We are looking for a seasoned business development professional experienced in managing complex sales of product service solutions involving multiple decision makers at the school district level. This candidate knows the power of consistently executing a sound strategic selling methodology to uncover high potential prospects, identify key buying influencers, and manage an action plan to achieve high close rates.
Specifically, you will be responsible for managing the sales cycle between qualified lead to close, presenting and demoing virtually or in person with school and district leaders, supporting the RFP team as applicable, leveraging your organizational abilities, using our CRM and processes to develop your pipeline, communicating cross functionally on sales and marketing strategies, ensuring a smooth transition to the Customer Success team for district success, and travel up to 25% of the time, including travel to districts and relevant events or conferences. Your success will be measured by the opportunities you close and the relationships you build and maintain.
Competencies
An ideal candidate demonstrates the following competencies:
An ability to get things done: You are results-driven, resourceful, action oriented, hands-on when necessary, and persistent. You consistently look ahead and anticipate needs before they arise.
Analytical: You have strong analytical skills and are comfortable reviewing quantitative data to inform your understanding of the market and customer needs and issues.
Creative mindset: You can quickly adapt and develop creative solutions to challenges. You deeply understand product management principles and can apply them to synthesize information and recommend a plan of action.
Emotional intelligence: You are highly self-aware and perceptive to the dynamics of key relationships. You are positive, empathetic, flexible, and curious. You naturally gain the respect of your colleagues through your authenticity, warmth, and competence.
Trustworthy: You are highly ethical, principled, and mission driven. You operate with integrity and garner the trust of others. You exemplify the values of the organization.
Expected Duties and Responsibilities
Develop and execute a comprehensive sales plan based on a clear profile of our ideal customer and our value propositions, research into procurement cycles, understanding of the competitive landscape, and research into prospect customers’ needs and goals.
Meet or exceed quarterly and yearly revenue targets.
Continually build and grow a robust sales pipeline via relentless prospecting.
Initiate and develop relationships with multiple key decision makers.
Organize and conduct sales presentations, site visits and product demonstrations both in person and via web.
Travel as needed to meet/exceed goals.
Provide forecasts regularly and accurately.
Provide visibility by collaborating and communicating with the business development team and maintaining updated CRM (HubSpot) records.
Identify and analyze market trends, customer needs, and competitive landscape to inform product development as well as sales strategies.
Develop a sales plan based on the addressable market, a clear profile of our ideal customer and our value propositions, research into procurement cycles, understanding of the competitive landscape, and research into prospect customers’ needs and goals.
Requirements and Experience
A bachelor’s degree or equivalent work experience in business development.
5+ years working in school district sales.
Ability to manage multiple simultaneous high-priority projects, including RFP management.
Able to cultivate personal relationships with potential clients to become a trusted advisor.
Demonstrated experience with territory and call cycle management, as well as strong customer service and listening skills.
Excellent team and project management skills.
Strong oral and written communication skills; ability to formulate and deliver insights around complex business problems in a thoughtful and persuasive manner.
Ability to travel up to 25% domestically.
Certification or familiarity with the Miller Heiman sales process is a plus.
Salary and Benefits
We offer a competitive annual salary. Our benefits package includes:
Medical, prescription, and behavioral health coverages.
Dental coverage.
Vision coverage.
Life and AD&D coverage.
Short-and long-term disability.
Employee assistance program.
401(k) with company match.
Up to 20 days of PTO per year.
14 paid holidays.
Accrued Sick Leave.
Paid Parental Leave.
Remote work and flexible schedules.