Director, Marketing & Business Development

Director Marketing & Business Development

As the Director of Marketing & Business Development you will architect andoperatea 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 AIscaling personalized prospecting lead qualification and outbound execution while developing future AccountExecutives and revenue leaders at Blackbaud.

Build andoperatea single AI-enabledrevenuedevelopmentcenter ofexcellence responsible for all leadqualification lead handling and prospecting across business includes defining where human sellers lead where AI agentsassistor 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.

Whatyoulldo:

• Craft and execute AI-augmented inbound and outbound strategies that combine human-led selling with agentic prospecting intent detection and automated personalizationcontinuously testing andoptimizingbased on real-time performance signals.

• Lead teams to develop and qualify opportunities using AI-assisted research prioritization and messagingensuring repsspendthe majority oftheir 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 environmenthelping frontline leaders translate data AI insights and agent outputs into better human selling behaviors.

• Evaluate performance trends across human and AI-driven activitiesidentifyingbest 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 prospectingbuilding 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 volumeby 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 byleveragingAI-driven prioritization and agent-assisted outreach.

Whatyoullbring:

• 10 years of experience in sales or marketing development leadershiprole preferably at a B2B SaaS company.

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

• A proventrack recordof success exceeding personal and team quotas.

• Analytical thinking abilities tocomprehenddata 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-poweredprospectingor qualification tools)required.

• Experience looking at long-term projections andidentifyopportunities for tapping new markets to help plan internally and project how growth affects the entirecompany.

• Deepexpertisein modern prospecting and social sellingleveragingplatforms such as LinkedIn X (Twitter) and relevant community-based networks to research accounts engage buyers and drive meaningful conversations at scale.