Business Development Director

About the role

Good Sam Enterprises is seeking a commercially driven, entrepreneurial Director of Business Development to build and lead our B2B partner sales function from the ground up. This is a foundational sales leadership role responsible for identifying, pursuing, and closing new partner and commercial opportunities across our full portfolio of protection products and services - including Roadside Assistance, TravelAssist, Tire & Wheel Protection, Extended Service Plans, Insurance, and more. The Director of Business Development will lead a small, high-output team consisting of an Account Executive and Partner Account Manager, with an SDR supporting the sales pipeline. This is a player-coach role - the right candidate will be personally involved in senior deal pursuit and relationship development while simultaneously building the commercial infrastructure, frameworks, and culture needed to scale the function over time. Our partner channel spans a wide range of operating models - affiliate referral arrangements, wholesale partnerships, sponsored and employer-paid programs, commercial and fleet solutions, white-labeled product offerings, and external dealer F&I integrations. The Director will be expected to develop fluency across all of these models and match the right solution to each partner opportunity. This role works closely with our Product Operations leaders, Product Development team, Network Services, and an F&I sales arm to ensure our product portfolio is positioned competitively and our commercial strategy is aligned across the organization. Ideal Candidate The ideal candidate is a hands-on commercial leader with a proven track record of building B2B partnerships and closing complex, multi-stakeholder deals while working cross functionally to drive growth across all products. The right candidate thrives in ambiguity, moves with urgency, and takes pride in creating structure and accountability to their team - while never losing sight of the sales pipeline and the close.

Responsibilities

• B2B Pipeline Development & Deal Closure (40% of Time)
• Build and personally manage a pipeline of high-value B2B partner opportunities across all channel models - affiliate, wholesale, sponsored, commercial/fleet, white label, and external dealer F&I
• Personally lead senior prospect relationships and complex deal negotiations
• Develop and refine a structured business to business sales process from initial outreach through close, including pitch materials, pricing frameworks, deal structures, and contract templates
• Partner with the Business Leaders and Product Manager to ensure the right product mix, benefit structure, and pricing is available and competitive for each opportunity
• Coordinate with the F&I sales arm on product incorporation into third-party dealership programs - ensuring alignment on deal flow, product selection, and revenue attribution
• Track and report pipeline health, conversion rates, deal velocity, and new partner revenue on a weekly basis
• Team Leadership & Coaching (25% of Time)
• Lead, coach, and develop a team of an Account Executive, Partner Account Manager, and SDR - serving as the direct manager for all three and setting clear performance expectations, growth plans, and accountability standards for each
• Act as the primary developmental coach for the Account Executive - conducting regular 1:1s, reviewing call and pitch performance, and personally coaching deal strategy on active opportunities
• Own the SDR function directly - setting targeting criteria, outreach cadences, qualification standards, and coaching the SDR on prospecting, messaging, and lead quality; work closely with the AE to ensure leads are converting efficiently into active opportunities
• Build a high-accountability, high-energy team culture where performance is visible, feedback is direct, and wins are celebrated
• Recruit and onboard team members as the function scales over time
• Partner Account Management Oversight (15% of Time)
• Oversee the Partner Account Manager function - ensuring existing partner relationships are healthy, growing, and strategically aligned
• Personally maintain relationships with the most senior or strategic partner contacts - escalating and engaging directly when needed
• Ensure clean handoffs from sales to account management - including solution build-out, onboarding, and initial relationship establishment
• Monitor partner performance, revenue trends, and satisfaction - identifying at-risk relationships and proactively addressing issues
• Commercial Strategy & Market Development (20% of Time)
• Develop and maintain a commercial framework for each partner channel model - defining how Good Sam structu

Benefits

Additional Information

Good Sam Enterprises Director, Business Development Department: Good Sam Protection Products & Services Reports To: SVP, Protection Products & Services Location: Englewood, CO, Lincolnshire, IL or Chicago, IL (3 to 5 days in office weekly) Travel: Up to 30% - trade shows, partner visits, prospect meetings

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