Head of Business Development

The Head of Business Development is a senior leadership role focused on creating new, long-term revenue opportunities for an organization. Unlike traditional sales roles that work within an established market, the Head of BD is often tasked with exploring untapped channels, markets, or strategic partnerships. The exact scope of the role varies significantly between companies, often falling into one of two primary models.

The Two Faces of Business Development

The title's ambiguity is a key point of confusion. A Head of Business Development's function depends entirely on the company's structure and go-to-market strategy.

1. Strategic Partnerships and Channels: In many technology and enterprise B2B companies, this role centers on building strategic alliances. This includes negotiating reseller agreements, developing co-marketing initiatives with other firms, managing channel partners, or even sourcing potential M&A targets. The focus is on creating scalable, indirect revenue streams that expand the company's reach beyond its direct sales force.

2. Outbound Prospecting Leadership: Alternatively, some organizations use "Business Development" to label their top-of-funnel outbound sales function. In this context, the Head of Business Development leads the team of Business Development Representatives (BDRs) or SDRs. Their main responsibility is building and scaling a team that generates qualified pipeline for Account Executives to close.

Core Responsibilities

While daily tasks depend on the specific scope, common responsibilities include:

• Identifying and evaluating new market segments or geographic territories.
• Building and nurturing relationships with strategic partners, affiliates, or resellers.
• Negotiating contracts and commercial terms for complex partnerships.
• Leading, hiring, and mentoring a team of BDRs or partnership managers.
• Collaborating with product and marketing to align on new market opportunities.

Reporting and Organizational Structure

The Head of Business Development typically reports to a VP of Sales, a Chief Revenue Officer (CRO), or directly to the CEO. The reporting line often clarifies the role's primary focus. When centered on outbound sales, it sits within the sales organization. When focused on strategic alliances, it may operate as a peer to sales and marketing leadership, tackling initiatives that fall outside the current serviceable addressable market.