Client Development Director

Summary

Join Bulbshare as a Client Development Director and take commercial responsibility for a portfolio of subscription clients, focusing on renewals and expansion. This vital role contributes to the company's growth strategy, requiring collaboration with a small sales team and working under tight deadlines to meet or exceed targets. Bulbshare offers a remote-first work environment, unlimited PTO, tech provision, company sick pay, and a diverse, supportive team. The role involves managing client renewals, identifying growth opportunities, building strong client relationships, and collaborating with internal teams. You will also develop sales strategies, negotiate contracts, and contribute to a positive team culture. Bulbshare is a values-driven company focused on solving social and commercial challenges through customer collaboration.

Responsibilities

• Client Renewals Proactively manage the commercial renewal of annual subscription clients
• Maintaining close relationships through monthly and quarterly business reviews, ensuring a direct line into decision-makers
• Working collaboratively with the Collab Team to assess client health and to ensure we are demonstrating value and positive conditions for renewal
• Engage clients early (3-6 months from contract end) to scope their go-forwards requirements and potential growth opportunities
• Preparing and presenting renewal proposals, scenarios, and quotes
• Negotiating pricing and terms
• Preparing contracts and SOW drafting
• Liaising with Procurement to respond to info requests / requirements and navigating procurements processes
• Proactively addressing contract / relationship issues arising during the term
• Client Expansion Identify opportunities for growth and prioritize subscription clients by expansion potential (high / medium / low)
• Develop sales account plans for your client portfolio to help deepen relationship beyond current decision makers
• Support the Collab Team to drive add-on expansion - implement process, train and provide commercial support processing add-on orders as required
• Build strong relationships with clients by creating trust and confidence at multiple levels within their organizations
• Develop tools and collateral to showcase Bulbshare offer to clients through monthly and quarterly meetings to drive expansion agenda
• Partner with the Collaboration Team to identify and respond to expansion opportunities - tracking them through the sales cycle
• Scope new opportunities and then follow-up promptly with proposals and quotes
• Lead the sales cycle from expansion opportunity identification to contract negotiation working with clients and Bulbshare teammates
• Continuously drive pipeline growth and proactively manage deals through every stage to ensure sufficient coverage and rate of sales to deliver your quota
• General Collaborate with teammates in research, community, and product to ensure deals are handed over and we remain commercially engaged (e.g., joining monthly / quarterly reviews) to support expansion and renewal
• Work closely with Finance and CCO, to ensure all revenue is tracked and reported, accurate forecasting and clear pipeline reporting
• Serve as a catalyst for change and continuous improvement - leverage existing resources, developing new materials, and work with teammates to refine and implement changes to our sales strategy / process
• Contribute to a positive team culture of performance, collaboration, and openness
• Be an evangelist for the transformative power of community-led growth through Bulbshare

Benefits

• Remote first company (fully remote)
• Unlimited PTO
• Tech provided
• Company sick pay