Director, Practice Development

As an employee-owned company, DMA prioritizes employees. Low turnover rates and tenured teams are living proof:  

• 2026 Great Places to Work Certified
• Employee stock ownership program eligibility begins on day one of employment (ESOP contribution is targeted at 6% of your annual compensation)
• Company paid parental leave
• Generous time off package 
• Multiple benefit plans, eligibility begins on day one of employment
• Culturally focused on work/life balance, and the overall wellness of our employees

Position Summary 

The Director of Practice Development (DPD) is a senior-level business development professional responsible for expanding DMA’s market share in key tax practice areas. This role manages a portfolio of client and prospect accounts, drives strategic growth initiatives, and serves as a trusted advisor to clients. The DPD collaborates closely with internal service teams and executive leadership to identify opportunities, deliver tailored solutions, and ensure client satisfaction. 

Essential Duties and Responsibilities 

• Develop and execute strategic business development plans to drive revenue growth and expand market presence.  

• Manage a large portfolio of client and prospect accounts, serving as a strategic account manager and relationship lead.  

• Actively prospect and pursue new business opportunities through research, networking, and outreach, identifying potential clients and aligning DMA’s services to their needs.  

• Collaborate with DMA service teams to identify and pursue mutually beneficial business opportunities.  

• Participate in field-based business development efforts, leveraging subject matter experts, DMA’s reputation, and existing relationships.  

• Identify and understand client and prospect tax issues, challenges, and goals to align DMA’s services accordingly.  

• Create compelling written communications (SOWs and proposals) that articulate client needs and DMA’s value proposition.  

• Lead or participate in internal strategy, education, and planning meetings to enhance business development effectiveness.  

• Work with legal counsel during contract negotiations and ensure compliance with internal processes.  

• Maintain accurate and timely updates in CRM systems and communicate key developments with internal stakeholders.  

• Provide high-quality project and relationship management to ensure client satisfaction and retention.  

• Approximately 90% of this role is focused on sales-driven activities, while the remaining 10% supports the broader Business Development team through collaborative tasks and initiatives.  

• After a typical development period of approximately two years, the Director is expected to consistently generate $3–5 million in annual production through new business development and account expansion efforts. 

Education and Qualifications

• Bachelor’s degree in Business, Marketing, Accounting, or a related field.  

• 4-5 years of professional business development experience, preferably in tax, financial, or consulting services.  

• Demonstrated success in managing client relationships and driving revenue growth.  

• Strong knowledge of CRM systems, sales KPIs, and pipeline management.  

• Familiarity with tax law concepts and the ability to translate client needs into tailored solutions.  

• Proven ability to develop internal relationships and collaborate cross-functionally.  

• Excellent communication, negotiation, and interpersonal skills.  

• Strong analytical thinking, initiative, and attention to detail.  

• Effective organizational leadership and time management skills.  

• Proficiency in Microsoft Office Suite and CRM platforms (e.g., Salesforce). 

Work Environment & Physical Requirements 

• Work Schedule: Regular, 40 hours/week 

• Travel: 10-25% travel required. 

• Physical Activity:  

• Prolonged periods of sitting and computer use 

• Ability to hear, understand, and distinguish speech and sounds 

• Frequent repetitive motions with hands 

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