WHO WE ARE
Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions delivered on Salesforce's leading cloud platform provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in San Jose, California with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.
THE ROLE
The Manager, Business Development will report to the Area Vice President and will be responsible for hiring, training, onboarding and coaching of Business Development Representatives (BDR’s). You are responsible for ensuring that the BDR team hits all of its daily, weekly and monthly KPIS and delivers on its goal for opportunities for the field sales team. You should be comfortable with coaching BDR’s, holding them accountable to goals while motivating them. You should thrive on mentorship, building demand and working with wider GTM teams to drive our mutual shared goal of ARR. You will need to be an expert in developing raw talent, with a keen eye to performance management and delivering at goal. The BDR team is where demand comes from and future sales talent learns to be unflinching with regards to goals. You will need a heavy focus in driving towards operational metrics, outbound effectiveness, adhering and advancing sales processes and leading and leveraging key stakeholders across marketing and field sales.
WHAT YOU WILL DO IN THIS ROLE
- Work closely with the Area Vice President to set the strategy for Business Development
- Hire, motivate, manage, coach and develop BDRs by creating a fun, high energy, performance driven culture.
- Oversee the daily activities and quota performance management of individual BDRs
- Responsible for onboarding and ramping BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays
- Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills, and enriching the library of prospecting resources for the BDR team
- Drive operational excellence and oversee usage of team systems including Salesforce, Outreach, Clearbit, Linkedin Navigator, Saleshood and other tools
- Collaborate closely with Marketing to manage inbound lead flow and track efficiency of sales efforts, while developing a robust pipeline of qualified opportunities and facilitate the handoff to sales team
- Continually improve on our lead development and management strategy as well as cold-call techniques
- Identify and make recommendations for improvement in key areas of sales process and efficiency; Partner with sales management, demand gen and other business partners to develop a successful GTM strategy
- Refine and iterate a scalable, measurable, and predictable process for managing and growing the team
- Keep up with industry trends and best practices, leverage peer network for benchmarking & delivering world-class BDR performance
WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE
- Bachelor's Degree, or equivalent combination of education and experience
- Typically 6+ years Sales and/or Business development experience; preferably with SaaS
- Typically 3+ year directly managing a Business Development, Inside Sales or B2B sales team
- Proven track record of consistently achieving monthly, quarterly and annual sales targets.
- Fluency in Prospecting tools, strategies and platforms (lead generation, email, phone, data enrichment & cleansing, BDR processes, etc.) and Understanding of highly effective prospecting strategies and tactics.
- Proven track record to represent concepts and summarize complex ideas into a program or curriculum with a sense of how BDRs think, operate and absorb training
- Strong knowledge of sales processes and technology
- Experience of working in, or selling to, finance departments, services professionals, and / or knowledge of accounting and business processes is a plus
- Experience in using Salesforce
- Ability to balance strategic initiatives with managing the day to day execution
- Ability to plan daily and weekly activities for the business development team
- Excellent interpersonal and time-management skills
- Excellent verbal and written communication skills
- Excellent presentation and facilitation skills
WHAT ELSE WOULD BE GREAT
- Proficiency in Outreach is a plus
- Experience of working in, or selling to, finance departments, services professionals, and / or knowledge of accounting and business processes is a plus
- Experience in SaaS, Cloud, ERP sales preferred
- Proficiency in Google Suite (Gmail, Google calendar, docs, sheets)
