.
  • Oversee the strategic use of the CRM platform (e.g., Salesforce) to ensure meticulous tracking of all business development activities and the health of the opportunity pipeline.
  • Create and deliver highly persuasive presentations and proposals tailored to prospective partners and sophisticated C-level executive audiences.
  • Spearhead the company's expansion into new geographic territories or adjacent vertical markets, including developing the strategy and managing the operational rollout.
  • Lead or provide key support for due diligence activities related to potential mergers, acquisitions (M&A), or significant strategic investment opportunities.
  • Cultivate a profound understanding of the company's unique value proposition and master its articulation to diverse audiences to build consensus and drive engagement.
  • Define, refine, and champion the Ideal Customer Profile (ICP) and partner profile, using market feedback and performance data to ensure focused efforts.
  • Resolve complex commercial and relational issues that arise during the negotiation, implementation, and management of strategic partnerships.
  • Act as a trusted strategic advisor to the CEO and Board of Directors on all critical matters concerning business growth, competitive landscape, and market expansion.

Secondary Functions

  • Collaborate with the Marketing team to develop targeted collateral, case studies, and thought leadership content that supports business development objectives.
  • Contribute strategic input to the product development roadmap based on direct market feedback and identified customer needs.
  • Represent the company in public forums, interviews, and on industry panels to enhance brand visibility and credibility.
  • Mentor high-potential individuals across the commercial organization, contributing to the company's overall talent development.

Required Skills & Competencies

Hard Skills (Technical)

  • Strategic Planning & Execution: Ability to design and implement a comprehensive, multi-year business development strategy.
  • Financial Modeling & Business Case Development: Proficiency in building financial models to assess the viability and ROI of new opportunities.
  • Complex Contract Negotiation: Demonstrated expertise in structuring, negotiating, and closing six- to eight-figure deals and partnership agreements.
  • Market Analysis & Research: Skill in conducting thorough market and competitive analysis to identify actionable insights.
  • CRM & Pipeline Management: Advanced proficiency with CRM systems (e.g., Salesforce, HubSpot) for pipeline management, forecasting, and reporting.
  • P&L Management: Experience managing a departmental budget and understanding the financial drivers of a business.
  • Go-to-Market (GTM) Strategy: Proven ability to develop and execute GTM strategies for new products, services, or market entries.
  • Lead Generation & Prospecting: Mastery of modern techniques and tools for identifying and engaging high-value prospects.
  • Public Speaking & Presentation: Ability to command a room and deliver compelling presentations to C-suite and large audiences.
  • Solution Selling Methodologies: Deep understanding of value-based and strategic selling frameworks.

Soft Skills

  • Inspirational Leadership & Team Management: Ability to build, mentor, and motivate a high-performing team to achieve ambitious goals.
  • Exceptional Communication & Interpersonal Skills: World-class written, verbal, and listening skills; the ability to build rapport and trust effortlessly.
  • Strategic & Visionary Thinking: The capacity to see the big picture, anticipate future trends, and plot a course for long-term success.
  • Advanced Negotiation & Persuasion: The art of influencing outcomes and forging consensus among diverse stakeholders in high-stakes situations.
  • Resilience & Adaptability: Thrives in a fast-paced, dynamic environment and maintains composure and focus in the face of ambiguity or setbacks.
  • Superior Relationship Building: A natural networker with a genuine ability to cultivate and maintain strong, mutually beneficial professional relationships.
  • Strong Business & Commercial Acumen: An intuitive and deep understanding of business models, market dynamics, and what drives profitability.
  • Decisive Problem-Solving: Ability to analyze complex problems, weigh risks and benefits, and make sound, timely decisions.
  • Executive Presence: The confidence, maturity, and gravitas to be credible and influential with senior executives, board members, and key partners.
  • High Emotional Intelligence: Self-awareness and empathy to navigate complex interpersonal dynamics effectively.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree

Preferred Education:

  • Master of Business Administration (MBA) or a related advanced degree.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Finance
  • Economics
  • International Business

Experience Requirements

Typical Experience Range:

  • 12-15+ years of progressive experience in business development, strategic sales, or corporate strategy roles, with at least 5-7 years in a leadership capacity managing a team.

Preferred:

  • A demonstrable and quantifiable track record of sourcing, negotiating, and closing transformative deals and partnerships that resulted in substantial revenue growth.
  • Experience scaling a business from a significant growth stage (e.g., post-Series B/C) to a more mature market position.
  • Deep industry-specific experience and a "rolodex" of relevant senior-level contacts are highly desirable.
  • Experience in both large, established corporations and nimble, high-growth environments is often considered a strong asset.
Explore More Careers