Description
Manager, Business Development
Location : Remote within the United States (Eastern or Central Time Zones required; Eastern Time Zone preferred)
The Manager, Business Development, will be a dynamic, results-oriented, and talented sales executive who can effectively provide strategic leadership as well as day-to-day sales coaching. They will be responsible for helping to build and lead a team of Business Development Representatives who partner with Field Sales Representatives to identify and qualify sales opportunities across North America.
Primary Responsibilities:
- Provide day-to-day leadership to a team of 8-10 members driving toward established goals
- Proven ability to attract, hire and retain high performing Business Development Representatives and implement processes that provide strong coaching and mentoring through a deep understanding of sales methodologies and processes
- Implement and deliver a performance management philosophy that holds all members of the team accountable to the team goals and objectives
- Foster a culture of accountability, collaboration and continuous improvement
- Participate in setting sales goals, manage pipeline and staff to achieve these targets using methodical and data-driven methods
- Provide weekly team performance summaries as well as timely and accurate forecasts to senior management based on a deep understanding of historical trends as well as the representative’s individual performance
- Own and manage the assigned team budget
- Collaborate with Marketing and Sales Operations to establish and tune scalable models for lead management and sales processes
- Own Key Performance Indicators (KPI) for the sales team, consistently monitoring the activity of the team, tracking the results and driving team execution based on those metrics
- Ensure your team consistently leverages our sales methodology to source, qualify and manage leads with efficiency and accuracy
- Drive discipline and operational excellence in the use of existing tools including data cleanliness in Salesforce
Qualifications:
- 5 years of experience leading and managing a Sales Development function, with deep knowledge and experience executing of sales methodology in a growing business
- 3+ years of experience in a quota-carrying sales role
- Bachelor’s degree preferred or commensurate experience
- The ability to implement/execute strong hiring strategies that create effective teams as well as develop and motivate existing teams to achieve their goals
- Must possess a goal-oriented mindset, thrive in a fast-paced, competitive environment, and be driven by curiosity and integrity
- Proven ability to coach, train and develop employees to reach their full potential
- Experience with Salesforce, a must, experience in SaaS environment is a distinct advantage
- Experience with Salesloft, ZoomInfo, Nooks and 6Sense preferred
- Experience with Business-to-Government (B2G) sales and sales into multiple verticals is a distinct advantage (especially State and Local, Healthcare, Higher Education, K-12 and Federal verticals)
- Excellent verbal, written, listening, and presentation skills required
- Must be able to communicate clearly and concisely with customers and management at all levels, including the C-suite
- Excellent data analysis and organizational skills required
- Experience reporting and tracking sales progress in a methodical, data-driven environment
- Ability to travel up to 15%