Director of Business Development

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JOB SUMMARY:

We’re looking for an incredible leader to help us scale our Business Development into a world-class team.  We’re growing quickly and this is a new role for our team. The Business Development leader will build out our BD group to drive a high volume of inbound and outbound qualified leads that our Sales teams and Partners can convert to happy customers.  The leader will need to put together the right mix of internal team members, outsourced resources and cutting-edge technology to create a world class team. We’re looking for a leader who has strong business and systems chops, loves to teach and can make the people around them better.  They also need to have been in the trenches themselves so they know how to teach it.

SPECIFIC DUTIES and RESPONSIBILITIES:

  • Drive the combination of systems and technology needed for the team to convert a high volume of inbound and outbound engagements into leads that our sales teams and partners can convert into sales.

  • Manage the team to a clear set of business and activity metrics including lead, activity and engagement goals on an ongoing basis and work with operations to set up the reporting systems and rhythm to ensure they are met.

  • Collaborate with marketing and sales leadership to leverage analytics and refine how we define lead criteria, scoring and routing.  Work with this team to actively solicit feedback on how to improve our conversion rates.

  • Coach the team on best practices for account research, lead engagement strategies, discovery calls, sales pitches and demos to achieve lead generation goals. Be able to teach team members how to best understand customer needs and how our value proposition can help prospect grow their business quickly and cost-effectively.

  • Advise on key areas like compensation plans, territory management and key account lists as part of the leadership team.

  • Work with operations to create effective onboarding plans for new team members, along with ongoing enablement and training that keeps the team expert on market and competitive trends, customer needs and our product portfolio.

  • Recommend and leverage sales and marketing technology that augments and scales the business development team’s abilities

  • Work with marketing and sales leadership teams to develop agreed upon SLAs for lead follow up and hand-offs

 

SKILLS and EXPERIENCE:

  • 10+ years in business development or inside sales experience selling technology products to businesses (ideally software or SaaS solutions, although hardware experience will be considered)

  • Management experience - a minimum of 3 years of management experience managing teams of FIVE or more.  (Please DO NOT APPLY IF you have no prior management experience)

  • Strong business strategy and analytical skills.  You should be comfortable explaining what metrics are needed, why and how you would get the data to support them.

  • Extremely tech-savvy with exceptional business acumen and the ability to analyze customer needs and compelling present how our company’s solutions can help

  • Experience developing and optimizing sales processes to drive consistently exceptional results and allow for scalability

  • Hands-on experience with a modern CRM system, preferably Salesforce.com, is required

  • Hands-on experience with lead information providers like Discover.org, ZoomInfo and contact management platforms like gong.io and outreach.io is preferred

  • Top-notch oral and written communication abilities are required

  • Bachelor’s Degree in Business, Marketing or a related field from an Accredited College or University is required


LOCATION

Headquarters in Hopkinton, MA.  Remote work and relocation are not applicable to this role.


About PrismHR

PrismHR builds HR software that empowers human resource service providers to deliver world-class HR, benefits, and payroll. PrismHR software is used by more than 300 HR outsourcing providers, delivering HR services to more than 88,000 small and medium-sized businesses (SMBs). That means that more than 2.2 million individuals who work for those companies get paid via PrismHR technology.


PrismHR is an EO/AA/VEV/Disabled Employer
Diversity Candidates are encouraged to apply

Location: Marketing in Hopkinton, MA
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