Director of Business Development

About the Role

Vance & Cole is at an inflection point. We have product-market fit, a proven operations engine in Cebu, and a growing roster of US CPA firm clients. Now we need a Director of Business Development to architect our go-to-market strategy, build the sales team, and establish the strategic partnerships that will take us from $1M to $10M ARR. This is a hands-on executive role based at our Cebu IT Park headquarters. You will carry a personal quota while building the infrastructure for scale, reporting directly to the CEO with full authority over commercial strategy.

Key Responsibilities

• Design and execute the go-to-market strategy targeting US CPA firms with 10-200+ employees, including vertical segmentation and pricing strategy.
• Build, hire, and manage a sales team of 3-5 Account Executives with clear quotas, comp plans, and enablement programs.
• Personally close strategic accounts ($500K+ ARR) by engaging at the Managing Partner and COO level.
• Establish channel partnerships with accounting technology vendors (QuickBooks, Xero, NetSuite) and CPA associations (AICPA, state societies).
• Own revenue forecasting, pipeline analytics, and board-level reporting on commercial KPIs.
• Collaborate with Marketing to develop thought leadership content, case studies, and event strategies that generate qualified inbound leads.

Minimum Qualifications

• 8+ years in B2B sales leadership within professional services, BPO, or accounting technology, with at least 3 years managing a team.
• Deep domain expertise in the US CPA ecosystem - you understand firm economics, partner compensation models, and capacity planning challenges.
• Demonstrated track record of building sales teams from 0-to-1 and scaling revenue past $5M ARR.
• Experience selling staffing, outsourcing, or managed services to C-suite decision-makers.
• Strategic thinker with exceptional execution skills - comfortable operating at both 30,000 feet and in the weeds.
• MBA preferred but not required. Based at our Cebu IT Park facility with US shift hours. Relationships within AICPA or Top 100 firms are a significant advantage.