Business Development Manager

TPGi; United States; Remote; USD 90,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Business Development Manager to drive new client acquisition and expand their reach in the accessibility sector. This role involves developing strategic sales plans, collaborating with marketing for lead generation, and presenting innovative solutions to prospective clients. The ideal candidate will have a strong background in B2B software sales, exceptional communication skills, and the ability to manage a large pipeline of opportunities. Join a forward-thinking team that values collaboration and creativity, and make a significant impact in enhancing accessibility for diverse clients. If you are a motivated individual with a passion for sales and technology, this opportunity is perfect for you.

Qualifications

• Experience in B2B software sales for over 2 years.
• Strong communication skills for effective sales pitches.

Responsibilities

• Develop and implement strategic sales plans for new logo acquisition.
• Collaborate with marketing for lead generation and nurturing.

Skills

Verbal Communication

Written Communication

Sales Pitching

Goal Orientation

Technical Learning

Organization Skills

Pipeline Management

Commercial Success

Education

Bachelor’s degree in Business Administration

5+ years in Sales or Business Development

Tools

Microsoft Word

Microsoft Excel

Microsoft PowerPoint

HubSpot

ZoomInfo

LinkedIn Sales Navigator

Job description

Vispero Software & Services Business Development Managers are responsible for developing and closing new to Vispero customers leveraging all of the products and services available to them including: TPGI services which include selling audits to enterprises to help identify current levels of compliance & develop plans to remediate gaps, the Accessibility Resource Center (ARC) which acts as a software tool that houses all of the information on audits conducted and work needed to meet accessibility guidelines, Vispero’s Self Service Product which allows organizations to make their self-serve hardware (ie., kiosks found in airports, fast casual restaurants, mainstream retailers) accessible to those with low/no vision and professional services to address training and user experience to adapt internal (for employees) and external (customer/market facing) digital platforms.

Scope of Work

• Identify and research potential new clients within assigned territories or markets (enterprise, education, government agency – depending upon the vertical assigned).
• Develop and implement a strategic sales plan to achieve new logo acquisition goals.
• Collaborate with marketing and the SDR on the development of leads (both inbound and outbound).
• Develop leads through multiple channels including targeted outbound calls, campaigns, referrals. Own 1:1 development and partner with marketing for scalable messages and campaigns.
• Present and demonstrate our software and services to prospective clients, highlighting key benefits and ROI including a good understanding of how to work with the different personas we sell into including: IT, HR, Accessibility and Program Managers.
• Collaborate with marketing to create tailored messaging and campaigns that resonate with target audiences for lead generation, nurturing and funnel progression.
• Lead contract negotiations and close deals in alignment with company policies.
• Maintain an accurate and up-to-date CRM database of leads, prospects, and prospect interactions.
• Provide ongoing market feedback to the product and marketing teams to inform future developments.
• Build and nurture long-term relationships with clients to encourage referrals and upsell opportunities once deal is developed and handed off to the account management (and services team, if appropriate).
• Act as a team player and collaborator with the Solutions Engineering team in the development of configurations and proposals in a timely manner.

Supervisory Responsibilities

None

Required Knowledge/Skills/Abilities

• Strong written and verbal communication including the ability to conduct effective sales pitches, ability to dialog with a prospective customer to understand needs, objections.
• Experience in a B2B Software and Professional Services organization for >2 years.
• Ability to use Microsoft Word, Excel and PowerPoint with a high level of proficiency for the purposes of prospect communication and presentation.
• Goal oriented and can work backward from a goal to establish daily, weekly, monthly activities to hit a monthly/quarterly/annual goal.
• Highly motivated, engaging and persistent.
• Ability to learn technical concepts and present strategic solutions.
• Exceptional organization skills.
• Manage and organize a large pipeline of business with a focus on analytics and understanding of progress and where effort is needed to advance business opportunities at all stages of the sales pipeline.
• Past experience working in a software and services environment including a sales development program and successful “graduation” to a quota carrier role.
• Demonstrated track record of commercial success as a quota carrier including sharing quarterly/annual goals and % obtainment, Presidents/Chairman Club designations.
• Background and experience in the accessibility space is highly desired.
• This position is remote however, travel is required for team meetings, trainings and to see prospects as needed.

Education and Experience

• Bachelor’s degree in business administration, Sales or equivalent degree or equivalent work experience.
• 5+ years’ experience in sales or business development with a software and services organization that had a defined selling methodology and pipeline management approach.
• Preference for familiarity with the field of accessibility or, experience that is vertical specific that would support Vispero’s efforts with education, government agencies or large enterprises with a deep digital presence.
• Experience with HubSpot, ZoomInfo and LinkedIn Sales Navigator preferred.

Physical Requirements

To accomplish this job successfully, an individual must be able to perform, with or without reasonable accommodation, each essential function satisfactorily. Reasonable accommodations may be made to help enable qualified individuals with disabilities to perform the essential functions.

The above statements are intended to describe the general nature and level of work being performed by the person assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, skills, and physical demands required of personnel so classified.

The Typical Salary Range of the Business Development is between $90,000-$120,000 plus commission depending on location, education and years of experience.