About Mountain Dev

Mountain Dev engineers operational intelligence systems for organizations operating in complex, data-rich environments.

We are not a commodity dev shop and we are not trying to become a high-volume agency.

Our best client relationships emerge when an organization already has operational leverage, domain expertise, or unique data assets — but lacks the technical systems needed to scale that advantage into durable software infrastructure.

We work best with organizations that need:

operational systems
platform engineering
workflow intelligence
scientific or operational data infrastructure
long-term technical partnership
strategic product thinking alongside engineering execution

We are currently transitioning from a relationship-driven, founder-led sales model into a more disciplined and repeatable revenue operating system.

This role is central to that transition.

The Role

The Head of Revenue Systems & Strategic Growth will lead the development of Mountain Dev’s modern revenue engine.

This is not simply a sales role.

This person will help architect the systems, processes, qualification frameworks, discovery methods, operational cadences, and strategic partnerships that enable Mountain Dev to grow intentionally and margin integrity (pricing and packaging).

The role combines:

Strategic Sales Leadership — Develop and execute the company’s growth strategy while focusing resources on high-fit opportunities that align with long-term business objectives.

Consultative Client Relationship Development — Build trusted relationships with founders, operators, and executives by helping them identify and prioritize operational and technology challenges worth solving.

Revenue Operations Design — Create the systems, metrics, workflows, and operating cadence required to build a predictable and scalable revenue engine.

Founder-Level GTM Thinking — Approach growth decisions with an ownership mindset, balancing revenue generation, market positioning, delivery capacity, and long-term company value.

Sales Operational Process Building — Design and continuously improve qualification, discovery, estimation, proposal, CRM, and handoff processes that create consistency and accountability.

Revenue & Delivery Alignment — Evaluate opportunities not only on revenue potential, but on a potential client’s ability to create successful projects, healthy margins, strong client outcomes, and durable business relationships.

This person must be comfortable operating in ambiguity while building structure.

We are not looking for someone to “manage a mature sales department.”

We are looking for someone who can help build the next stage of the company.

Primary Mission

Over the next 12–24 months, this role will help Mountain Dev:

transition from opportunistic growth toward intentional growth
improve qualification discipline and client fit
create a healthier and more predictable pipeline
improve discovery and estimation alignment
reduce margin erosion caused by poor project alignment
improve continuity between sales and delivery
strengthen strategic positioning within our ICP
operationalize a repeatable sales and relationship-development system

Current Reality

Mountain Dev has historically grown through:

referrals
founder relationships
local networks
subcontractor relationships
opportunistic inbound demand

That approach created strong relationships and meaningful projects, but it also created inconsistency:

uneven pipeline visibility
reactive discounting
unclear qualification standards
estimation misalignment
founder bottlenecks
inconsistent handoff between sales and delivery
project fit issues
limited sales infrastructure

We are now intentionally building a more mature operating system around:

ICP clarity
stage-and-gate discovery
strategic estimation processes
pricing discipline
CRM rigor
sales operations cadence
partner/referral ecosystems
long-term account development
operational intelligence positioning

This role will help build that system.

Core ResponsibilitiesRevenue System Architecture

Design and operationalize Mountain Dev’s end-to-end revenue process from lead generation through delivery handoff
Build repeatable sales workflows, qualification standards, and operating cadences
Improve pipeline visibility, forecasting discipline, and CRM hygiene
Develop KPI frameworks around:
pipeline health
conversion rates
proposal velocity
average deal quality
sales cycle length
revenue predictability
discounting trends
client fit

Strategic Sales & Relationship Development

Develop and manage a pipeline of high-fit opportunities aligned with Mountain Dev’s positioning
Build relationships with founders, operators, technical leaders, and strategic partners
Lead consultative discovery conversations focused on operational systems and long-term platform opportunities
Help clients translate operational pain points into software and systems opportunities
Represent Mountain Dev at conferences, industry events, founder communities, and strategic partner conversations

Discovery, Estimation & Proposal Discipline

Help operationalize a stage-and-gate discovery process
Improve alignment between exploration, estimation, scope, pricing, and delivery realities
Collaborate with engineering and product leadership to improve proposal quality and estimation clarity
Help create stronger SOW structures that reduce ambiguity and protect margin integrity
Improve expectation-setting during the sales process

Strategic Positioning & GTM

Collaborate closely with leadership and marketing on:
positioning
messaging
ICP refinement
case studies
thought leadership
outbound campaigns
strategic partnerships
Help evolve Mountain Dev’s market narrative from “custom development shop” toward “platform engineering and operational intelligence partner”

Cross-Functional Leadership

Work closely with leadership, project management, engineering, and operations
Help improve continuity and trust between sales and delivery
Create feedback loops between delivery realities and sales strategy
Help identify recurring operational patterns that can evolve into repeatable offerings or platform opportunities

Ideal CandidateRequired Characteristics

High agency and self-direction
Strong systems thinking
Excellent communication and executive presence
Operational discipline alongside strategic thinking
Comfortable with ambiguity and building process from scratch
Strong relationship-builder without relying on aggressive sales tactics
Able to balance growth ambitions with delivery realities

Preferred Experience

Experience selling:
complex services
software development
technical consulting
platform engineering
operational systems
enterprise SaaS
Experience building or maturing revenue systems inside a growing company
Experience managing long-cycle, consultative B2B sales
Familiarity with CRM systems, pipeline operations, and sales process design
Ability to translate technical concepts into business outcomes
Experience collaborating closely with technical teams and founders

Important Fit Considerations

This role is likely not a fit for someone who:

prefers highly structured enterprise environments
wants a large existing sales organization to manage
is primarily motivated by transactional selling
struggles with ambiguity
views sales independently from operational execution

This role is best suited for someone excited by:

building systems
shaping strategy
operating close to founders
helping define a company’s next stage of growth
balancing relationships, operations, and revenue architecture

Success Looks Like

Within the first 6–12 months:

clearer ICP and qualification standards
healthier and more visible pipeline
improved CRM and sales operating cadence
stronger discovery and estimation discipline
reduced reactive discounting
improved proposal and SOW quality
stronger strategic referral and partner network
better continuity between sales and delivery
more confidence in forecasting and revenue planning

Within 18–24 months:

a repeatable revenue operating system
stronger average project quality and margin profile
more predictable growth
expanded strategic relationships inside target verticals
increased positioning credibility as a long-term operational systems partner rather than a commodity development vendor

Compensation Structure

Compensation will include:

base salary - $100,000 - $120,000 annual base salary plus performance bonuses, plus health insurance, 401k match. Salary commensurate based on sales experience
performance incentives tied to qualified revenue growth and strategic account development - need to develop with Director of Business Development
potential long-term incentives (profit sharing and earned phantom equity) participation for exceptional alignment and impact

Compensation philosophy prioritizes:

long-term alignment
sustainable growth
operational integrity
high-quality client relationships over short-term transactional sales behavior.

Pay: $100,000.00 - $120,000.00 per year

Benefits:

401(k)
401(k) matching
Health insurance
Paid time off

Work Location: In person

Mountain Dev

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Director of Business Development