The Role
The Director of Business Development leads a team of US and UK-based Business Development Representatives (BDRs) and managers. This role requires a metrics-driven leader and coach, with experience in building B2B SaaS inside sales teams, implementing best practices, and driving performance with high expectations for execution and results.
Knowledge, Skills, and Abilities
Primary Responsibilities
- Lead and manage a team of 13-15 Business Development Representatives (BDRs) and 2 managers in the US and UK
- Generate high volume of new leads for primarily >$1B global companies, hitting targets to build pipeline for 12-18 month sales cycles
- Strong implementation, adherence to, and optimization of best practices including but not limited to: list building and segmentation, hitting targets, forecasting call and lead volume needed hit goals, motivating team to hit call, activity and appointment goals, monitoring lead quality and conversion to pipeline and revenue, building optimal messaging/scripts/emails and sequences, defining and maintaining clear dashboards and reporting
- Achieve weekly, monthly, and quarterly bookings targets, pipeline development targets, and other KPIs
- Work strategically and collaboratively with sales teams to quickly address problem areas to ensure quotas are met
- Manage BDR team hiring, onboarding, structure, process, performance management, and rewards
- Monitor and report team and individual performance, fostering a high-performing and positive team environment
Team Building and Management
- Establish and implement strong structures and processes based on experience and best practices for efficient and effective BDR operations
- Manage global team members, including UK-based team
- Build and manage BDR compensation plans that balance volume, quality, and conversion
- Evaluate, optimize, and standardize end-to-end BDR operations to ensure maximum effectiveness across training/onboarding, target lists, scripts/messaging, campaign strategy, activity types and volume, metrics captured and reported, outreach strategies, tool use, and more
Drive Results
- Accountable for pipeline generation with weekly, monthly, and quarterly targets, monitoring and reporting on performance regularly – including past results and forecasting future performance
- Stay ahead of potential pipeline generation overages or shortfalls due to seasonality, team changes, compelling events, etc and put proactive measures in place and communicate status and implement timely corrective actions
- Drive inbound and outbound results, measuring and partnering with demand generation team to optimize end-to-end efforts and outputs
- Maintain data-based perspective when analyzing and addressing challenges and recognizing wins
Cross-Functional Collaboration
- Partner with sales team on territory alignment, target lists, KPIs, and attainment strategies
- Work with sales, marketing, and product marketing on key initiatives such as incorporating new messaging into call scripts, training the BDR team on new launches, etc.
Technology
- Utilize tools including to support team management, optimize outreach, and achieve goals
- Negotiate technology contracts and pricing, working with legal on owned tech stack
Qualifications
- Must work during the business hours of 8am-5pm in the Central or Eastern US time zones
- Minimum 10 years of experience as an Inside Sales Manager or Director at a B2B SaaS company
- Experience in building and leading business development teams with entry-level sellers targeting enterprise-level companies, with 12-18 month sales cycles
- Proven track record of achieving ambitious targets and quotas
- Proficiency in Salesforce, Salesforce, Salesloft, Pardot, ZoomInfo
- Proficiency in Excel, PowerPoint, and Word
- Understanding of SaaS business model
- Comfortable communicating with entry-level BDRs and presenting to SVP and Executive team
- Strong leadership, communication, and team management skills
- Committed to process creation, documentation, and optimization
- Strong data analysis skills
- Analytical and organizational skills
- Bachelor's degree in Sales, Business Administration, or a related field
- Travel at least quarterly for meetings and/or industry events
Milestones for the First Six Months
(In one month you will)
- Meet the team
- Understand current state to ensure maximum effectiveness across target lists, scripts, activity types and volume, metrics captured and reported, outreach strategies, tool use, onboarding, training, and more
- Have a plan to make any short-term changes to ensure goals are met
- Prioritize top projects
(In three months you will)
- Made progress on optimizations to ensure maximum effectiveness across target lists, scripts, activity types and volume, metrics captured and reported, outreach strategies, tool use, onboarding, training, and more
- Participate in 2025 planning including review of compensation model
(In six months you will)
- Implement and execute optimizations and standardization of team operations
Disclaimers
This position may be performed remotely anywhere within the United States, except for the states of New York, California, and Colorado, with the requirement to work during the business hours of Central or Eastern US time zone. There is a preference for candidates based in Chicago, IL or Austin, TX.
Fusion is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, age, pregnancy, military service or discharge status, genetic information, sex, sexual orientation, gender identity, or national origin. Nothing in this job posting should be construed as an offer or guarantee of employment.
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Last updated on Aug 26, 2024