Director of Business Development

About ROLLER

ROLLER is a global software-as-a-service company designed to help businesses in the leisure and attractions industry operate more efficiently and deliver great guest experiences. ROLLER helps its customers through a full suite of venue management features, including ticketing, point-of-sale, CRM, self-serve kiosks, memberships, digital waivers, and more. We are a fast-growing global company with customers in over 30 countries and a wide array of industries like theme parks, museums, zoos, trampoline parks, water parks, aquariums, and wake parks — just to name a few!

At the heart of ROLLER is our team — which consists of 200+ highly energetic, driven, intelligent, and humble professionals, all contributing to help build a great and enduring business. We truly believe that the sky's the limit for us, and we are well on our way toward becoming a global success story. But most of all, we love what we do, and we are looking for like-minded people to join us on this amazing journey!

About the Role

We are looking for a dynamic and motivated Business Development Director who can use strategic thinking and results-driven skills to help ROLLER achieve its ambitious revenue goals.

Reporting to the RVP of Business Development, the Business Development Director will lead a high-performing team of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to identify new business opportunities, cultivate strong relationships, and drive growth. With your strategic thinking, ability to develop talent, and passion for success, you’ll create winning strategies that help ROLLER expand and succeed.

What You'll Do

• Lead, coach, and develop a high-performing team of SDRs and BDRs, providing real-time feedback through regular call coaching, email reviews, and one-on-one support to help reps refine messaging, improve conversion rates, and meet targets.
• Be in the trenches daily- actively shadowing calls, reviewing outreach sequences, and joining strategic conversations to ensure reps are equipped and confident to succeed.
• Own and drive Salesforce excellence, ensuring high data hygiene, consistent usage of qualification frameworks, and accurate pipeline visibility; proactively identify areas to streamline processes and remove friction.
• Partner closely with RVPs of Sales to bridge top-of-funnel execution with mid- and late-stage conversion; ensure qualified opportunities align with pipeline quality expectations and GTM priorities.
• Build and operationalize a robust outbound motion, including account prioritization, prospecting strategy, and outreach experimentation to accelerate pipeline generation in core and expansion markets.
• Support and continuously improve inbound lead handling, ensuring quick response times, compelling follow-ups, and clear qualification standards to convert high-intent interest effectively.
• Define and track success metrics across inbound and outbound efforts; share insights and trends with Sales, Marketing, and RevOps to foster accountability and feedback loops throughout the funnel.
• Collaborate with Marketing on campaign alignment and messaging strategy, ensuring SDR/BDR efforts are synchronized with broader GTM initiatives.
• Provide ongoing enablement, including playbooks, objection handling guides, talk tracks, and training sessions, tailored to evolving buyer personas and product narratives.
• Analyze team performance, prospect engagement data, and industry trends to inform strategy and tactical adjustments that drive revenue and rep development.

About You

You will be a key member of our leadership team, driving the success of our business and helping us achieve our ambitious growth targets. You are motivated by change and the need for problem-solving, and you continually strive to improve efficiency and effectiveness. 

You will be responsible for leading a high-performing team and growing your team, while also demonstrating your ability to think strategically & creatively to drive results.

• You bring 5-7 years of Sales or Business Development Leadership experience, ideally in a SaaS business. You have managed sales budgets and designed and executed effective and efficient sales processes and methodologies to maximize customer acquisition.
• You have experience growing the capabilities of your team
• A self-starter with a bias for action, attention to detail, and a track record of delivering impact in fast-paced environments
• You are a highly motivated & results-driven leader who can create urgency and drive velocity in our sales cycle
• Proven track record of delivering results, with ownership over key business metrics, and ability to take full responsibility in creating and executing on business growth strategies
• You have a track record of being able to influence decision-making across all levels of a business without authority
• You know how to build a business case for new opportunities and communicate the need effectively across all teams
• You have excellent written & verbal communication skills with an exceptional ability to build strong relationships with a wide variety of stakeholders
• Experience using tools like Salesforce, Outreach, Gong, LinkedIn Sales Navigator, ZoomInfo, Sendoso, Slack, and GSuite

Perks!

• You'll get to work on a category-leading product that customers love in a fun, high-growth industry! Check our Capterra and G2 reviews.
• Paid leave for vacation, illness, and observed holidays.
• 4 ROLLER Recharge days per year (When we hit our goals each quarter, we take a well-earned day off together to relax, recharge, and celebrate our wins).
• Engage in our 'Vibe Tribe' - led by our team members; you can contribute to company-wide initiatives directly. Regular events and social activities, fundraising & cause-related campaigns...you name it. We're willing to make it happen!
• Team Member Assistance Program to proactively support our team's health and wellbeing - access to coaching, education modules, weekly webinars, and more.
• 16 weeks paid Parental Leave for primary carers and 4 weeks paid Parental Leave for secondary carers.
• 401(k) plan with up to a 5% match.
• Fully paid medical insurance.
• Work with a driven, fun, and switched-on team that likes to raise the bar in all we do!
• Individual learning & development budget plus genuine career growth opportunities as we continue to expand!

What You Can Expect

1. Initial call with our Talent Acquisition Manager
   A brief conversation to discuss your experience and salary expectations.
2. Hiring Manager Interview
   Dive deeper into your background and learn more about the role and ROLLER.
3. COO Interview + EQ/IQ Assessment
   Meet our COO to further explore the position and complete a short EQ/IQ assessment via our partner, Criteria.
4. Panel Interviews
   Connect with various ROLLER team members for a cultural and vibe alignment check.
5. Onsite Presentation
   Visit our office to present your 3/6/12 month plan. We'll support your prep with two coaching sessions from our SDR/BDR team.
6. CEO Interview
    Final vibe check with our CEO, Luke Finn.
7. Offer
   If all lights are green and the fit feels right, we'll conduct reference checks and you'll receive an offer to join!

Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment
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