Job Description

As a leader on the team, you will be challenged with driving Pipeline growth, leading a high-performance business development team, and developing a highly productive partner network.

Business Development Manager is a leader with tremendous drive, intelligence, and capability. She/he will be highly motivated and have the ability and desire to have an impact on the future of the business. The successful candidate will be a multi-dimensional thinker who operates not only on the basis of important past experiences but in light of new approaches and developments that occur in the market and business. She/he will be passionate about people development, Pluralsight, and partnership.

You will lead a team of 8-12 Business Development Representatives (BDRs). This Manager/Sr. Manager's team will focus on outbound prospecting, leveraging select inbound leads, and building pipeline for Account Executives in the US Commercial, Enterprise, and Government Segments.

What you- ll own:

- Responsible for and accountable to the performance of their BDR team, including the delivery of new and expand pipeline targets and quotas

- Responsible for and accountable to the recruiting, training, development, progression, mentorship, and excellence of individual BDRs on your team

- Leadership and execution of effective qualifying and prospecting techniques to identify and engage potential buyers

- Strategic and operational accountability for the front end of the marketing and sales qualification funnel

- Using integrated approaches with Marketing and Sales to leverage modern demand qualification and generation methodologies and platforms (Salesforce, Outreach, DiscoverOrg, Pluralsight Platform Data, LinkedIn, email, phone, etc.) to build and nurture relationships

- A hands-on approach of front-line management, including daily coaching and role-playing with individuals and teams of BDRs, active listening to live calls and recorded calls from recent interactions, review and coaching on emails, and other processes and motions inherent in the BDR work

- Conducting regular meetings - including a recap of the team's results and KPI- s, celebrating success and holding all accountable for daily performance

- Developing and executing an ongoing calendar of contests (SPIF) and recognition/rewards to celebrate achievements and motivate the team; maintain a competitive environment that includes various sales competitions to keep the tone and tempo of the department energized and positive

- Continuously and actively recruiting to ensure the correct human capital is in place to reach agreed-upon goals

- Managing the onboarding process for new team members and ongoing training for existing team members and preparation of BDRs to become Account Executives

- Evaluation and evolution of the current workflow/ playbook

- Supporting Account Executives, Sales Leaders, Field Marketers, Marketing Channel Managers

Experience you- ll need :

- Proven experience in leading and building top-performing Business Development teams - including the ability to recruit, train, mentor and motivate

- Ability to manage in the moment; providing immediate feedback and mentoring with the appropriate approach

- Strong work ethic - you are the first one in and the last one out every day

- Strong interpersonal and communication skillset; in addition, must have the ability to synthesize complex business challenges and create clear solutions and messages for audiences at various levels of sophistication

- Must be a team player, able to handle ambiguity, anticipate and react to changes in a rapidly evolving environment

- Consistent overachievement of quota and production delivery

- Strong track record of recruiting, training/developing and retaining high performing sales talent

- Ability to listen, think logically, strategically, and tactically to solve complex problems

- Self-motivated, demonstrating an ability to assume responsibility and work autonomously

- Successful track record of planning, maximizing and converting tradeshows and events leads to sale accepted opportunities

- Strong operational and analytical abilities

- 5-7 years of sales experience inside or field role, account development, business development, or team management; proven track record of exceeding quota and leading teams

- Deep knowledge of Salesforce.com

- High-level knowledge of other technology and tools used for this role

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