Manager, Business Development

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%