Director Business Development, Enterprise - North America

From Fivetran’s founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We’re proud that more organizations continue to leverage our technology every day to become truly data-driven.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies, enabling organizations to move faster with fully managed, reliable, and secure data integration. As we continue to scale globally, Business Development plays a critical role in fueling our growth by creating high-quality pipeline and developing the next generation of go-to-market leaders.

We’re looking for a Director of Business Development, Enterprise – North America to lead and scale our North America Sales Development organization. This role owns the strategy, execution, and performance of our BDR teams while serving as a key partner to Sales, Marketing, Revenue Operations, and Product.

You will be responsible for building a high-performing, metrics-driven organization that consistently delivers pipeline, develops talent, and evolves with our go-to-market strategy. Success in this role requires strong people leadership, operational rigor, cross-functional influence, and the ability to translate company-level objectives into clear execution at scale.

This is a full-time position based out of our Oakland, CA or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Technologies You’ll Use

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Salesforce (SFDC)

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Outreach

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ZoomInfo

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Demandbase

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Gong

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Looker

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LinkedIn Sales Navigator

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Google Workspace

What You’ll Do

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Lead, coach, and scale the North America Business Development organization, including first- and second-line leaders

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Own pipeline generation targets for North America and consistently deliver against revenue and growth goals

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Develop and execute the outbound and inbound sales development strategy aligned to company GTM priorities

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Partner closely with Sales leadership to ensure strong alignment on ICPs, territories, messaging, and handoff quality

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Collaborate with Marketing to optimize lead flow, account-based strategies, and campaign effectiveness

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Drive operational excellence through forecasting, capacity planning, KPI tracking, and performance management

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Build a strong leadership bench by hiring, developing, and retaining top BD talent

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Establish clear career paths, enablement programs, and promotion readiness frameworks for BDRs and managers

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Continuously refine processes, tooling, and workflows to improve productivity and pipeline efficiency

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Act as a strategic voice for Business Development within the broader Revenue leadership team

Skills We’re Looking For

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Minimum 5 years SDR/BDR leadership inbound and outbound motions and 3 years of second line managerial experience with proven experience leading and scaling Sales Development teams in a high-growth B2B SaaS environment

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Strong people leadership skills with experience managing managers and building leadership capability

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Deep understanding of pipeline generation, outbound motion design, and enterprise GTM strategies

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Ability to set clear goals, measure what matters, and drive accountability through data

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Excellent cross-functional collaboration skills with Sales, Marketing, and RevOps partners

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Strong executive communication and stakeholder management skills

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Track record of building repeatable, scalable processes that drive predictable results

Bonus Skills

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Experience selling or supporting data, analytics, or developer-focused products

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Familiarity with product-led growth and hybrid PLG/sales motions

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Experience leading distributed or hybrid teams across regions

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Background in Revenue Operations or GTM strategy

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MBA or equivalent business leadership experience

This position qualifies for Fivetran’s incentive plan, and it’s common for employees in this role to achieve the total on-target earnings.

#LI_HYBRID #LI-JC1

The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process.

Oakland Pay Range
$172,051.74—$215,064.67 USD

OTE (On Target Earning)
$245,793.12—$307,241.39 USD

Perks and Benefits

• 100% employer-paid medical insurance*

• Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off

• RSU stock grants*

• Professional development and training opportunities

• Company virtual happy hours, free food, and fun team-building activities

• Monthly cell phone stipend

• Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents.

*May vary by country and worker type - please reach out to your recruiter for more information

Click here to learn more about Fivetran's Benefits by Region.

We’re honored to be valued at over $5.6 billion, but more importantly, we’re proud of our core values of Get Stuck In, Do the Right Thing, and One Team, One Dream. Read about us in Forbes.

Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.

To learn more about Fivetran’s culture and what it’s like to be part of the team, click here and enjoy our video.

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We are committed to ensuring that all candidates have an equal opportunity to participate in our interview process. If you require accommodations at any stage of the process due to a disability, medical condition, or any other circumstance, please don't hesitate to submit your request by filling out this form. We will work with you to provide reasonable accommodations to facilitate your participation and ensure a fair and accessible interview experience. Your request and any information provided will be kept confidential and will not impact your candidacy. We look forward to hearing from you and accommodating your needs to the best of our ability.