Director of Business Development

Reports To: Chief Executive Officer Location: Remote, with travel across Michigan, Ohio, and target markets Purpose: The Director of Business Development drives Seva Dental Team’s growth by sourcing, advancing, and closing high-quality practice affiliations. This leader cultivates trust-based relationships with selling dentists and the broader broker community, runs a disciplined direct prospecting engine, and guides sellers through a thoughtful, empathetic process from first conversation to close. Done well, this role delivers meaningful, predictable revenue growth paired with a seller experience so positive it generates referrals, all while embodying the Seva Way and our Core Values in every interaction. Seva Core Values · Win as a Team: Supporting each other and celebrating success together. · Be the Solution: Taking accountability for finding answers and solving challenges. · Better Every Day: Committing to continuous improvement and growth. · Serve with a Smile: Putting patients and team members first while delivering exceptional experiences. Essential Functions Pipeline Building & Direct Prospecting · Build and maintain a qualified active pipeline of approximately 3x the annual close target across stages of the deal funnel. · Source at least 50% of closed affiliations through direct prospecting efforts, including outreach to selling dentists not represented by brokers. · Identify and pursue tuck-in opportunities (small practices within close proximity of existing Seva locations) for chart-purchase style transactions that grow active patient counts. · Maintain a consistent weekly prospecting rhythm, regardless of the volume of active deals in post-LOI phase. Broker Relationships · Cultivate and maintain trust-based relationships with leading dental brokers in Seva’s key markets. · Achieve visibility into approximately 50% of broker-represented deal flow in target geographies. · Position Seva as a preferred buyer through professional, responsive, and consistent engagement. Deal Advancement · Submit at least 2 LOIs per month. · Close affiliations annually totaling a minimum of $15M in revenue, scaling to $25M+ by Year 3. · Guide sellers from first conversation through a signed LOI with empathy, transparency, and commercial judgment. · Retain the seller relationship from LOI through close, lending that trust to the Seva Support Team during diligence and closing. · Participate in closing dinners and key seller-facing moments where the BD relationship carries the deal across the line. Seller Experience · Deliver a seller experience so positive it generates referrals. Target 15% of closed deals coming from seller referrals starting in Year 2. · Be proactive and empathetic at every stage, recognizing that selling a practice is one of the most significant decisions a doctor will make. · Represent Seva’s doctor-led model and Three Uniques in every conversation, ensuring sellers understand what makes Seva different from a typical Dental Support Organization (DSO). Pipeline Discipline & Reporting · Maintain disciplined deal tracking. Every active opportunity is updated weekly in CRM with stage, next steps, decision-maker context, and key risks. · Provide accurate weekly pipeline reporting to the CEO and partners, including forecasted close dates and confidence levels. · Participate in formal decision gates (Pre-LOI, Mid-Process, Pre-Closing) and partner with the Seva Support Team to ensure smooth handoffs. Seva Way & Culture · Embody the Seva Way and Core Values in every internal and external interaction. · Use Seva-approved language and positioning, including “team members” rather than “employees” and “doctor-led” rather than “partner-owned.” · Represent Seva Dental Team at industry events, conferences, and professional gatherings as appropriate. Knowledge / Skills / Abilities Education / Experience · Bachelor’s degree in business, healthcare administration, finance, or related field preferred. · Minimum 5 years of business development, M&A, or affiliations experience in healthcare services, dental, veterinary, or a related multi-site healthcare vertical. · Demonstrated track record of self-sourced pipeline generation and closed deal volume. · Experience selling to or working with private practice owners is strongly preferred. Must-Have Competencies · Strong communication skills with the ability to build trust quickly with selling doctors, brokers, and internal partners. · Organized and disciplined in execution, with a consistent weekly rhythm of prospecting, advancing, and reporting. · Outcome driven and competitive, with a track record of hitting or exceeding pipeline and revenue targets. · Attention to detail in deal tracking, communications, and follow-through. · Negotiation savvy and commercial judgment, with the ability to read deal dynamics and protect Seva’s economics without damaging the seller relationship. · Financial acumen and comfort reading practice-level P&Ls, EBITDA adjustments, and valuation conversations. · Resilience and persistence. BD work involves a lot of “not yet,” and the right person treats those as data points, not setbacks. · Strong relationship-building skills and high emotional intelligence, particularly with private practice owners navigating an emotional decision. · Lives the Seva Core Values in daily work. Nice-to-Have Competencies · Existing network within the dental broker community. · Prior experience in DSO, healthcare services, or M&A roles. · Familiarity with practice valuation methodologies. Work Environment / Conditions · This is a heavy-travel role. Expect to spend 50% or more of your time on the road meeting with selling doctors, brokers, and attending industry events across Michigan, Ohio, and other target markets, with travel volume scaling to whatever the pipeline and deal flow require. · Mileage and travel reimbursement provided. · Must be able to work flexible hours based on seller availability and deal flow. · Occasional extended hours during deal closings, conferences, or special projects. Compensation Structure Competitive base salary and an affiliation bonus tied to closed revenue. Seva Dental SMS Terms and Conditions: 1. By providing your mobile number and opting in, you agree that Seva Dental may send you text messages (SMS/MMS) about careers-related topics, which may include: Application status updates Interview scheduling and reminders Requests for additional information related to your application Hiring event details Job opportunity alerts 2. You can cancel the SMS service at any time. Just text "STOP" to the short code. After you send the SMS message "STOP" to us, we will send you an SMS message to confirm that you have been unsubscribed. After this, you will no longer receive SMS messages from us. If you want to join again, just sign up as you did the first time and we will start sending SMS messages to you again. 3. If you are experiencing issues with the messaging program you can reply with the keyword HELP for more assistance, or you can get help directly at [email protected] 4. Carriers are not liable for delayed or undelivered messages 5. As always, message and data rates may apply for any messages sent to you from us and to us from you. If you have any questions about your text plan or data plan, it is best to contact your wireless provider. 6. If you have any questions regarding privacy, please read our privacy policy below. Privacy Policy: We collect your mobile number and related opt-in data for the delivery of SMS messages. Your mobile opt-in data and consent will not be shared with third parties or affiliates for marketing or promotional purposes.