Description
A fantastic opportunity exists within our Northern Europe Business Development organisation for a proven 2nd-line leader looking to further their career in a hyper-growth, fast-paced and dynamic environment.
The role is based in Dublin.
The Business Development organisation is a talent and revenue engine for Salesforce. You will take overall responsibility for inspiring, mentoring and continuously building a team of business development representatives (BDR's) and their managers who generate sales pipeline in support of our closing sales organisation (Account Executives).
You will take ownership of pipeline generation and you will monitor its progression through the sales cycle, your ability to partner at the Area Vice President level and the supporting functions, incl. Marketing, Sales Strategy, Enablement, Recruitment and Sales Programs, will define your success. You will be responsible for coaching your managers to forecast and manage their business effectively. You'll be a critical contributor to longer-term sales strategies as well as monthly deliverables, providing the definition and implementation of the plan for Sales to achieve key objectives.
Role Requirements
The sales development business operates using four key pillars which contribute to our success, these are talent, Culture, Operational Excellence and alignment, your role across these pillars is as follows:
* Management/leadership experience either in Bus Dev or Sales in tech industry (SaaS/PaaS/AI selling)
* Experience hiring and developing teams at scale with a focus on coaching, mentoring and diversity.
* Track record of success in terms of target attainment + talent progression
* Ability to thrive in an extremely fast pace environment
* Experience successfully managing cross-functional relationships which contribute to team performance and business goals
* Demonstrable leadership capabilities that show you can operate in a fast-paced, high growth environment
* Driven to achieve results
* Experience in outbound prospecting and new business generation i.e. cold calling, social selling, video prospecting
* Outstanding communication, organisational and time management skills
* Excellent presentation and listening skills
* A trusted advisor to cross-functional stakeholders
* Strong business acumen and understanding of consultative selling
* Market knowledge and/or Nordics language (Swedish, Danish, Finish, Norwegian)
What You Will Be Doing
* Talent
* Lead a team of 3-5 managers and circa 30-40 BDRs
* Work closely with recruitment and BDR managers to ensure we're on track to meet our hiring needs.
* Forecast upcoming BDR promotions and align with future hiring managers
* Coach and develop the BDR managers who have varying degrees of people management experience.
* Monitor and manage team performance to ensure consistent delivery of monthly, quarterly and yearly targets
* Culture
* Set the tone within your organisation with specific attention to virtual, in-person and hyrbid working environments
* Promote values of trust, personal growth, diversity and innovation.
* Celebrate the success of the individual contributors and managers that are in your organisation.
* Find time to give back and ensure your team find time to switch off both individually and together
* Operational Excellence
* Drive weekly execution on key input metrics i.e. outbound prospecting activity
* Observe and act on output metrics i.e. early sales opportunity creation that converts to sales pipeline
* Forecast weekly and create sales incentives to drive results above and beyond standard performance.
* Identify and create solutions to areas of risk that could impact team performance
* As you become more tenured take part in and initiate projects that innovate and drive the business forward
* Alignment
* Champion your team across the organisation, what will your team be famous for?
* Work closely with senior sales leadership to ensure we're aligned with and delivering on business objectives
* Collaborate with Marketing and Sales programs teams on demands generation plans
* Work closely with recruitment to hit hiring targets
* Build and deliver executive presentations for internal stakeholders and external customers
The Team
High performing business development team who are delivering strong double-digit growth in new sales pipeline and revenue for salesforce, a team who, due to consistently promoting individual contributors are always hiring. You will work alongside senior leaders who have been at Salesforce for 6+ years and these leaders will be key contributors to your onboarding.
What do BDRs do in more detail?
As a Business Development Representative, you are the first person to speak with our future customers. Working in our team, you will develop a deep knowledge of your territory and our solutions, and use this to hold insightful conversations to discover if a company's needs and our offerings overlap. You will become adept at helping companies pinpoint their challenges, and then paint a picture of the wide-ranging business value that Salesforce can deliver.
In the BDR role, you'll do well if you are curious about business, organised, tenacious, and like to see the fruits of your efforts. You'll work closely with senior sales people in your territory, planning smart outreaches, and consulting prospects on how their companies can best implement our technology. Once you have reached a level of proficiency, you will have freedom in how you run your business.
We are looking for people who share our four core values - trust, customer success, innovation and equality. Why? It's important you feel you belong here. Right from the start, we want people of great character, who keep their promises and display a brilliant attitude to their teammates, prospects, and the wider Salesforce Ohana. We look for smart people, who can understand others, communicate effectively, and get things done. The icing on the cake is the energy you bring to the team and the job: Positive, helpful, enterprising. You view team success as highly as you do personal success.
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