Director, Business Development

We’re hiring at Pitney Bowes, where top talent builds meaningful careers and lasting impact. We Move fast, Deliver excellence, and Win together…that’s The Pitney Bowes way. Here, how we work matters just as much as what we achieve.

We’re looking for people who:

Act with urgency, accountability, and purpose

Deliver high quality work with consistency and pride

Collaborate effectively and elevate those around them

Focus on outcomes that drive impact and growth

Job Description:

You Are

A strategic sales leader responsible for driving revenue growth across a portfolio of national strategic accounts while identifying opportunities for expansion in existing and adjacent markets. You balance customer retention, account growth, and targeted business development efforts to deliver sustainable business results. Leveraging a consultative approach, you build trusted relationships with executive decision-makers and develop solutions that align with customer and business objectives.

You also lead and develop a team of sales professionals, create territory strategies, and partner cross-functionally to execute growth initiatives that strengthen both revenue performance and long-term customer value. Whether your experience comes from shipping, logistics, technology, business services, or another complex B2B environment, you bring a proven ability to grow customer relationships, develop high-performing teams, and drive revenue results.

You Will

Strategic Account Growth & Business Development

Drive revenue growth through customer retention, account expansion, cross-sell, and upsell opportunities across a portfolio of national strategic accounts.

Identify and pursue targeted growth opportunities within existing accounts and adjacent market segments.

Build executive-level relationships across customer organizations, including operations, finance, procurement, and IT stakeholders.

Lead consultative sales engagements with senior decision-makers and develop value-based solutions aligned to customer goals.

Manage contract renewals and negotiations while balancing customer value and business profitability.

Territory Strategy & Planning

Develop and execute national territory and account strategies aligned to revenue and growth objectives.

Build and maintain a healthy pipeline while ensuring forecasting accuracy and CRM discipline.

Analyze market trends, competitive activity, and customer needs to identify new growth opportunities and refine sales strategy.

Partner with senior leadership and Marketing on growth initiatives, demand generation efforts, and strategic planning.

Team Leadership & Development

Lead, coach, and develop a team of sales account managers across a national territory.

Establish clear performance expectations and drive accountability through regular coaching, performance reviews, and business discussions.

Recruit, onboard, and develop top sales talent while fostering a collaborative, customer-focused culture.

Reporting & Business Management

Monitor business performance through key metrics, pipeline reviews, and revenue reporting.

Deliver regular business reviews that provide visibility into risks, opportunities, and growth trends.

You Bring

Required

8+ years of B2B sales experience, including at least 3 years in a sales leadership role.

Proven success growing strategic accounts and delivering revenue growth through customer retention, account expansion, and business development.

Experience developing and executing territory and account growth strategies with measurable results.

Strong consultative and solution-based selling skills.

Experience leading, coaching, and developing sales professionals.

Proven ability to engage executive-level decision-makers and manage complex customer relationships.

Proficiency with Salesforce or similar CRM platforms, including pipeline management, forecasting, and performance reporting.

Strong communication, negotiation, analytical, and relationship-building skills.

Preferred

Experience in shipping, mailing, logistics, parcel technology, document management, or other consultative B2B industries with complex sales cycles and strategic account management responsibilities.

Familiarity with SaaS-based technology, business services, logistics, supply chain, shipping, or operational solutions.

Experience selling into or managing accounts within government, healthcare, financial services, retail, or other large enterprise environments.

Experience identifying opportunities in adjacent markets, supporting market expansion initiatives, or entering new customer segments.

Experience working in a matrixed sales organization alongside marketing, inside sales, channel partners, product teams, or solution specialists.

Compensation:

The wage range for this position is $145,000 - $165,000 per year . Actual compensation will be based on skills, experience, location, and other factors related to the position. In addition, this role is eligible for incentive compensation with an On-Target Incentive (OTI) opportunity of $85,000 annually .

Location:

This is a remote position. Candidates located on the East Coast are strongly preferred due to proximity to customers, stakeholders, and team members. Select Midwest locations may also be considered.

Sponsorship:

Must be legally authorized to work in the US. Employer will not sponsor position for employment visa status now or in the future (ex. H-1B).

We will:

• Provide the opportunity to grow and develop your career • Offer an inclusive environment that encourages diverse perspectives and ideas • Deliver challenging and unique opportunities to contribute to the success of a transforming organization • Offer comprehensive benefits globally (PB Benefits and Wellbeing Programs)

Pitney Bowes is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard for race, color, sex, religion, national origin, age, disability (mental or physical), veteran status, sexual orientation, gender identity, or any other consideration made unlawful by applicable federal, state, or local laws.

All qualified applicants, including Veterans and Individuals with Disabilities, are encouraged to apply.

All interested individuals must apply online. Individuals with disabilities who cannot apply via our online application should refer to the alternate application options via our Individuals with Disabilities link.