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
- Director of Business Development leading sales development initiatives for North America at Genesys. Fostering collaboration, growth, and innovation in a B2B SaaS environment.
Responsibilities
- Develop and execute a comprehensive strategy and process for driving opportunity creation, ensuring alignment with organizational goals and sales targets.
- Be able to analyze results from marketing campaigns and deliver impactful feedback to marketing & sales leadership on lead quality, volume, and demo quality to build a pipeline to achieve and exceed revenue goals.
- Create and deliver accurate analysis of individual/team results and maintain reporting to accurately track and manage Business Development Rep metrics
- Evaluate trends to identify areas for improvement and surface best practices
- Drive the recruitment and onboarding of new Business Development reps in line with the future organizational strategy.
- Partner with Sales and Enablement leadership to develop a career progression plan for all new team members, coaching them to succeed in this role and future roles.
- Utilize key data points to drive the performance of the segment, consistently assessing metrics to optimize strategies and tactics.
- Leverage performance insights to adjust processes and enhance results.
- Partner with Demand Gen to refine BDR messaging, ensuring value-driven outreach that resonates with target personas.
- Leverage AI-driven insights and intent data from tools such as 6sense and UserGems, combined with dynamic target account methodologies, to optimize lead targeting and engagement strategies.
- Continuously enhance BDR processes to improve efficiency, scalability, and alignment with Sales and Marketing, ensuring seamless opportunity progression through the sales funnel.
- Champion a culture of learning and innovation, fostering continuous improvement through peer coaching, best practice sharing, and professional development programs.
- Implement career progression frameworks to develop BDRs into future Account Executives, Sales Leaders, or other GTM roles.
Requirements
- Bachelor's degree or equivalent experience
- 6+ years of experience in sales development, with at least 3 years leading leaders within a B2B SaaS environment.
- Demonstrated experience in leading and mentoring high-performing BDR/sales teams in high-growth organizations and influencing change at an organizational level.
- Exceptional leadership, coaching, and communication skills—able to inspire teams, align cross-functional stakeholders, and drive execution.
- Strong analytical mindset, with expertise in translating performance data into actionable sales development improvements.
- Deep understanding of technologies including Salesforce and SalesLoft, ABM platforms like 6sense, AI-driven sales engagement tools, and data enrichment/analytics platforms.
- Excellent presentation and listening skills, with the ability to engage effectively with executive stakeholders.
Benefits
- Medical, Dental, and Vision Insurance.
- Telehealth coverage
- Flexible work schedules and work from home opportunities
- Development and career growth opportunities
- Open Time Off in addition to 10 paid holidays
- 401(k) matching program
- Adoption Assistance
- Fertility treatments
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