Business Development Manager

SafetyChain Software is looking for a driven, successful Business Development Manager who will lead a team of highly motivated Business Development Representatives (BDRs).  You will report directly to the Chief Marketing Officer and your team will be the first point of contact with potential customers. They will qualify active buying interest and be a critical part of the bridge between marketing and sales to ensure new customer acquisition is consistent, high quality and frictionless. As leader of the BDR team, you will build out the team, measure BDR performance, monitor & coach daily activity such as calls & emails, implement optimizations, and work across both sales and marketing organizations to develop and hand-off high-quality opportunities. This is a high-impact role that is critical to SafetyChain as we expand our go-to-market engine and rapidly grow top-line bookings.

Who we are:

Headquartered in Novato, CA, SafetyChain is a fast-growing B2B SaaS software company. Our industry leading Plant Management Platform helps manufacturers improve yield, maximize productivity, and ensure compliance throughout their operations.  Our solutions are used every day in thousands of facilities to help our customers make their products better and safer. Customers include many well-known brands, like Albertsons, Clif Bar, Driscoll’s, Schwan’s, See’s Candies, Tyson Foods, United Airlines, WholeFoods and White Castle. We believe our culture of “Help and Hustle” makes for a great place to work and we foster a dynamic, positive environment that empowers our team to spend every ounce of energy towards solving our customers’ problems… and supporting each other. Our culture is real, tangible and immensely rewarding.

Key Responsibilities

• Set the vision, strategy, and priorities for the SafetyChain Business Development team

• Lead the BDR team to develop and qualify lead opportunities, resulting in high quality lead generation and conversion. Develop BDRs for their next role in the organization

• Drive a high-performance culture within your BDR team. Hold reps accountable for hitting daily/monthly activity and performance goals

• Utilize key performance metrics for coaching, quality assurance, and performance management. Provide weekly one-one-one coaching and mentorship sessions including call reviews.

• Assist in identifying lead sources, constructing prospect lists, shadowing and scoring calls, working through prospect objections and performing other activities that will grow new business pipeline

• Ensure BDRs leverage phone time, including pre-call planning, adhering to time zones, metrics, and customizing scripts to target personas and market segments. Identify and implement process improvements to drive efficiency and productivity

• Provide detailed analysis and reporting on team’s performance as well as accurate forecasts based on individual LDR performance and historical trends using Hubspot

• Lead headcount planning efforts to attract and recruit top tier talent

• As part of the Sales Leadership team; regularly contribute to sales strategy and planning activities

• Partner with Sales and Marketing to implement programs to supercharge SafetyChain's customer acquisition.

• Work closely with the Operations team to refine and innovate the tooling and process

• Create an exciting, ambitious and fun sales culture within a fast-paced environment

Requirements 

• Proven track record of success in B2B business development, sales, or related roles, preferably within the software-as-a-service (SaaS) industry

• Proven track record in B2B/Saas sales into mid-market and Enterprise companies (preferably Manufacturing)

• 3+ years of experience in people management (incl. hiring, developing and retaining talent)

• Experience with data analysis and making data-driven leadership decisions

• Proficiency with CRM applications and tools (Hubspot, Linkedin Sales Navigator, ZoomInfo, etc.)

• Passionate about coaching and developing people

• Excellent writing, communication and presentation skills

• Awesome ability to recognize patterns in sales cycles

Nice to Haves:

• Sales Methodology Training (e.g. MEDDPICC, Force Management)
• Experience with MES and/or QMS systems, ideally with an understanding of OEE, Statistical Process Control and Quality Management
• Strong knowledge of the Process Manufacturing Industries (F&B, CPG, etc.)
• Experience working with Conversational intelligence tools Outreach (e.g. Salesloft, Gong, Chorus)
• Ability to work through teams and independently, at multiple organizational levels.
• Ability to multi-task, prioritize and manage multiple concurrent projects.
• Creative, consultative, and a strong communicator.
• Eagerness to learn new skills, grow professionally, and take on new challenges.

Our Culture & Values

• We foster a culture around values of Help & Hustle. Help - supporting customers, teammates and ourselves so we can do our best work. Hustle - working smart, hard and being accountable for our outcomes

• We are a Team. Employees, customers, and partners working together.

• We are Customer-Focused. Customers are the heart of everything we do.

• We are Driven. Seeking exceptional outcomes.

• We Own our Success. Every employee has a stake in our company.

• We do the right thing and have fun in the process.

Things that make the job awesome

• Competitive compensation plan
• Stock options
• Work from Home Flexibility
• 401K w/match
• Health benefits
• Unlimited PTO
• Flex Schedule
• Fast growing technology company with big opportunity
• Autonomous, outcome-driven work environment
• Great team and Culture