Director, Business Development

ABOUT THE JOB

We're looking for a Director, Business Development to own and grow RADAR's external relationships with retail brands and drive targets through the commercial pipeline — from first conversation to signed partnership. This is a quota-carrying, revenue-facing role at the center of RADAR's next stage of growth.

You'll be the face of RADAR to VP- and C-level stakeholders across merchandising, store operations, supply chain, and IT at multi-national apparel brands, department stores, and big-box retailers. You'll build and manage a pipeline of qualified opportunities, run a consultative and technically credible sales process, and work cross-functionally with Product, Engineering, Marketing, Customer Experience and Deployment Operations to turn interest into signed, deployed customers.

This role requires equal parts hunter instinct and relationship-building discipline — someone who can open doors at the executive level, translate a technical, hardware-enabled platform into a business case retailers act on, and manage a multi-stakeholder, multi-month sales cycle without losing momentum.

Responsibilities:

Pipeline Ownership

• Own the end-to-end business development pipeline for a defined set of target retail accounts, from prospecting and qualification through to signed contract.
• Build and maintain accurate pipeline reporting and forecasting, using CRM discipline to keep stage, next steps, and close timing current for leadership visibility.
• Proactively move targets through the pipeline, identifying and clearing the blockers that stall enterprise retail deals.

External Relationships & Partnerships

• Build and own senior-level relationships with retail executives across merchandising, store operations, supply chain, loss prevention, and IT.
• Serve as RADAR's primary external point of contact for prospective retail partners throughout the sales cycle.
• Represent RADAR at industry events, conferences, and retailer forums to build market presence and generate new relationships.

Deal Strategy & Execution

• Lead the commercial narrative for each opportunity: translate RADAR's hardware-enabled platform into a clear, retailer-specific business case tied to inventory accuracy, labor efficiency, and fulfillment performance.
• Structure and negotiate commercial terms, partnering with Legal and Finance to close agreements that work for both RADAR and the retailer.
• Coordinate proof-of-concept and pilot store engagements alongside Engineering and Deployment Operations to prove value ahead of full rollout.

Cross-Functional Collaboration

• Partner with Product and Marketing to bring retailer feedback and market intelligence back into RADAR's roadmap and positioning.
• Work closely with Deployment Operations and Customer Experience to ensure a smooth handoff from signed deal to live store rollout.
• Provide leadership with regular visibility into pipeline health, deal risk, and market trends across the retail landscape.

Market Intelligence

• Track competitive dynamics, retail technology trends, and buying behavior across target verticals to sharpen RADAR's go-to-market approach.
• Identify new verticals, account segments, or partnership models that expand RADAR's addressable market.

ABOUT YOU

Required:

• 8+ years of business development, enterprise sales, or strategic partnerships experience, with a track record of owning and closing complex, multi-stakeholder, multi-million dollar deals.
• Experience selling into retail — brand, big-box, or department store organizations — with an existing network at the VP/C-level across merchandising, store operations, supply chain, or IT.
• Demonstrated ability to manage a full sales pipeline independently: prospecting, qualification, solution development, negotiation, and close.
• Comfort selling a hardware-enabled, technical platform to a non-technical business audience — you can translate complex capability into a business case executives act on.
• Strong commercial instincts: you know how to structure a deal, negotiate terms, and know when to push and when to slow down.
• Excellent executive presence and communication skills, with the ability to build credibility quickly with senior retail stakeholders.
• A builder's mindset — comfortable operating with limited process, creating your own playbook, and adapting as the business scales.
• Willingness to travel to meet prospective and existing retail partners as needed.

Preferred:

• Experience selling RFID, IoT, computer vision, or other in-store hardware/software solutions.
• Existing relationships with retail executives at brands in RADAR's target segments (apparel, big-box, department stores).
• Experience partnering with Engineering or Deployment teams to run pilots and proofs of concept.
• Familiarity with CRM and pipeline management tools (Salesforce, HubSpot, or similar).

WHAT YOU'LL DO

In your first 30 days, you will:

• Learn RADAR's platform, technology, deployment model, and commercial landscape well enough to speak to it credibly with retail executives.
• Get up to speed on the current pipeline, existing relationships, and active deals in flight.
• Begin building relationships with key stakeholders across Product, Engineering, Marketing, and Deployment Operations.

In your first 60 days, you will:

• Own a defined set of target accounts and have active conversations underway with new and existing prospects.
• Have a clear, accurate view of your pipeline in the CRM, with next steps and timing mapped for each opportunity.
• Begin representing RADAR externally at meetings, calls, or events with prospective retail partners.

In your first 90 days, you will:

• Have moved multiple targets meaningfully forward in the pipeline, with at least one opportunity in active negotiation or pilot planning.
• Be recognized internally as the owner of your accounts and externally as a trusted point of contact for your retail partners.
• Be delivering regular, reliable pipeline and forecast visibility to leadership.

At RADAR, your base pay is one part of your total compensation package. The expected base salary range for this position is $150,000–$190,000, with an on-target earnings (OTE) range of $250,000–$320,000 inclusive of variable compensation. Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. You will also be eligible to receive other benefits including: equity, comprehensive medical and dental coverage, life and disability benefits, 401(k) plan, flexible time off, and paid parental leave. The pay range listed for this position is a good faith and reasonable estimate of the range of possible base compensation at the time of posting.

Research has shown that women & underrepresented minorities are more likely to read lists of requirements and consider themselves unqualified if they don't meet every single one. This list represents what we're ideally looking for, but everyone has unique strengths & weaknesses, and we hire for strength & potential, not lack of weakness.