The Elevator Pitch
Evolv is looking for a motivated Business Development Analyst to play a pivotal role in supporting our Business Development (BD) and Marketing organization. In this role, you will leverage in-depth market research, build audience lists, analyze market trends & performance data, and create actionable insights through Salesforce reporting. This role is crucial in driving our go-to-market (GTM) strategy, particularly in the K12, Healthcare, and Workplace segments, and ensuring the effectiveness of our business development and marketing efforts.
Success in the Role: What are performance outcomes over the first 12 months you will work toward completing?
In the first 30 days, you will:
- Learn about Evolv’s mission, and how this role supports our corporate objectives
- Get set up for success by diving into sales research tools (LinkedIn, SalesIntel, Sales Engagement, Salesforce, Zoom info)
- Work closely with Business Development Representatives (BDRs) to build out a territory prioritization plan
- Learn about market landscape & threat climate in your territory, specifically in the K12, healthcare, and workplaces segments.
- Familiarize yourself with security grant and funding landscape, specifically in K12, healthcare, and workplaces
Within 3 months, you will:
- Be an expert in leveraging sales research tools to identify sales qualified leads in our target markets
- Partner with the marketing org to identify leads in our 2024 go to market focus accounts
- Develop communication cadence that supports regional priorities across 5 geographic regions (“pods”).
- Support data integrity projects for the business dev group
- Become a trusted partner of the BDR and managers
- Attend trade shows to engage with prospects, customers, internal team in a live setting and promote Evolv’s value proposition
- Develop and report on set of KPIs that deliver meaningful insights about the volume and progression of leads, and our team’s ability to convert those leads into qualified sales opportunities
By the end of the first year, you will:
- Have developed salesforce reporting & dashboard expertise to measure top of the funnel pipeline health, lead conversion metrics, and targeted outreach results
- Be perceived by the team as a reliable and impactful sales research leader for the sales dev org
- Partner with the Senior Director, Business Development, to publish quarterly results on pipeline growth, trend analysis, and insights to the NA sales org
- Involve yourself with (and learn from) industry associations that are dedicated to security in our key verticals (healthcare, k12, workplace)
- Partner with sales leadership within each geographic region to develop targeted outreach campaigns
- Have developed a deep, operational understanding of various state, local, and federal funding programs that are relevant to the adoption of Evolv Express.
- Be utilized as a resource for industry news, events, developments within the sales territory
The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?
Market Research:
- Evaluate trends in our core [K12, Healthcare, and Workplace] markets, measure opportunities for growth markets, and support target account planning
- Explore prospective segments to identify new opportunities for business growth.
- Conduct research on funding opportunities, including K12 grants and other relevant funding sources to drive BD outreach programs
- Evaluate the early interest / adoption of Evolv’s new product launches
- Sales Intelligence / prospecting Tools: SalesIntel, LinkedIn Sales Navigator, 6Sense, and UserGems, tableau
Audience and Prospect List Building:
- Support BD outreach campaigns with identification of target markets, accounts, titles
- Work with Marketing Operations to build and maintain audience lists, ensuring they include accurate and up-to-date contact information, using Salesforce & Sales Engagement Tools
Business Intelligence & Reporting:
- Develop and deliver business intelligence insights for BD and Marketing teams.
- Report on BD progress against goals to GTM leadership, providing actionable insights.
- Track and report on the performance of BD campaigns.
- Create and maintain operating and performance-related dashboards for BD to facilitate data-driven decision-making and eliminate friction in the prospecting motion
- Research and analyze the attributes of converted leads to understand titles, backgrounds, and reasons for conversion.
- Analyze key performance indicators (KPIs) to understand what drives meetings and provide insights on generating more meetings
Data Integrity:
- Ensure the integrity of data within the team and drive continuous improvements in data policy and tracking.
- Work cross functionally with Evolv Revenue Operations, Sales Operations and Growth teams to ensure data quality is up to standards.
What is the leadership like for this role? What is the structure and culture of the team?
- You will be joining the Business Development team with a BDR team of 10!
- This role reports to the Senior Director of Business Development.
- The team culture is one based on building trust, collaboration, on-going development through kindness, authenticity, courage, drive and fun!
Where is the role located?
- The ideal candidate for this role will be based near our headquarters in Waltham, Massachusetts with the ability to work from home, or with our teams in person, as needed.
What is the salary range?
- The base salary range for this full-time position is $55,000 – $65,000, + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
- Please note that the compensation details listed in role posting reflect the base salary only, and do not include bonus, equity, or benefits.
Benefits
At Evolv, we’re on a mission to help make public spaces safer through innovative security technology. Rooted in our values of authenticity, kindness, courage, drive, and fun, we offer the opportunity to make a real impact. Our team thrives in a supportive, honest environment where creativity and collaboration are celebrated, and where we challenge the status quo to keep improving.
When you join Evolv, you’ll not only work with cutting-edge technology but also enjoy competitive benefits that support your well-being, and personal growth.
Our Benefits Include:
- Equity as part of your total compensation package
- A flexible work environment
- Medical, dental, and vision insurance
- Flexible Spending Accounts (FSA)
- A 401(k) plan (and 2% company match)
- Unlimited vacation policy
- $300 per quarter for perks and benefits that matter most to you
- Tuition reimbursement to support your ongoing learning and development
- Subscription to Calm
- Subscription to Orange Theory
Evolv Technology (“Evolv”) is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. We welcome and encourage diversity in the workplace, and all employment decisions are made without regard to race, color, religion, national, social or ethnic origin, sex (including pregnancy), age, disability, HIV Status, sexual orientation, gender identity and/or expression, veteran status, or any other status protected by law in the locations where we operate. Evolv will not tolerate discrimination or harassment based on any of these characteristics.
Evolv is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. If you need a reasonable accommodation as part of the job application process, please connect with us at [email protected].
