Enterprise Sales Professional Sydney
1 day ago
About this Role
This Strategic Business Development Manager role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business. As a consultative, strategic advisor, the ideal candidate will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (60%) while ensuring customer retention and expansion (40%).
The successful candidate will have:
- 8+ years of sales experience with a focus on either new or expansion driven revenue targets.
- Proven experience in the SaaS space, particularly within HR Tech or related fields.
- Strong ability to identify and self-source both new and expansion opportunities, employing innovative strategies.
Key Responsibilities:
New Business Acquisition (60%)- Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person).
- Create specific points of view (POV's) on identified 'lighthouse accounts'
- Run tailored product demonstrations for People Leaders, establishing credibility and highlighting competitive differentiators.
- Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close.
- Develop and present compelling business cases for prospects to adopt Culture Amp's platform, leveraging insights and ROI calculations.
- Collaborate with internal stakeholders to remove barriers and streamline deal closure.
- Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas.
- Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans.
- Create tailored Account Plans that help serve as a north star for GTM functions.
- Conduct regular strategic reviews, leveraging data-driven insights to uncover expansion opportunities and optimize customer engagement with the platform.
- Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets across a rolling 6 month period.
- Establish multi-threaded relationships with key stakeholders, fostering deeper connections to ensure long-term loyalty.
You will also be responsible for:
- BUILDING AND NAVIGATING RELATIONSHIPS WITHIN ENTERPRISE ENVIRONMENTS
- COORDINATING CROSS-FUNCTIONAL TEAMS THROUGH COMPLEX SALES CYCLES
- ASSESSING BUSINESS OPPORTUNITIES AND UNDERSTANDING DIVERSE BUYER PERSONAS
- ORCHESTRATING THE CLOSURE OF BUSINESS DEALS WITH A CLEAR UNDERSTANDING OF CUSTOMER NEEDS
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