Principal in Strategic Business Development for SBA Communications focused on securing real estate for wireless infrastructure. Involves relationship management with property owners and strategic sales efforts.
About the role
- Business Development Manager at CaptivateIQ leading outbound pipeline generation strategy. Overseeing BDR team's performance while fostering sales and marketing collaboration.
Responsibilities
- You’ll lead a team that arguably has one of the toughest jobs in the building - The Business Development team is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity. The primary focus of this team is to consistently and efficiently meet a monthly quota of booking “Sales Qualified Opportunities” for our Sales team.
- Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
- Mentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of active coaching: role-plays, live call training, and more
- Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
- Build strong relationships with leadership across departments and define paths to optimize your team’s performance
- Take an ownership stake in hiring and onboarding of additional BDRs
- Experiment with different outreach methods and mixes to build scalable, predictable playbooks that result in qualified meetings
- Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives - be a true owner of your business unit
- Analyze Outreach cadences and Salesforce reports with an eye toward continual improvement and up-to-date messaging, by buyer persona and by industry
- Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work to be fully productive
Requirements
- 3+ years of experience in B2B SaaS sales development, with 2 years in a management role.
- Proven record of building, scaling, and leading S/BDR teams that deliver qualified pipeline.
- Strong understanding of outbound strategy, lead qualification, and buyer engagement within a SaaS sales motion.
- Data-driven mindset with the ability to analyze metrics and optimize team output.
- Excellent communication and coaching skills with a bias toward action and measurable results.
Benefits
- (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents
- Flexible vacation days and quarterly mental health days so you can recharge
- Enjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal)
- Annual stipends for professional development and caretaking
- (US-ONLY) 401k plan to participate in and save towards the future
- Newest Apple products to help you do your best work
- Employee Resource Groups (ERGs) to support and celebrate the shared identities and life experiences of communities within CaptivateIQ. ERGs directly support our company-wide DEI goals as a space for developing and retaining diverse talent
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