The AVP of Business Development is a pivotal leadership role responsible for driving revenue growth, developing new business opportunities, and managing a high-performing inside sales/sales development team. In this role you will lead the strategic development of sales pipelines through advanced prospecting techniques, leveraging data-driven insights, AI-powered automation, and a results-oriented mindset. This role will develop and execute the overall sales development strategy, integrating cutting-edge technologies and tools to optimize lead generation, qualification, and handoff processes. The successful candidate will be a strategic thinker with a strong operational background, adept at managing teams, and driving scalable growth in a SaaS or B2B technology environment.
Key Responsibilities: Lead Business Development & Inside Sales: Oversee and manage the Business Development/Inside Sales/Sales Development teams, ensuring they meet sales targets, pipeline goals, and KPIs. Strategic Planning: Develop and implement strategies for acquiring new business opportunities and expanding the company’s customer base. Design and implement a comprehensive sales development strategy aimed at maximizing outbound prospecting, lead generation, and nurturing activities to ensure sustainable pipeline growth. Sales Pipeline Management: Drive lead generation and pipeline creation efforts to support the sales team and ensure continuous growth. Team Leadership: Coach, mentor, and lead the business development and inside sales teams to meet individual and team goals. Performance Metrics & Reporting: Develop and track KPIs for the team, providing data-driven insights into pipeline growth, lead qualification rates, response times, and SQL conversion rates. Present findings and strategic recommendations to senior leadership. Market Research & Analysis: Conduct competitive and market research to identify new business opportunities and enhance the company’s value proposition. Forecasting & Reporting: Prepare regular reports and forecasts for senior management on sales, pipeline development, and team performance. Data-Driven Prospecting: Use data analysis and market research to inform prospecting efforts, target the right markets, and build lead profiles based on key industry insights and predictive analytics. Develop & Execute Prospecting Strategy: Leverage multichannel outreach approaches (phone, email, social media) to create a high-impact prospecting engine that aligns with sales and marketing objectives. AI-Driven Strategy: Innovate the sales development process by implementing Generative AI for personalized email drafting, intelligent chatbots for initial engagement, automated response handling, and enhanced lead scoring. Lead Prospecting Tools Integration: Develop a strategy to integrate and optimize tools such as:CRM (Salesforce, HubSpot) for pipeline management.
Prospecting Tools (LinkedIn Sales Navigator, ZoomInfo) for identifying and enriching leads.
AI & Automation (ChatGPT, Regie.ai, Seamless.ai) to enhance personalization, scale outreach efforts, and streamline prospect engagement.
Outbound Sales Tools (Outreach, Salesloft, Apollo.io) for automating and tracking multichannel outreach. Strategic Collaboration: Collaborate closely with the marketing and product teams to align prospecting strategies with marketing campaigns, messaging, and overall go-to-market plans. Sales Enablement Strategy: Implement training and resource development for the sales development team, ensuring they are equipped with the latest tools, messaging, and strategies to succeed. Process Optimization & Automation: Continuously assess and improve prospecting workflows, implementing automation wherever possible to increase team efficiency and reduce manual tasks. Market Expansion Strategy: Identify new market opportunities, segments, and verticals, and develop targeted prospecting strategies to capture untapped markets and drive growth. Competitive Strategy: Monitor and analyze competitor tactics, adjusting the team’s prospecting efforts to maintain a competitive edge in the market.