Hybrid Business Development Executive

at SANS Institute

• Job title: Business Development Executive
• Job type: Full Time
• Experience level: Senior, Lead
• Salary: $65,000 - $70,000 per year
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Greenwood Village, United States

About the role

• Business Development Executive generating enterprise leads while nurturing relationships at SANS Institute. Collaborating with sales and marketing teams to support effective lead generation strategies.

Responsibilities

• Generate and qualify enterprise leads through inbound follow-up and outbound prospecting efforts.
• Build and maintain relationships with prospects by nurturing warm leads and identifying new sales opportunities.
• Manage and maintain a pipeline of qualified prospects, engaging Enterprise Sales Executives for next steps.
• Follow up on inbound marketing leads and assess qualification, delivering appropriate information at each stage of the buyer journey.
• Educate and develop prospects through a consultative approach, leading to effective handoff to Enterprise and Regional Sales teams.
• Participate in customer discovery and consultative sales calls to identify business needs and recommend relevant SANS courses and certifications.
• Profile and research enterprise accounts in collaboration with Senior Sales teams to identify key stakeholders and business requirements.
• Set appointments for Regional Sales teams once leads reach qualified status.
• Drive attendance for webinars, live seminars, and trade events, and schedule meetings associated with these activities.
• Collaborate closely with Sales and Marketing teams on campaign execution and strategic sales initiatives.
• Maintain accurate and up-to-date activity, lead, pipeline, and opportunity data within Salesforce CRM.
• Conduct post-training customer outreach to identify new opportunities and support upsell efforts in partnership with Sales teams.
• Utilize sales intelligence and prospecting tools to identify and refine target accounts.
• Provide weekly reporting to management on lead activity and pipeline status.
• Perform other related duties as assigned.

Requirements

• 7+ years of enterprise and executive-level sales experience (10+ years strongly preferred).
• Proven track record of consistently exceeding sales targets with a strong commitment to client outcomes.
• High ethical standards and professionalism, with the ability to represent both personal and organizational brand effectively.
• Exceptional written, verbal, and presentation skills.
• Experience managing multiple strategic accounts and prioritizing efforts based on revenue potential.
• Strong organizational and time-management skills, with the ability to work independently in a matrixed, geographically distributed environment.
• Proactive, self-motivated approach to identifying and cultivating new business opportunities.
• Strong technical aptitude, including proficiency with Microsoft Office and Salesforce (CRM).
• Working knowledge of basic contracting principles to support negotiations and agreements.
• Collaborative team player with a positive, professional attitude.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Benefits

• Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
• Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
• Generous paid time off, including volunteer time.
• Access to professional development and SANS training opportunities.