Senior Manager, Mid-Market Business Development

Job Overview

Come join the Mid-Market Sales team as a BDR (Business Development Representative) Strategic Leader. We are creating a best in class pre-sales organization and seek an experienced cross-functional driver of sales organization success. This role focuses on implementing new and upleveled processes and sales motions, owning E2E Sales Transformation projects, driving leads and pipeline through close partnership with Marketing and Sales, and creating an internal feedback engine that powers our ability to win with Mid-Market customers. This leader will also serve as a senior manager of frontline BDR Team Managers, who excels at leading managers.  The BDR organization will prospect and manage qualifying conversations with both current and potential customers to ensure high velocity, quality pipeline is delivered to our closing teams. As a BDR Strategic Leader, you’ll optimize the Sales experience for all stakeholders. You’ll collaborate extensively with cross-functional teams across Sales Operations, Finance, Marketing, Learning & Performance, etc. to build and execute strategies to accelerate existing customer, new customer, and ecosystem growth. 

Mid-Market Sales is a multi-channel organization focused on building customer confidence by providing expertise in every interaction. Our Leaders are expected to have great people development skills, think analytically, fire up high energy teams, and be able to balance both short and long-term outcomes – all while being an effective communicator to influence strategy.

The most critical outcomes for this role:

• Revenue growth through growing and defending Mid-Market Customers, as well as growth through new customers. You’ll achieve this by enabling BDRs to prospect and qualify leads into high quality opportunities, consistently, and with high velocity.
• Deliver on commitments: achieve assigned measures of success and quarterly stretch goals as well as Annual KPIs
• Contribute to and execute strategic and tactical plans to be delivered through your assigned BDR sales team.
• Drive higher revenue, productivity, margin performance in line with corporate objectives and Inuit’s growth plans
• Leader, teacher across your team, based on deep expertise in channel and business acumen
• Consistently look for new and innovative ways to drive faster revenue growth in more efficient ways
• Provide people leadership to attract and retain the best talent through structured development
• Emulate the Intuit culture and shape the team environment as you build our capabilities and sales excellence
• Operationalize company strategy, culture, organization and talent within your team and territory, including change management
• Communicate all aspects of your business to stakeholders including performance, progress, challenges, needs

Responsibilities

• People management for frontline BDR Team Managers
• Focus on sales pipeline growth and Intuit + 3rd party ecosystem solutions
• Deep knowledge on digital selling and ecomm ensuring tight execution and alignment between the Sales and Marketing functions
• Execute on go to market and business development initiatives tied to the marketing, demand generation, and partner business lead generation
• Develop winning strategies to drive Intuit technology, service offerings, commercial packaging, and platform strategies to close
• Demonstrate excellent E2E thinking with multi-disciplinary experience and assignments
• Attract, develop and retain top talent
• Effectively balance domain expertise and leadership skills to drive impact and results

Qualifications

• 8+ years of experience in driving cross-funtional strategic projects / solution sales / B2B Saas, with a minimum of 5 years in sales leadership / manager roles
• Bold ownership of outcomes, a bias to action, and executive presence
• Track record of developing breakthrough strategies and inspiring excellent execution through teams
• History working in unity with marketing and partner channels to accelerate customer acquisition, retention, and expansion
• Ability to streamline processes and ensure speed to benefit for customers and employees
• Ability to identify opportunities for operational improvements
• Strong sales acumen, leadership, practice management to drive upsell and cross sell per customer
• Hypothesis and data driven thinking – experience successfully leveraging data to drive decision making
• Proven success in partnering, influencing, and collaborating internally and externally to establish shared passion and goals
• Track record of boundaryless leadership in B2B software growth businesses
• Bachelor’s degree or MBA