Director of Business Development Representatives (SaaS / Healthcare IT)

Business Development Director Location :

• Phoenix, AZ (On-Site - 5 days / week) Department : Sales Reports to : Chief Revenue Officer The Business Development Director runs the top of Raintree’s sales funnel by successfully converting marketing generated leads and identifying / generating new sales opportunities via strategic outbound activities.
• The Director expertly motivates and manages a high performing team of Business Development Representatives (BDRs), helps improve overall sales processes, drives efficiencies, and quantifies and constantly recalibrates investments and efforts.  Duties and Responsibilities Lead, hire, train, mentor, and motivate a high caliber team of BDRs, establishing clear expectations / goals, and ensuring the overall productivity of the team.
• Generate, qualify, and convert new prospect leads through the management of the Business Development team.
• Constantly assess the processes and productivity of the team and make recommendations to improve, streamline, and enhance Raintree’s overall lead generation and qualification processes, as well as the hand off process between the BDRs and Sales.
• Partner with Marketing to align on campaign messaging, tactics and definitions of success.
• Research and identify sales opportunities in specific target markets by competitor, geography, role, and size.
• Lead processes with the BDR team to regularly meet (daily / weekly) with Sales Account Executives on all opportunities (new and existing), messaging, and tactics to ensure transparency and total alignment.
• Complete BDR reviews of the team on a quarterly basis and ensures all team members are meeting / exceeding clearly defined productivity expectations.
• Work in conjunction with the CMO and CRO to establish a BDR career growth plan based on milestones of productivity with shared accountability for the ability to move into other areas of the company when meeting / exceeding expectations.
• Oversee and lead Salesforce data inputs from the BDR team, ensuring every opportunity follows the proper procedures and adheres to the established SLAs.
• Personally oversee every lead that enters the funnel in real time to ensure nothing is dropped.
• Prepare and present regular forecast reviews and performance reports to Revenue Leadership.
• Establish protocols and processes for providing frontline feedback to Product Marketing, Product, and Sales on a regular basis.   Position Proficiencies and Requirements Bachelor's degree or relevant work experience in a similar role.
• Proven player / coach background with at least 3 years experience in developing and leading business development teams, preferably within SaaS or Healthcare IT industries.
• Expert ability to interview / identify new talent and train / mentor / coach team members into high-performing employees and a “career-defining” environment.
• Strong working knowledge of Salesforce, Hubspot, Outreach, LinkedIn Sales Navigator and / or other sales outreach systems is preferred.
• Knowledge of EMR and other healthcare clinical applications and / or RCM experience is a plus.

Experience in applying lead qualification and discovery methodologies such as BANT and MEDDPICC a plus.