Lansing, MI
Lansing, MI
East Lansing
Alexandria, VA (Hybrid)
Columbia, South Carolina
Hybrid in Greater DC Area
Washington , D.C.
Posted: 14-Nov-25
Location: Remote or Hybrid
Type: Full Time
Categories:
Required Education:
Additional Information:
For more than 50 years, Naylor Association Solutions has been the trusted partner helping professional and trade associations grow, connect, and thrive. We deliver integrated solutions spanning media, events, career centers, data, and technology, empowering associations to drive member value and revenue.
We’re evolving rapidly by modernizing our go-to-market strategy, strengthening our digital offerings, and expanding our partnerships across the association market. To accelerate this next phase of growth, we’re seeking a Vice President of Business Development who blends strategic vision with operational rigor and a passion for helping associations succeed.
The preferred candidate can be remote or hybrid – available in our Washington, D.C., Gainesville, or Atlanta offices.
The Opportunity
Reporting directly to the Chief Growth Officer, the Vice President of Business Development will lead Naylor’s new business organization, overseeing a team of high-performing Directors of Business Development responsible for signing new association partners.*
This is a role for a leader who thrives at the intersection of strategy, data, and people. You are someone who can coach consultative sellers through complex, long-cycle sales while architecting a scalable, metrics-driven growth engine. The VP will ensure Naylor’s sales motion reflects both the art and science of sales: empathetic, insight-driven conversations supported by disciplined forecasting, modeling, and process excellence.
You’ll shape how Naylor shows up in the association community by building trust, deepening relationships, and driving visibility through market presence, industry events, thought leadership, and speaking engagements that position Naylor as the association industry’s most trusted growth partner.
What You’ll Do
Lead and Inspire
- Lead, coach, and empower a team of Directors of Business Development, and appointment-setting Business Development Representatives to exceed new-logo acquisition goals by identifying high-potential association prospects, delivering tailored, consultative solutions, and converting opportunities into lasting partnerships.
- Build a culture of curiosity, collaboration, and accountability.
- Partner with the Chief Growth Officer and Revenue Operations to develop and maintain clear forecasting models and performance dashboards.
Strategize and Execute
- Collaborate with leadership to define and execute the annual business development strategy, including pipeline goals, territory design, and market expansion priorities.
- Create a data-driven sales culture by tracking and analyzing key performance indicators, identifying areas for improvement, and implementing solutions to optimize performance.
- Drive operational excellence in pipeline management, ensuring consistent Salesforce hygiene, forecasting accuracy, and predictable conversion rates.
- Guide the team through sophisticated, multi-stakeholder sales cycles with associations, ensuring solutions are consultative, data-backed, and aligned with client goals.
- Partner with Revenue Operations to structure and evaluate deals that support sustainable growth and profitability.
- Continuously refine Naylor’s consultative sales narrative to align with our brand promise: to give the best advice to associations to help them thrive.
Collaborate and Influence
- Partner with Marketing to refine our ideal client profile (ICP) and optimize conversion of marketing and Business Development Representative (BDR) generated leads.
- Build relationships and collaborate across cross-functional teams to ensure seamless handoffs and successful long-term partnerships.
- Represent Naylor at industry conferences, events, and forums to elevate our visibility, build relationships, and reinforce our position as a trusted association partner.
What You Bring
- 8–12 years of progressive experience in B2B business development, with at least 5 years leading high-performing, consultative sales teams.
- Proven success managing relationship-driven sales cycles with multiple stakeholders and C-suite decision makers.
- Strong financial and analytical acumen; able to interpret data and turn insights into strategy.
- Deep understanding of the association ecosystem and how associations generate and grow non-dues revenue.
- A leadership style that blends inspiration and accountability; you coach to potential, not just performance.
- Exceptional communication, presentation, and negotiation skills.
- Proficiency in Salesforce, analytics/data visualization tools, Excel
- Bachelor’s degree or equivalent experience, MBA preferred.
Who You Are
- Strategic and Analytical: You see the big picture but know the numbers behind it.
- Consultative and Curious: You listen deeply and connect solutions to client challenges.
- Operationally Rigorous: You love process, forecasting, and data integrity.
- Empathetic Leader: You inspire confidence and bring out the best in others.
- Mission-Driven: You believe in the power of associations and the role they play in shaping industries and communities.
Why Naylor
At Naylor, you’ll join a collaborative, mission-driven team committed to helping associations thrive. You’ll have the opportunity to influence company-wide growth strategy, modernize our sales operations, and lead a team that’s redefining how Naylor engages with the association community.
*Note: Reporting structure of this role may change at the discretion of the business.