Director, Business Development

About the role

Tunnl is building a future where artificial intelligence enables organizations to connect meaningfully with the people who matter most. The Director, Business Development will own the end-to-end sales cycle within the public affairs and advocacy market, sourcing, closing, and managing a book of new logos to hit an estimated annual quota between $500,000 and $750,000. This role focuses on cultivating long-term, value-led relationships while identifying and pursuing new business opportunities through proactive prospecting. You will collaborate closely with cross-functional teams to ensure seamless implementation and client satisfaction, leveraging Tunnl's technology to position clients for ideal outcomes. The Director will provide regular updates to the Chief Revenue Officer, represent the brand at industry events, and maintain a clear understanding of market dynamics affecting key sectors. This is a quota-based position located in our Washington, DC office, and success will be measured by consistent pipeline growth and revenue attainment.

Key facts

What you'll do

Source, close, and manage a book of new logos in the public affairs and advocacy space to achieve an estimated annual quota of $500,000 to $750,000.

Cultivate and maintain strong relationships with clients, industry partners, and key stakeholders to surface and prioritize new business opportunities.

Build and manage trust through value-led conversations that align solutions with evolving client priorities and sector-specific needs.

Maintain a current understanding of client industry trends, economic sectors, and market dynamics to inform strategic outreach.

Collaborate with engineering, product, and account management teams to ensure smooth implementation and adoption of Tunnl's platform.

Develop and execute account strategies designed to deepen engagement and expand solutions within existing client portfolios.

Provide accurate, regular reports and updates to the Chief Revenue Officer on business development activities, progress, and results.

Represent Tunnl at industry events, conferences, and networking opportunities to strengthen brand awareness and generate qualified leads.

Employ proactive research and insight gathering to identify organizations that would benefit from Tunnl's audience intelligence capabilities.

Utilize consultative selling techniques to uncover client needs and position data-driven solutions that demonstrate clear impact.

Leverage the Microsoft suite, including PowerPoint, Word, and Excel, to build compelling presentations and manage pipeline information.

Apply structured sales processes to move leads from initial contact through closure while maintaining detailed documentation.

Adapt messaging and value propositions to resonate with diverse stakeholders in public affairs and advocacy environments.

Continuously refine personal sales approach based on feedback, performance metrics, and evolving market conditions.

Serve as a trusted advisor that clients rely on for strategic guidance and responsive support throughout the engagement.

Requirements

You must have 5 or more years of successful experience in direct selling within the public affairs and advocacy market.

Your background should include data and/or market research sales experience that informs consultative approaches.

You are capable of thriving in a fast-paced, ever-changing environment while maintaining focus on revenue goals.

You bring a strong, consistent drive to meet and exceed assigned sales targets.

You demonstrate the ability to set and achieve measurable outcomes through disciplined execution.

You have a proactive approach to identifying and pursuing new business opportunities without being prompted.

You are skilled in building and cultivating authentic, long-term relationships with clients and partners.

You are passionate about contributing directly to business growth and helping organizations achieve their objectives.

You are proficient in the Microsoft suite of products, including PowerPoint, Word, and Excel, for daily use.

You have previous experience in tech-based SaaS product sales, which is highly preferred for this role.

You have experience working with HubSpot, which is considered a plus for managing pipelines and communications.

You hold a proven record of ethical decision-making and compliance with sales standards and organizational policies.

You communicate clearly and persuasively with both technical and non-technical audiences.

You are organized, detail-oriented, and able to manage multiple priorities in a deadline-driven setting.

You are committed to maintaining confidentiality and handling sensitive client information with care.

Practical notes

Hours

Full-time

Travel

None stated

Visa

None stated

Deadlines

None stated