Benefits:

401(k)

Health insurance

Paid time off

401(k) matching

Company parties

Competitive salary

Dental insurance

Opportunity for advancement

Parental leave

Training & development

Vision insurance

POSITION SUMMARY / ROLE OVERVIEW:

The Senior Manager / Director of Business Development is responsible for driving new client acquisition, revenue growth, and strategic relationship development for DST Advisory Group's R&D Tax Credit practice. This individual serves as a trusted advisor to executives, business owners, CFOs, tax professionals, and strategic partners by identifying tax incentive opportunities and demonstrating the value of R&D tax credit services.

Unlike many R&D tax credit competitors that rely primarily on CPA firm referral relationships, DST sells directly to the end client, making this an enterprise buying center sale that requires strong independent prospecting skill, not just referral network management.

The role is highly consultative and relationship-driven, requiring a strong understanding of federal and state R&D tax credits, business operations, and financial drivers across multiple industries. The Senior Manager owns the full business development lifecycle from prospecting and relationship building through proposal development, contract execution, and client transition to delivery teams.

This is an individual contributor role with no direct people management responsibilities. A strong performer in this role may be considered for future sales leadership opportunities as DST's sales organization grows.

Success in this role is measured primarily through new revenue generation against an individual annual revenue target (to be finalized during onboarding), qualified pipeline growth and close rate.

GENERAL DUTIES / KEY RESPONSABILITIES:

New Business Development · Generate new revenue through prospecting, relationship building, networking, referrals, and strategic partnerships. · Develop and maintain a qualified pipeline of prospective clients and referral sources. · Identify opportunities within manufacturing, software, engineering, architecture, construction, life sciences, and other R&D-intensive industries. · Own the full Enterprise Buying Center sales motion - identifying the economic buyer, navigating internal blockers (e.g. an in-house tax function) and building champion relationships within target accounts · Conduct discovery meetings to understand client business operations and qualify R&D tax credit opportunities. · Deliver compelling presentations and consultations to executive and financial decision-makers. · Prepare proposals, engagement agreements, and pricing recommendations. · Lead negotiations and successfully close new business opportunities. · Maintain accurate pipeline forecasting within Salesforce, following DST's defined stage-gate sales process.

Relationship & Partnership Management · Develop trusted advisor relationships with clients, prospects, CPA firms, law firms, wealth advisors, and industry associations. · Maintain high levels of client satisfaction and support client retention initiatives. · Assist with contract renewals, multi-year engagements, and expansion opportunities. · Serve as a liaison between clients and internal delivery teams to ensure a seamless client experience.

Market Development & Thought Leadership · Monitor market trends, legislative developments, and competitive activity related to R&D tax credits and tax incentives. · Identify emerging opportunities in both federal and state tax credit programs. · Participate in the development of go-to-market strategies and annual business development plans. · Support expansion into new geographic markets and industry verticals.

Revenue & Pipeline Management · Maintain accurate pipeline forecasting within CRM. · Track key business development metrics, including. · Qualified opportunities. · Proposal volume. · Win rates. · Revenue generation. · Referral source activity. · Provide regular sales forecasts and business development reports to leadership.

QUALIFICATIONS

Education & Certifications

Bachelor's degree in business administration, marketing, finance, or related field.

MBA, CPA, MST, or other relevant business/tax credentials.

Experience · 5+ years of successful business development experience. · 3+ years selling professional services, tax consulting, accounting services, or financial advisory solutions. · Demonstrated record of exceeding annual sales goals. · Experience managing complex consultative sales cycles with executive-level stakeholders. · Experience building referral partner networks. · Direct experience selling R&D Tax Credits, Cost Segregation, or related specialty tax/accounting advisory services strongly preferred.

Knowledge · Strong understanding of federal and state R&D Tax Credit programs. · Knowledge of corporate tax concepts and business financial statements. · Understanding of consultative and solution-based selling techniques. · Familiarity with CRM systems and sales pipeline management, specifically Salesforce. · Knowledge of business operations across manufacturing, software, engineering, and technical industries. · Understanding of proposal development, contract negotiation, and account growth strategies.

Key Skills, Abilities, Competences · Consultive executive-level selling with strong negotiation and influence skills. · Strategic prospecting and buying center navigation in enterprise sales cycles. · Trust building on long-term relationship and partnership development. · Financial literacy and business acumen across R&D-intensive industries. · Strong organizational discipline and consistent CRM/pipeline hygiene.

DST ADVISORY GROUP

DST Advisory Group helps businesses across North America unlock value through Research & Development (R&D) Tax Credits. With a team of experienced tax professionals, engineers, CPAs, and former IRS professionals, DST combines technical expertise, personalized service, and strong client relationships to help businesses maximize opportunities while building credible, well-documented tax credit claims. We’re passionate about helping our clients succeed through integrity, collaboration, and a commitment to delivering outstanding service.

🌐 Website: https://dstadvisorygroup.com

🔗 LinkedIn: https://www.linkedin.com/company/dst-advisory-group-inc/

This is a remote position.