Associate Director, Business Development

Summary

Join Tessitura Network, a non-profit technology company, as an Associate Director, Business Development in North America. This role focuses on growing the Tessitura member community by cultivating relationships with key decision-makers at prospective organizations and guiding them through the sales cycle. You will be responsible for meeting sales targets, creating proposals, building relationships, and removing barriers to sales. The position requires strong communication, negotiation, and presentation skills, along with experience in the arts and culture field or B2B sales. This is a full-time, work-from-home position with a competitive salary and comprehensive benefits package.

Requirements

• 8+ years of experience in the arts and culture field and/or 8+ years of experience in B2B sales, or equivalent relationship building experience
• Strong public speaking skills
• Ability to write clearly and persuasively
• Ability to listen, synthesize input, and influence in a consultative sales relationship
• Familiarity and comfort creating and managing financial proposals and contracts
• Strong negotiation skills
• Demonstrated ability to meet deadlines and move projects forward
• Proficient with CRM software and Microsoft Office Suite
• Familiarity with or comfort with project management
• Desire to travel, up to 15% of the year
• Ability to work calmly, effectively, and flexibly with a wide diversity of personalities
• Aptitude to pick up new concepts and technology rapidly
• Capacity to work independently as well as in a team setting
• Strong problem-solving skills

Responsibilities

• Grow Tessitura member community in North America by adding qualified organizations as long-term members of Tessitura
• Meet individual annual member growth targets for new sales and flag when individual annual growth goals may be off target
• Partner with colleagues on the Solutions team and demonstrate Tessitura to prospects in a personalized and compelling manner
• Create personalized written proposals and responses to requests for proposals that emphasize the relevant capabilities and benefits of Tessitura and provide clear financial information
• Build relationships with prospects at all key decision-making and influencing levels, with a focus on key organizational decision makers, through careful listening and thoughtful follow-up
• Remove barriers to sale and guide prospects from initial interest through signing of paperwork
• Travel occasionally throughout the United States and Canada to visit prospective Tessitura Network members
• Maintain detailed records of sales efforts for current and future reference
• Strategically prospect and target suitable prospective accounts and strategically reactivate dormant prospective accounts
• Handle Tessitura’s incoming calls to the Business Development phone line for follow up
• Utilize tools for outbound sales efforts in alignment with Tessitura’s operational processes
• Represent Tessitura at industry trade shows
• Manage Tessitura’s trade show materials, shipping logistics, operational support, internal project management, and other support as needed for all North American trade shows
• Represent Tessitura Network in a manner that advances and elevates the Tessitura brand at industry conferences and trade shows
• Involve appropriate team members for trade show attendance
• Project manage and provide operational support to ongoing Sales Operations efforts
• Communicate and collaborate effectively internally across the Business Development team, Growth Group, and entire company
• Communicate and collaborate effectively externally with prospective clients, partners, and industry professionals
• Perform other job-related duties as assigned

Preferred Qualifications

Expertise in one or more areas of operations in the arts and culture field (ticketing, fundraising, visitor services, etc.)

Benefits

• Various medical, dental, and vision plans
• Life and AD&D insurance
• Disability insurance
• Employee assistance programs
• A 401(k) retirement plan with employer match
• Generous paid time off, including vacation and sick leave
• 12 weeks of paid parental leave
• A 7-week sabbatical after seven years of service
• A recharge week between Christmas and New Year’s