Vice President - Business Development

Purpose of the Role

The Vice President of Business Development is responsible for leading STS Capital Partners’ lead‑management and conversion function, ensuring a disciplined, high‑quality flow of well‑qualified opportunities into the STS deal process. The role leads the Client Success Partner team, operating through people, process, and CRM discipline to improve opportunity quality, conversion, and momentum from initial engagement through mandate. Partnering closely with Managing Directors, the role helps ensure opportunities are appropriately qualified, clearly documented, and progressed effectively—while upholding STS’s relationship‑led advisory model and commitment to Extraordinary Exits™

Role Responsibilities

 Lead & Conversion Leadership

• Own and lead a team of Client Success Partners focused on engaging with 6,000+ advisors and managing high‑volume lead follow‑up and conversion, partnering closely with Managing Directors to progress well‑qualified opportunities into mandates.
• Operate and enforce qualification standards, qualification checkpoints, and CRM discipline to ensure well‑qualified opportunities enter the STS pipeline.
• Lead regular lead pipeline reviews to ensure momentum, visibility, and accountability across the funnel.

Leadership

• Lead, coach, and develop the Client Success Partner team.
• Provide guidance and coaching on prospecting, qualification, and opportunity progression.
• Ensure the team operates with strong discipline around pipeline management, opportunity tracking, and consistent CRM usage.
• Monitor team capacity, workload distribution, and CRM‑based performance against lead‑pipeline and conversion objectives.

Pipeline and Clearing House Oversight

• Oversee the intake, qualification, and routing of opportunities into the STS process.
• Ensure strong CRM discipline, data integrity, and visibility across the lead funnel.
• Monitor pipeline flow and identify stalled opportunities or bottlenecks within the process.

• Maintain the operational cadence and health of the overall lead pipeline.

Referral Partner Networks

• Activate and support advisor relationships within existing referral partner networks to drive effective opportunity progression.
• Drive engagement, follow‑through, and accountability with advisors within existing referral partner networks.
• Track referral quality and performance across advisor relationships.

Managing Director Partnership

• Partner closely with Managing Directors through the Client Success Partner team to support effective opportunity progression.
• Ensure that opportunities assigned to Managing Directors are well-qualified and clearly documented.
• Monitor Managing Director pipeline capacity and opportunity allocation.
• Support the resolution of stalled opportunities and maintain forward deal momentum.

Marketing Alignment

• Partner with the marketing team to provide feedback and ensure effective handoff of marketing‑generated interest into the lead‑management process.
• Provide insight and feedback to the marketing team on the effectiveness of nurture programs in supporting lead progression and conversion.
• Monitor marketing engagement signals and ensure timely follow‑up and progression of qualified interest through the Client Success Partner team.

Requirements and Skills

• 15+ years of experience in senior sales management, ideally within financial services or professional services environments, with demonstrated success leading complex, relationship‑driven sales teams.
• Proven experience operating in referral‑based and indirect sales environments, with a strong understanding of how advisor networks, partner ecosystems, and warm‑referral models drive high‑quality opportunities.
• Demonstrated capability managing and scaling opportunity pipelines, with a focus on qualification discipline, conversion effectiveness, and momentum from initial engagement through mandate.
• Deep grounding in sales management principles and practices, including pipeline governance, performance management, coaching, and execution discipline (not marketing strategy ownership).
• Strong track record of leading, coaching, and developing sales teams, building accountability, judgment, and capability through people rather than individual execution.
• Solid understanding of founder‑led businesses and strategic buyer dynamics, with the ability to engage credibly in conversations involving entrepreneurs, advisors, and senior deal stakeholders.
• Highly organized and operationally disciplined, able to manage multiple opportunities, priorities, and stakeholders simultaneously in a high‑volume environment.
• Comfortable operating in a fast‑paced, remote, and globally distributed work environment, with strong ownership, responsiveness, and follow‑through.
• Advanced proficiency with CRM systems, using data, reporting, and dashboards to drive pipeline visibility, performance insight, and disciplined execution; strong working knowledge of Microsoft Office (Excel, PowerPoint, Word).
• Demonstrates strong leadership energy and resilience, maintaining momentum, optimism, and focus on complex, high‑pressure environments.

Key Competencies

• Lead Management and Conversion Leadership: Ability to apply disciplined judgment and execution to ensure high‑quality opportunities progress effectively through the STS pipeline.
• Relationship Building: Ability to build trust and credibility with founders, advisors, partners, Client Success Partners, and Managing Directors
• Operational Discipline: Maintains clear structure and oversight of the opportunity funnel, ensuring visibility, accountability, and momentum.
• Team Leadership and Coaching: Ability to guide, mentor, and develop sales and Client Success Partner teams to achieve consistent, high‑quality performance.
• Cross‑Functional Collaboration: Works effectively with marketing, advisor networks, Client Success Partners, and Managing Directors to support disciplined opportunity progression.
• Qualification Judgment: Ability to apply sound judgment to qualify, prioritize, and progress opportunities that align with STS’s target client profile and mandate quality standards.