Director, Business Development

Requirements

• Own the vision, strategy, and execution of Spring Health's outbound and BDR-sourced pipeline generation, accountable for a majority of total company pipeline.
• Lead and develop a multi-layered team (3 managers; ~25 BDRs), setting a high performance bar while building a culture of accountability, coaching, and internal mobility.
• Define the long-term vision for the Business Development organization, including org design, capacity planning, career paths, and future expansion strategy.
• Design and continuously refine outbound segmentation, targeting, messaging, and channel strategy in partnership with Sales, Marketing GTM Engineering and Revenue Operations.
• Create scalable, repeatable outbound playbooks that drive improved meeting conversion rates, pipeline quality, and revenue outcomes.
• Partner closely with AEs, Sales Leadership, Marketing, and Revenue Operations to ensure strong lead handoff, feedback loops, and campaign alignment.
• Implement AI-driven tools and automation to increase rep efficiency, improve personalization at scale, and reduce manual work across the business development rep workflow.
• Establish clear performance frameworks for managers, including coaching cadences, talent calibration, and succession planning.
• Build robust forecasting and reporting mechanisms to track productivity, pipeline health, and ROI of outbound initiatives.
• Contribute to broader Revenue leadership conversations, influencing territory design, capacity planning, hiring strategy, and GTM investment decisions.
• What success looks like in this role:
• Hitting BDR-sourced pipeline targets, with predictable quarterly and segment growth.
• Measurable improvement in BDR productivity
• Establishment of a 12-month outbound roadmap that improves efficiency and scalability (e.g., higher personalization at scale through AI, reduction in manual touchpoints, improved pipeline quality metrics).
• High manager effectiveness, demonstrated by team attainment, low regretted attrition, strong engagement, and internal promotions.
• Clear outbound playbooks and AI-enabled workflows that drive measurable efficiency gains.
• Strong, proactive partnership with Sales and Marketing resulting in cohesive campaigns and optimized targeting strategies.
• 8-10+ years of experience in Sales Development / Business Development, including experience leading multi-layered teams (managers of managers).
• Proven track record of owning outbound strategy and driving significant pipeline contribution in a high-growth B2B environment.
• Experience building and scaling outbound playbooks across segmentation, messaging, and channel strategy.
• Demonstrated success partnering cross-functionally with Sales, Marketing, GTM Engineering and Revenue Operations to drive measurable pipeline impact.
• Strong analytical and operational rigor, with experience managing productivity metrics, conversion rates and pipeline generation.
• Experience leveraging AI and automation tools to improve rep efficiency and outbound performance.
• Experience building high-performing, inclusive teams with strong coaching and development practices.
• Experience in SaaS, healthcare, or HR-tech environments preferred
• Experience leading through rapid growth and organizational change preferred
• Familiarity with enterprise sales c

Benefits

Additional Information

Our mission: e liminating every barrier to mental health. Spring Health is a global mental health company on a mission to eliminate every barrier to mental health. We're building a world where getting support is simple, personal, and built around the person, so care can continue through every job, move, health plan, and life stage. Our AI-native platform helps us deliver personalized support across self-guided tools, coaching, therapy, medication management, and specialty care. With outcomes independently validated by JAMA Network Open and the Validation Institute, Spring Health reaches more than 170 million people worldwide through leading employers, health plans, and partners. As an AI-native company, we believe technology should expand the reach, quality, and humanity of care. Every Spring Health team member is expected to use AI tools thoughtfully, apply human judgment to AI outputs, and keep building AI fluency in ways that support their role and our mission. Reporting to the SVP of Sales, the Director, Business Development will own and scale Spring Health's outbound growth engine, driving predictable and repeatable pipeline generation at scale. This leader is accountable for the majority of company pipeline generation and oversees a team of 3 managers and ~25 BDRs. As director-level leader, this role is responsible not only for performance, but for architecting the systems, structure, and cross-functional partnerships that power long-term revenue growth. This hybrid role is based in New York City with an in-office expectation of at least 4 days per week. Occasional travel may be required for team, company customer meetings/events.

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