Manager, Business Development

ABOUT THE ROLE

The Manager, Business Development at Accela will lead our Business Development Representative (BDR) team to enhance prospect engagement, achieve pipeline generation goals, and maximize the creation of highly qualified sales opportunities that convert to closed revenue. This pivotal role involves developing and executing Account-Based Marketing (ABM) strategies to generate high-quality leads and sales opportunities.

SPECIFIC RESPONSIBILITIES 

• Hire, train, and manage the national BDR team to increase prospect engagement and generate new logo pipeline that ultimately converts to new Accela customers.
• Design, implement, and optimize targeted ABM campaigns to drive high-quality leads and sales opportunities.
• Partner with the Sales Enablement team to develop programs to enhance BDR discovery and qualification skills, and train and develop BDRs to execute a best-in-class prospecting model by maximizing Outreach/Highspot capabilities.
• Coach and motivate BDRs to meet and exceed goals by providing guidance on a day-to-day basis, ensuring the team meets personal and team monthly, quarterly, and annual goals.
• Collaborate with the internal Marketing team to provide feedback on MQLs and campaigns, and develop effective messaging to convert inbound interest into qualified pipeline.
• Work closely with the Field Sales teams to prioritize prospecting initiatives, create and drive regional and solution-based campaigns, and ensure highly effective follow up sequencing to maximize opportunity generation.
• Plan for hiring and onboarding new BDRs, and continuously manage and update the BDR playbook as processes and programs change.
• Establish and optimize KPIs and metrics to measure the performance of the BDR team, manage reports and dashboards, and track and drive BDR engagement and activity metrics.
• Implement, maintain and optimize standard operating procedures, develop scalable sales systems and processes and drive predictable revenue growth.
• Utilize marketing automation tools and CRM systems to track, analyze, and report on campaign performance.
• Identify opportunities for improvement and make recommendations for streamlining processes, and fuel collaboration around key insights and strategic decisions.

REQUIRED QUALIFICATIONS

• Bachelor’s Degree and 5-7 years software as a service experience
• 3+ years of experience in demand generation, with a strong focus on account-based marketing.
• Must have prior people management experience
• Strong understanding of sales processes and methodologies
• Strong organizational skills with ability to manage multiple projects
• Proven ability to establish, implement and optimization scalable processes
• Proven experience achieving and exceeding business development goals
• Experience working in an entrepreneurial, fast-changing and collaborative environment that requires strategic thinking, resourcefulness, results-oriented decision making and commitment to excellence
• Excellent analytical skills and attention to detail with experience reporting on KPIs and leading/logging indicators with ability to action based on data insights
• Proven track record of developing and executing successful ABM campaigns that drive measurable results.
• High proficiency with Salesforce.com and other sales prospecting tools like Outreach and Highspot (or similar solutions) and MS Office
• Excellent written and verbal communication skills

DESIRED QUALIFICATIONS

• Familiarity with Marketo, SFDC, DemandBase, Outreach with Kaia and DialPad.

ABOUT ACCELA

For nearly 20 years, Accela has been an industry leader in designing and delivering government software to improve efficiency, increase citizen engagement and enable the development of thriving communities. Today, citizens are savvy to how services should be delivered, and expect a consistently convenient, openly transparent view into their local government. While government agencies struggle to do more with less, our mission has never been more critical. Accela provides a robust, cloud-based platform of government software solutions that accelerate growth, efficiency, and transparency in communities of all sizes. From planning, to building, to service request management and more, Accela’s SaaS offerings level the playing field for small and medium governments and enable smaller agencies to leverage larger city technologies. Our open and flexible technology helps agencies address specific needs today, while ensuring they are well prepared for the emerging challenges of the future.

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