Director, Business Development

Job Description

About Procom:

We started in Toronto in 1978 with a simple idea: connect the right people with the right work. Nearly five decades later, that idea has grown into a $1.5 billion North American enterprise — and the mission hasn’t changed. At Procom, our purpose is to help people make progress. That means something real to us: we invest in the experience of every person in our ecosystem, from the contractors we place to the clients we serve to the people who build their careers here. We operate two distinct, market-facing service lines — Consulting Services, which places specialized technology and professional talent across contract, direct hire, and statement of work engagements, and Workforce Solutions, which delivers Employer of Record and Agent of Record programs for enterprises where contingent labor is central to how work gets done. We’ve earned ClearlyRated’s Best of Staffing recognition from both the client and talent sides of our business for more than ten consecutive years. We’re independently owned, which means decisions get made by people who think in decades, not quarters — and the people who drive our growth are treated accordingly.

Position Summary:

We are seeking a driven, collaborative, and growth-focused Director, Business Development to lead new client acquisition within the regional staffing business. This role is ideal for a high-performing business development professional who thrives in a fast-paced environment, takes ownership of results, and understands that success requires disciplined pipeline management, cross-functional collaboration, and operational accountability.

The primary focus of this role is generating and closing new business opportunities, inclusive of setting the Account Manager team up for success in partnership with the regional staffing Director, ramping to, or following MSA signature and maintaining strategic presence to ensure the Director and account team maximize wallet share within a 24 month period. Success requires strong executive presence, consultative selling skills, proactive communication, and consistent activity management within Bullhorn CRM. This role will report directly to the VP of Sales, US.

Key Responsibilities:

New Business Development

• Prospect and develop strategic regional staffing accounts by identifying opportunities where Procom’s talent and consulting solutions can deliver measurable business impact.
• Generate new revenue through outbound prospecting, networking, referrals, LinkedIn outreach, and multi-touch business development campaigns.
• Build executive-level relationships with HR, Procurement, Operations, and IT leaders to create need recognition and advance opportunities through the buying process.
• Lead discovery meetings and position solutions using AI, consultative, value-based selling techniques.
• Partner closely with recruiting, delivery, operations, and leadership teams to align client needs with solution capabilities.
• Maintain accurate and timely documentation of all sales activities, meetings, pipeline updates, and opportunity progression within Bullhorn CRM.

Strategic Account Expansion

• Support the growth and expansion of newly acquired strategic accounts during the early relationship and stabilization phase, specifically related to business closed directly by the Director of Business Development.
• Drive account growth through cross-selling, upselling, and expansion across departments and stakeholder groups.
• Build strong multi-level relationships with client decision-makers to strengthen account penetration and long-term partnership value.
• Lead strategic client discussions including Quarterly Business Reviews (QBRs), workforce planning discussions, and account strategy meetings.
• Collaborate with Account Managers during account transition periods to ensure continuity, relationship stability, and long-term client success.

Collaboration & Operational Leadership

• Operate as a highly collaborative partner across sales, recruiting, delivery, operations, and leadership teams.
• Participate in pipeline reviews, strategy sessions, account planning discussions, and operational meetings to support organizational goals and client success.
• Produce monthly pipeline reporting including active opportunities, total pipeline value, stage progression, projected revenue, and probability-to-close metrics.
• Present pipeline performance, strategic opportunities, risks, and forecast updates to Sales Leadership on a regular basis.
• Provide market intelligence, client feedback, and strategic insights to support sales effectiveness and scalable growth initiatives.
• Demonstrate disciplined business management through strong organization, accountability, follow-through, and complete CRM adoption.

What You'll Bring:

The following are requirements, not preferences. If you don’t meet them, this role is not the right fit.

• Bachelor’s degree in Business, Commerce, Marketing, or related discipline. Equivalent experience will also be considered.
• Proven experience in B2B services, staffing, professional services, or strategic sales environments.
• Proven track record of generating new business, exceeding sales targets, and developing executive-level client relationships.
• Strong financial acumen with experience managing pricing, margin, pipeline forecasting, and revenue growth.
• Demonstrated ability to collaborate across multiple internal stakeholder groups to drive successful client outcomes.
• Strong communication, presentation, negotiation, and consultative selling skills.
• Experience using Bullhorn CRM or similar platforms with strong pipeline management and reporting discipline.
• Self-motivated, resilient, accountable, and capable of thriving in a highly collaborative growth environment.
• Forward-thinking and adaptable mindset with a strong interest in leveraging AI and emerging technologies to improve productivity, enhance client engagement, and modernize business development practices.
• Demonstrates curiosity, agility, and a willingness to continuously learn, experiment, and evolve alongside new tools and ways of working.

Account Ownership & Transition Expectations

The Director of Business Development will maintain ownership of newly acquired accounts during the initial growth and relationship development phase up to 30 months from client activation. During this period, the role is responsible for establishing executive relationships, driving account penetration, supporting onboarding, and identifying expansion opportunities.

A dedicated Account Manager will be identified by the Regional Director of Sales and introduced at the outset of the client relationship. The Director of Business Development is expected to work in close partnership with the Account Manager throughout the lifecycle of the account to ensure operational alignment, relationship continuity, and long-term client success as the account grows and evolves. Full ownership of the account will transition to the Account Manager at the discretion of the Regional Director of Sales in alignment with the Director of Business Development, based on the maturity and strategic needs of the relationship.

The Director of Business Development will be eligible to earn a 4% commission on gross margin generated from new client accounts for a period of up to thirty (30) months following client activation, payable monthly in accordance with the Company’s commission payment schedule.

In addition, the Director of Business Development will be eligible to earn commission on the GM growth of designated expansion accounts, as determined by the Company. This compensation plan is designed to reward both successful new client acquisition and strategic revenue growth within existing client relationships.

Why Procom

• Earning Structure: You’re compensated at the close and rewarded as the account grows. The model combines an upfront bonus at MSA execution with milestone-based bonuses tied to GM performance as the client relationship matures — creating a multi-year earning window on every account you bring in. For a seller who closes the right accounts and stays engaged through the growth phase, the upside is substantial.
• Territory Ownership: You build your book. There is no assigned patch being handed to you — you define the targets, develop the strategy, and own the outcomes. The VP of Sales is a direct resource, not a bureaucratic layer.
• A Platform Worth Selling: Procom’s differentiation is real and defensible — proprietary technology, deep compliance infrastructure, and a contractor experience model that buyers in regulated industries consistently respond to. You’re not selling on price.
• Hybrid Work Model: A modern hybrid structure that supports both client-facing travel and focused independent work.
• Remote Flexibility: Work temporarily from another approved location for up to two weeks each year.
• Comprehensive Benefits: Full health and benefits coverage, mental health resources, and preferred pricing on perks through third-party providers.
• Generous Time Off: Competitive vacation and sick-day policies.
• Set Up to Succeed: The tools, technology, and IT equipment stipend you need from day one.
• Community and Purpose: Innovation challenges, charity initiatives, team events, and company celebrations throughout the year.

Qualifications

At Procom we are committed to fostering an inclusive and accessible culture where everyone feels valued, respected, and supported. If you require an accommodation for the recruitment/interview process, please let us know and we will work with you to meet your needs.

If you are selected for interview, a member of our Talent Acquisition team will reach out to you with the next steps in the process. To learn more about all that we do, please visit us at - https://www.procomservices.com/en-us/

Our hiring process may sometimes include AI-assisted tools to support screening, assessment and selection. We stay firmly committed to a human-centered approach. All hiring decisions are made by Procom's hiring team.