Director, Business Development

Summary

Join Ncontracts as the Director, Business Development, leading and mentoring a team of Business Development Representatives to achieve revenue targets. Collaborate with sales leadership, marketing, and revenue operations to set goals and measure performance. Build a high-performing team, coach representatives on sales skills and pipeline generation, and utilize revenue technology effectively. Generate reports on team performance and ensure sales opportunities align with company targets. Continuously improve team efficiency and effectiveness, manage career advancement paths, and iterate business processes. This role requires a minimum of 5 years of experience leading sales or business development teams and proven success in outbound prospecting.

Requirements

• Minimum of 5+ years leading sales or business development
• Proven track record of delivering sales pipeline through leading outbound prospecting teams
• Proven ability to create and iterate the sales development process, methodology, campaigns, hiring profiles, training and enablement
• Experience managing an inside, outbound prospecting team
• Proficient user of Salesforce.com, BDR cadence management software, and MSFT core applications (Excel, Word, Powerpoint)
• Ability to drive cross functional alignment and coordination across sales and marketing teams
• Ability to attract, retain, and motivate exceptional BDRs
• Excellent written and verbal communication skills, including accurate, nuanced, direct, and kind messaging

Responsibilities

• Build a word-class business development team including hiring, training and development
• Collaborate on creating an appropriate organizational structure with roles, responsibilities and success metrics to ensure that the BDR function is accomplishing overall revenue growth and simultaneously driving efficiency
• Operate as a strong coach – balancing call review, performance management, content coaching, selling skills to drive pipeline growth and assessing work for quality and process compliance
• Partner with sales and marketing operations to ensure the BDR team is fully utilizing the revenue tech stack to do their job, and that they are configured to ensure BDR efficiency and productivity, especially Salesforce.com, Outreach, 6sense and other engagement platforms
• Assist BDRs and help them build skills to research accounts within our defined target market and identify key players (coach, champion, economic buyer, etc.) to generate interest through outbound campaigns. Must be fluent in a structured, multi-threaded approach to pipeline generation across various channels
• Generates and shares reports about team performance, mission-related objectives, and deadlines
• Ensure that sales accepted opportunities are sourced in accordance with company targets, and that our sales organization has enough opportunities to work with to be fully productive
• Ensure we efficiently and effectively qualify inbound demand as well develop outbound strategies per region while leveraging digital and field marketing resources for particular campaigns
• Motivate and develop BDRs to exceed goals through coaching and incentives and grow their careers. A successful candidate will be equal parts business manager and talent developer
• Plan, forecast, and understand ramp adjusted capacity to ensure the team is grown effectively, in tandem with the needs of our sales organization and the supply of inbound demand from marketing
• Implement continuous improvement initiatives to optimize team efficiency and effectiveness.  Refine and enhance the BDR process, including lead generation, qualification, and handoff to sales
• Manage BDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization
• Effectively manage paths for career advancement within the BDR functions, including moving into sales roles
• Iterate business processes for BDR methodology, campaigns, hiring profiles, training and enablement with respect to Ncontracts core values, maximizing business outcomes
• Work closely with marketing, sales, and people ops to ensure BDR onboarding program and ongoing training is up to date on our current product offering
• Focus on the quality of opportunities without sacrificing quantity. The four core metrics this role should care about are the impact on the sales cycle, close rates, pipeline contribution and average deal size

Benefits

• A fun, fast-paced work environment
• Responsible PTO Plan that meets or exceeds state and local medical and family leave laws
• 11 paid holidays
• Community and social events to keep you connected and engaged
• Mental Health Benefits
• Medical, Dental and Vision insurance
• Company-paid Group Life Insurance, Short- and Long-Term Disability
• Flexible Spending Account & Health Savings Account
• Aflac Benefits – Critical Illness, Cancer Protection, & Hospital Choice
• Pet Insurance
• 401 (k) with company match with eligibility on Day 1 of employment
• 2 Paid Volunteer Time Off Days