Director, Business Development

Intertribal Software is seeking a Director of Business Development & Tribal Partnerships to lead the company’s commercial activities—from acquiring new customers to deepening relationships with existing Tribal customers. The Director will own the full commercial function at Intertribal, including sales, account management, and channel partnerships, with the ultimate mandate of growing Annual Recurring Revenue (ARR) in a durable, high-quality way. The Tribal technology market is unlike any other—deeply relationship-based, sometimes political, culturally distinct, and resistant to conventional enterprise sales motions. We are looking for someone who understands this terrain and knows how to earn the trust of Tribal leaders, Tribal government employees, community members, and decision makers over time. The ideal candidate is part relationship-builder, part strategist, and part operator—someone who can think clearly about how to grow a business serving an idiosyncratic market, and who combines the art of selling (relationship-building, cultural fluency, instinctive reading of a room) with the science of revenue operations: data discipline, process design, and a relentless focus on building systems that are repeatable and scalable. The Director will report to the General Manager (“GM”) and will work closely with the GM, Chief of Staff (“CoS”) and Executive Chairman, forming the core leadership team of Intertribal. One experienced sales professional with 15+ years at Intertribal will report to the Director. This is a building role: there is no outbound motion at Intertribal today, and the Director will create, test, and oversee our outbound strategy. The Director will be expected to lead with respect for institutional knowledge while retaining a clear-eyed commitment to evolving how we sell. This role is remote but requires frequent travel (~1-2x a month) to Tribal Nations, industry conferences, and in-person meetings with the Intertribal team. This role has a promotion path to VP of Sales & Marketing as the commercial function grows and thereby scales the business.

Professional Requirements

5+ years of commercial leadership experience in B2B or B2G software sales, including at least 2 years closing complex, multi-stakeholder deals requiring council, board, or committee approvals

Demonstrated experience leading sellers: coaching, managing performance, and building sales process from the ground up

Demonstrated experience selling to—or working within—Tribal governments, Native American communities, or indigenous organizations; familiarity with Tribal governance, procurement norms, and relationship dynamics is strongly preferred

Proven track record of carrying and growing a revenue target, with evidence of (i) new customer acquisition (ii) customer expansion and (iii) customer retention

Proficiency with CRM systems (HubSpot preferred) and a disciplined approach to pipeline management and forecasting

Exceptional relationship-building skills—this market rewards patience, cultural sensitivity, and long-term trust over transactional tactics

Ability to operate with urgency and navigate ambiguity in a small, fast-moving company environment

Strong written and verbal communication skills, including the ability to represent Intertribal credibly in front of Tribal Councils, Tribal leadership, and senior industry players

A track record of embracing new tools and technologies, including AI platforms, to work smarter and faster Personal Characteristics

Self-starter who operates autonomously, prioritizes effectively, and delivers in a fast-moving environment

Intellectually curious, with a builder's mindset that treats the unfamiliar as an opportunity rather than an obstacle

Honest, trustworthy, and dependable

Adaptable and aware of cultural sensitivities, with the patience to treat each Tribe as unique

Highly motivated, mission-driven, and genuinely excited by the opportunity to strengthen Tribal communities through technology

Roles and Responsibilities Leadership and Strategy 

Own ARR growth as the primary performance measure for the role, with a focus on high-quality, low-churn customer acquisition and expansion

Define and maintain Intertribal’s Ideal Customer Profile, including scoring criteria, prospect data, and the research process that keeps the prospect universe current, prioritized, and actionable

Develop and execute an outbound sales strategy from the ground up — prospecting methodology, outreach cadences, and targeting criteria

Stay current on Tribal technology trends, competitor activity, and the federal funding programs (BIA, HUD, IHS, etc.) that Tribes use to fund technology investments — and use that knowledge to refine the sales strategy and make recommendations to the leadership team

Lead, coach, and develop one experienced direct report, learning from their extensive industry knowledge while also building a modern sales process

Own quarterly and annual commercial planning alongside the GM and CoS, including goal-setting, business reviews, and strategy development

Direct Intertribal’s marketing strategy — content, website, SEO, competitive positioning, and sales collateral including pitch decks, one-pagers, and proposal templates — with execution by a contractor or agency the Director hires and manages.

Define the profile for and interview future sellers as the commercial function grows, in collaboration with the GM and CoS Enterprise Sales Execution

Own the full sales cycle for new customer acquisition — from prospecting and outreach to close — with a focus on Tribes that are a strong fit for OneTribe®, including MSAs, Order Forms, Estimates, and SOWs in collaboration with Professional Services and Engineering

Deliver product demos to Tribal leadership, program staff, and IT decision-makers — in person, at conferences, and remotely

Negotiate and close contracts with Tribal governments, navigating procurement processes, Tribal Council approvals, and the relationship-first dynamics that govern Tribal decision-making

Seek out, draft, and submit RFP and RFI responses — owning the full proposal process from opportunity identification through submission and post-award follow-up

Build and maintain a disciplined pipeline management process in HubSpot, with clear stage definitions, conversion benchmarks, and reliable forecast cadences

Work closely with Intertribal's Professional Services and Engineering teams to ensure smooth customer handoffs and surface product feedback from the field Partnerships and Community

Serve as a visible and credible face of Intertribal at industry events, conferences, and community gatherings, with frequent participation in panels and forums — owning pre-event preparation including budgeting, target-attendee outreach, and post-event follow-up; success means the industry views the Director as a thought leader

Build relationships with Tribal leaders, IT directors, and community advocates who influence technology decisions — even when they are not yet customers

Own Intertribal's corporate relationship with Laserfiche, including joint go-to-market coordination, license purchasing and cleanup, order and renewal processing, partner training, and resolving invoice and payment issues

Identify and develop referral and channel partnerships with Tribal consultants, industry non-profits, other Tribal vendors, and other organizations embedded in Tribal communities Account Management

Own accounts receivable health in partnership with the GM and CoS - the customer-facing voice on past-due balances, covering collections strategy, aging, invoice disputes, and bad debt decisions with our accounting partners

Manage and grow existing customer relationships, identifying expansion opportunities (additional modules or professional services) while protecting high-quality retention

Own renewals and churn — setting pricing, timing, and account strategy ahead of each renewal with the sales and billing teams, surfacing churn risk early enough to act on it, and when a customer does churn, documenting it and triggering the downstream actions across billing, Laserfiche, and the books 

$80,000 to $90,000 base salary, plus commission