Director of Business Development

We are seeking an experienced Director of Business Development to lead and inspire our team of Business Development Representatives (BDR), reporting to the Chief Marketing Officer. As the Director of Business Development, you will play a crucial role in driving the growth of our company by overseeing the business development process, managing the BDR team, and ensuring consistent achievement of marketing and sales targets. Your leadership and strategic guidance will be essential in expanding our customer base and overall market presence. The ideal candidate will bring in-depth knowledge and experience in Salesforce and B2B SaaS sales. 

This role will report into the Chief Marketing Officer and manage a team of 14, with expected growth.

Who You Are

• You are hungry for the opportunity to apply your experience, knowledge, and passion to help our organization continue to scale.
• You are a natural leader who provides clear direction while motivating your team to achieve your goals.
• You are quick to adapt to changing circumstances, markets, and situations; pivoting strategy and approach to remain effective in dynamic environments.
• You are passionate about innovation and creativity, fostering an environment where new ideas are welcomed and explored.

What you’ll be doing

• Provide strong leadership, mentorship and guidance to a team of Business Development Representatives (BDR)
• Foster a collaborative and high-performance culture, encouraging teamwork and professional growth among team members
• Hire, train and ramp BDR team members in partnership with Sales Enablement team
• Develop strategic plan for the team collaborating with leadership to define sales strategies, set team goals, and align BDR activities with overall business objectives and provide a strong POV on the role of this team to the company
• Prioritize focus areas for the team based on where you see success and business needs
• Continuously review and refine the BDR process to ensure efficiency, effectiveness, and alignment with best practices
• Forecast capacity and plan for volume and quality of activities, utilizing automation and AI to expand bandwidth
• Monitor key performance indicators such as campaign performance, meeting and opportunity conversion rate and velocity
• Conduct regular one-on-one meetings, performance reviews, and provide constructive feedback to drive individual and team success
• Develop and implement strategies to address performance gaps and improve BDR performance
• Analyze market trends and competitor activities to identify new opportunities for growth
• Lead by example and actively participate in business development activities, including prospecting, lead generation and outreach
• Maintain deep understanding of the Calabrio platform, solutions and value proposition to effectively communicate with potential customers
• Collaborate closely with marketing, specifically the head of revenue marketing and demand generation, as well as campaign managers, sales leaders, and other departments to ensure alignment of messaging, lead generation efforts and overall sales strategies
• 10% travel required

Requirements

• 5+ years sales experience in B2B SaaS
• 3+ years in a sales development leadership role, demonstrating strong coaching and mentoring skills
• Global experience required, managing [and growing] a sizable team in markets outside the US
• Demonstrated ability to consistently meet and exceed team sales targets
• Excellent communication, negotiation, and interpersonal skills
• Analytical mindset with the ability to analyze sales data, identify trends, and make data-driven decisions
• Proven follow-up and time management skills, with ability to manage multiple priorities simultaneously
• Excellent presentation, verbal and written skills
• Experience with Salesforce, Outreach, 6Sense, D&B, LinkedIn SalesNav and other sales tools preferred

Performance Indicators

• Activity attainment
• Meetings/Connects
• Sales Accepted Opportunity Attainment
• Pipeline Creation
• Closed Won bookings
• Velocity

Benefits

Calabrio People are: Open, Clear, Ambitious, Accountable, Collaborative, Consistent

What we value most…workplace diversity and ensuring an environment of mutual respect.  We believe that diversity and inclusion are critical to our success, and we are proud to be an equal opportunity employer. Our commitment is to continue to keep our people healthy, focused, and creative.  We've built a company culture where you’ll feel motivated and truly excited t