Job Details

Description

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. As part of Team Amex, you'll experience this powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career.

Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.

How will you make an impact in this role?

Director of Business Development – Middle Market Field

Inspire and Accelerate Growth. Shape the Future of Middle Market Sales.

At American Express, we do not simply compete in the market — we define it. The Middle Market Field Sales organization is a critical growth engine for the U.S. Commercial business, serving companies with annual revenues between $10M–$300M. As a Director of Business Development (DBD), you will lead from the front, owning regional growth strategy while developing and empowering a team of Managers of Business Development (MBDs) to deliver sustainable, profitable results.

This is a leadership role for a proven sales executive who can balance people leadership, market ownership, and executive-level selling. You will be accountable not only for results, but for building a high-performance sales culture grounded in discipline, integrity, and strategic rigor. You will act as both coach and strategist, ensuring your team consistently shows up as trusted advisors to Middle Market clients.

If you are energized by building elite teams, influencing complex decisions, and shaping the future of a high-growth segment, this role offers a platform to make lasting impact.

What You Will Do

Lead the Market Through People

• Own regional Middle Market acquisition performance through direct leadership of a team of MBDs.

• Recruit, develop, coach, and retain top-tier sales talent; set clear expectations, provide actionable feedback, and build strong succession pipelines.

• Establish a culture of accountability, consultative excellence, and disciplined execution across the team.

• Ensure consistent application of sales methodology, pipeline hygiene, and forecasting accuracy.

• Maintain an active in-market presence (25–50% travel), engaging alongside MBDs with priority prospects and key clients.

Set and Execute Strategy

• Translate enterprise and segment priorities into clear regional strategies that drive sustainable growth.

• Oversee a high-value pipeline across the region, ensuring strong conversion, deal quality, and predictable outcomes.

• Leverage data, analytics, and market insights to prioritize opportunities, allocate resources, and identify whitespace.

• Partner closely with Risk, Underwriting, Pricing, Product, and Marketing leaders to deliver scalable, profitable client solutions.

Elevate Client Impact

• Engage directly with senior executives (CEO, CFO, Treasurer) on complex, strategic opportunities where leadership presence is critical.

• Ensure the team conducts deep discovery and positions American Express as a long-term strategic partner — not a transactional provider.

• Drive solution design across the American Express value proposition, including working capital, payments, expense management, and digital capabilities.

• Act as a thought leader for clients and internally, bringing forward insights on market trends, competitive dynamics, and innovation.

Drive Performance and Results

• Hold accountability for regional quota attainment, pipeline health, and revenue quality.

• Lead complex negotiations and deal strategy reviews; provide guidance on structure, pricing, and risk considerations.

• Ensure seamless handoff of won business to Field Account Development partners to maximize lifetime value.

• Champion continuous improvement through best-practice sharing and performance optimization.

Operate with Integrity (100% of the Time)

• Model and enforce the American Express Code of Conduct and Sales Practice standards.

• Serve as a visible champion of ethical decision-making, compliance, and risk discipline.

• Ensure all team activities align with regulatory, reputational, and brand expectations.

What You Bring

Experience & Leadership Credentials

• 5-10 years of success in complex B2B, commercial, or financial services sales, with progressive leadership responsibility.

• Proven experience leading and scaling high-performing sales teams in a field-based or regional model.

• Demonstrated record of delivering consistent, top-quartile results through others.

• Expertise in consultative, multi-stakeholder selling with executive-level influence.

• Strong background in payments, financial services, SaaS, or adjacent solution-based environments.

• Advanced financial acumen, including the ability to assess client financials, ROI, and profitability tradeoffs.

Leadership Skills & Mindset

• Authentic, inspiring leader with a track record of developing talent and building trust.

• Strategic thinker who pairs vision with disciplined execution.

• Exceptional communicator, capable of influencing senior internal and external stakeholders.

• Data-driven decision-maker with strong command of CRM, pipeline management, and forecasting.

• Confident operating in a highly regulated environment while driving growth and innovation.

• Resilient, adaptable, and composed in fast-changing market conditions.

Education

• Bachelor’s degree required; advanced degree or equivalent professional experience preferred.

Why Join American Express

At American Express, leadership is about more than results — it is about how results are achieved. We invest deeply in our leaders, providing the tools, trust, and development needed to build enduring businesses and careers.

As a Director of Business Development, you will represent one of the most respected brands in the world while shaping the trajectory of the Middle Market Field organization. You will lead ambitious professionals, partner with dynamic clients, and play a direct role in driving one of the company’s most important growth segments.

If you are ready to lead leaders, own a market, and leave a lasting imprint on the future of Middle Market sales, this is your opportunity.

Qualifications

Salary Range: $107,250.00 to $196,750.00 annually sales incentive equity (if applicable) benefits

The above represents the expected salary range for this job requisition. Ultimately, in determining your pay, we’ll consider your location, experience, and other job-related factors.

We back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• Competitive base salaries

• Bonus incentives

• 6% Company Match on retirement savings plan

• Free financial coaching and financial well-being support

• Comprehensive medical, dental, vision, life insurance, and disability benefits

• Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need

• 20 weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy

• Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)

• Free and confidential counseling support through our Healthy Minds program

• Career development and training opportunities

For a full list of Team Amex benefits, visit our Colleague Benefits Site .

American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law. American Express will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable state and local laws, including, but not limited to, the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance. For positions covered by federal and/or state banking regulations, American Express will comply with such regulations as it relates to the consideration of applicants with criminal convictions.

We back our colleagues with the support they need to thrive, professionally and personally. That's why we have Amex Flex, our enterprise working model that provides greater flexibility to colleagues while ensuring we preserve the important aspects of our unique in-person culture. Depending on role and business needs, colleagues will either work onsite, in a hybrid model (combination of in-office and virtual days) or fully virtually.

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Employment eligibility to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.

Job: Sales

Primary Location: US-Texas-Dallas

Other Locations: US-South Carolina, US-Georgia-Atlanta, US-Tennessee, US-Pennsylvania

Schedule Full-time

Req ID: 26000666