Director, Enterprise Customer Development

Board Intelligence is a technology and advisory firm that supercharges boards with the science of board effectiveness. We build better businesses and benefit society.

Through a suite of AI-powered software tools, evaluation frameworks, and advisory services that distil twenty years of boardroom experience, we improve the efficiency of board processes and the effectiveness of boards.

We work with over 80,000 leaders and 3,000 organisations across the world, with clients across the Fortune 500, FTSE 100, and OMX 30. In 2024 we received substantial backing from K1 Investment Management – the leading B2B Enterprise SaaS investors. We are at the beginning of significant growth, and we’re looking for superb talent to join us on this journey.

As we grow, we’re fiercely protective of our culture and values. Many of us, including our founders, have families and other priorities, so we know the value of a supportive company.

The team is diverse and friendly. We value fun: most days you’ll find a social event or learning opportunity to get involved with, including company socials, away days, and philanthropic activities.

Our Mission 

We unleash the potential of organisations through the science of board effectiveness, building better businesses and benefiting society. 

The Role 

The Director, Enterprise Customer Development is an individual contributor role responsible for driving revenue growth through the sale and expansion of our SaaS platform within existing Enterprise customers. Reporting into the Enterprise Director, you will focus on building pipeline, creating opportunities, and closing expansion deals across a defined set of Enterprise accounts.

This role is well suited to a high performing enterprise seller who thrives in complex stakeholder environments and enjoys building trusted relationships over time. You will work closely with Customer Success, Marketing, and Consulting colleagues to ensure a joined up, high quality client experience and to identify additional opportunities where relevant.

Main Responsibilities

• Enterprise technology sales
• Own and deliver a personal Enterprise technology revenue target, contributing to the wider Enterprise team goal.
• Build and progress a strong pipeline across your account set through proactive prospecting, account planning, and stakeholder mapping.
• Drive expansion within existing Enterprise customers by identifying problems our platform can solve and translating them into commercial opportunities.
• Run structured, multi stakeholder sales processes from discovery through to close, including procurement, legal, and governance stakeholders where needed.
• Maintain strong forecasting accuracy and CRM discipline, ensuring opportunities are well qualified and up to date.
• Client engagement and relationship building
• Build credibility and trusted relationships with senior client stakeholders, including Company Secretaries, General Counsel, CFOs, Heads of Governance, and executive team members.
• Understand the client’s governance context, decision making processes, and board reporting needs, and use this insight to shape compelling solution conversations.
• Partner with Customer Success to support adoption and ensure expansions are aligned to real customer outcomes and long-term retention.
• Maintain high standards of professionalism, responsiveness, and follow through in all client interactions.

Cross functional collaboration

• Work with the Enterprise Director to align account priorities, pipeline strategy, and deal support across the Enterprise customer base.
• Partner with Marketing to support Enterprise targeting and Account Based Marketing initiatives, translating activity into pipeline outcomes.
• Collaborate with Customer Success and Delivery teams to ensure smooth implementation and a consistent client journey from sale to value.
• Share client insights and feedback with Product and Technology teams to support roadmap prioritisation and product improvement.
• Support Consulting introductions where relevant by identifying potential advisory needs, engaging the Enterprise Director, and enabling effective handoffs.

Requirements

Required Skills and Experience 

• Proven experience selling SaaS solutions in a B2B environment, ideally to Enterprise or large mid market organisations.

• Track record of achieving revenue targets through expansion, upsell, and account growth motions.

• Experience managing complex sales cycles with multiple stakeholders and structured procurement processes.

• Confidence communicating with senior stakeholders, with the ability to build credibility quickly and maintain long term relationships.

• Experience working cross functionally with Customer Success, Delivery, and Marketing teams to drive outcomes.

• Experience using CRM tools effectively, with strong pipeline hygiene and forecasting discipline.
• Strong sales fundamentals including discovery, qualification, value based selling, and negotiation.

• Highly organised, proactive, and comfortable managing multiple opportunities in parallel.

• Commercially astute, with a focus on building long term account value rather than short term wins.

• Able to navigate complex stakeholder groups and build consensus across different priorities.

• Collaborative mindset, with a willingness to learn from others and contribute to shared success.

• Resilient and adaptable, comfortable operating in ambiguity and staying focused through longer sales cycles.

• Executive presence, professionalism, and strong written and verbal communication skills. 

Benefits

• Private Pension Scheme

• BUPA Health and Dental insurance (including access to the My BUPA app)

• Group life assurance: 4x annual salary

• 26 holiday days per calendar year in addition to Bank Holidays

• Cycle to work scheme

• Employee Assistance Program including Bereavement and Probate Helpline

• AIG Smart Health virtual GP app/wellness platform for employees and dependants, including partner/spouse

• Eyecare and Flu Jab vouchers

• Enhanced Parental Leave