VP of Business Development Sales

Washington, DC
Sep 21, 2020
Sep 26, 2020
Full Time
Consistently named one of the top DC start-ups to watch since 2016, Company builds software that helps public affairs professionals work smarter and move faster. Our philosophy is people-first, whether we're supporting team members in their careers or prioritizing our clients with a best-in-class customer success program. Company's clients use our tools to bring a modern approach to advocacy work in Congress, all 50 state legislatures, major US cities, the European Union, and more than a dozen countries. As the Vice President of Business Development , you will serve on Company s Executive Team and be responsible for the company s outbound prospecting and sales functions. This role includes responsibility for new logo sales activities (eg, Account Executive onboarding processes) and outcomes (eg, financial performance) for the United States and European Union. This role does not include responsibility for marketing or renewals sales activities for any geographic locations. About You You take pride in hiring, managing, coaching, and retaining top-notch, diverse sales managers, account executives, and business development representatives You have experience overseeing sales teams with more than 40 full-time team members where the average sales representative s tenure with the organization is less than 2 years You have experience leading a sales team that sells a B2B SaaS product with a $10,000 - $100,000 ARR average sales price through a complex sales cycle You have experience in sales leadership (VP level or higher) at a company that brings in $20 to $100 million ARR You can articulate how you will establish credibility and earn trust with existing sales team members prior to making substantial structural changes on a short timeline You might have overseen a Sales Training Program or worked in close collaboration with a Sales Enablement Manager to build and implement Sales Training Programs You intentionally cultivate inclusive team environments where you regularly express concern for team members success and well-being You can provide references that demonstrate that you are adept at change management You are able to articulate three (3) to five (5) criteria that you consider when selecting and promoting and/or terminating account executives and business development representatives You are an especially strong candidate if you have an interest or aptitude in either the government affairs or public affairs markets What You'll Do First Week: You'll learn the ins and outs of the current Company sales process, gain exposure to our products, and get to know 40+ Company Business Development team members First Month: You will step into the unofficial role of Chief Alignment Officer to design and coordinate sales strategy across multiple sales functions that are being consolidated into a single reporting structure. You will evaluate the talent pipeline and apply a combination of continuous training and performance management programs to help at least 70% of account executives and business development representatives achieve 80% of their individual quotas. First Six Months: You will improve standard sales processes and metrics, including account prioritization, lead to opportunity conversion, pricing negotiations, and more. You will attend a wide variety of potential client engagements and work with Business Development management to oversee routine sales activities, including outbound call cadences, call scripts, sales demonstrations, territory management, and sales pipeline reviews. First Year: You will be responsible for laying the foundation for a high-performance department as defined by 70% of representatives meeting at least 80% of quota on a regular basis that is able to predictably deliver >$5 Million in Annual Recurring Revenue (ARR) from new logo sales. You will act as a model for setting high-level strategic direction and executing with precision. About the Business Development Team We are responsible for ensuring that ideal potential clients choose Company as their public affairs software provider We conduct phone outreach to potential clients to make them aware of Company as a potential solution to their public affairs pain points We build relationships with potential clients to serve as a trusted advisor to ensure that our software is genuinely making their team work smarter and move faster to most effectively achieve their organization s goals We provide in-person and online product demonstrations using a consultative sales model We are a close-knit team of innovative, hardworking, and optimistic people who value collaboration and productive discourse We work hard to deliberately develop our team member s careers. We are voracious learners and will be your mentors, confidantes, and supporters We are dedicated to building and growing a remarkable company. Working at Company is unique and fulfilling because each team member s work directly impacts the company s success