Senior Director, Business Development

About Kinaxis 

Location

This is a remote position. You can work from home and be located anywhere in NA

About the team

The Senior Director, Business Development is a senior leadership role responsible for driving strategic growth by enabling and coaching a high-performing Business Development team across North America. You will bring deep experience in managing complex, longer-cycle enterprise software sales, with a proven track record in penetrating strategic accounts and shaping multi-stakeholder deals.

You will guide your team to identify, qualify, and advance opportunities that align with our long-term revenue goals. A key part of your success will come from building trust and gaining buy-in from the sales organization, ensuring alignment on business development priorities, and leading change management efforts that enable smooth adoption of new processes, tools, and go-to-market strategies.

What you will do

• Lead and mentor a team of Business Development Representatives (BDRs), instilling the skills and mindset needed to navigate complex buying cycles and achieve deep account penetration.
• Coach BDRs on identifying, engaging, and developing opportunities with strategic accounts, ensuring they are prepared to manage the intricacies of long-cycle, high-value deals.
• Partner with sales leadership to build alignment, gain buy-in, and drive adoption of business development strategies across the broader sales organization.
• Act as a change leader, developing and executing change management plans to ensure seamless integration of new processes, tools, and market approaches.
• Design and deliver enablement programs focused on enterprise software selling techniques, industry-specific value propositions, and competitive positioning.
• Continuously refine processes, tools, and methodologies to improve efficiency, win rates, and ROI on business development efforts.
• Use performance metrics and data-driven insights to assess team impact, optimize resource allocation, and identify areas for improvement.
• Collaborate cross-functionally with sales, marketing, and product teams to ensure a unified go-to-market approach and consistent messaging to enterprise prospects.
• Foster a culture of high performance, accountability, and professional growth within the BDR team.

What we are looking for

• Bachelor’s degree in business or related field, or equivalent experience.
• 12+ years of progressive experience in business development or sales, including substantial leadership experience managing teams in an enterprise software environment.
• Proven success in longer-cycle, complex enterprise deals and strategic account penetration.
• Demonstrated ability to gain buy-in from senior sales stakeholders and lead effective change management initiatives within a sales organization.
• Industry experience in supply chain software, WMS, or TMS is preferred but not required.
• Experience coaching teams to navigate multi-stakeholder sales, build executive relationships, and advance opportunities from early engagement through to high-value deal closure.
• Excellent communication, interpersonal, and leadership skills with the ability to influence at all organizational levels.
• Strong analytical skills and proficiency in tools such as Salesforce, Microsoft Office Suite, and marketing automation platforms.
• Ability to operate in a fast-paced, dynamic environment while balancing strategic oversight with hands-on leadership.
• Willingness to travel as required (up to 20%).

#Executive

#LI-DF1

Work With Impact: Our platform directly helps companies power the world’s supply chains. We see the results of what we do out in the world every day—when we see store shelves stocked, when medications are available for our loved ones, and so much more. 

Work with Fortune 500 Brands: Companies across industries trust us to help them take control of their integrated business planning and digital supply chain. Some of our customers include Ford, Unilever, Yamaha, P&G, Lockheed-Martin, and more. 

Social Responsibility at Kinaxis: Our Diversity, Equity, and Inclusion Committee weighs in on hiring practices, talent assessment training materials, and mandatory training on unconscious bias and inclusion fundamentals. Sustainability is key to what we do and we’re committed to net-zero operations strategy for the long term. We are involved in our communities and support causes where we can make the most impact.

People matter at Kinaxis and these are some of the perks and benefits we created for our team:

• Flexible vacation and Kinaxis Days (company-wide day off on the last Friday of every month)
• Flexible work options
• Physical and mental well-being programs
• Regularly scheduled virtual fitness classes
• Mentorship programs and training and career development
• Recognition programs and referral rewards
• Hackathons

For more information, visit the Kinaxis web site at www.kinaxis.com or the company’s blog at http://blog.kinaxis.com.

Kinaxis welcomes candidates to apply to our inclusive community. We provide accommodations upon request to ensure fairness and accessibility throughout our recruitment process for all candidates, including those with specific needs or disabilities. If you require an accommodation, please reach out to us at recruitmentprograms@kinaxis.com. Please note that this contact information is strictly for accessibility requests and cannot be used to inquire about application statuses.

Kinaxis is committed to ensuring a fair and transparent recruitment process. We use artificial intelligence (AI) tools in the initial step of the recruitment process to compare submitted resumes against the job description, to identify candidates whose education, experience and skills most closely match the requirements of the role. After the initial screening, all subsequent decisions regarding your application, including final selection, are made by our human recruitment team. AI does not make any final hiring decisions.