Experience as a quota-carrying seller with full-cycle deal closure
Proven ability to coach and develop sales representatives
Data-driven approach using metrics for decision-making
Comfortable in fast-paced, builder environments
Preferred experience in solutions or commodity procurement services sales
Strongly preferred background in commodity brokerage sales or related industry
Responsibilities
Coach and manage team performance through weekly reviews and mentorship
Analyze performance data and forecast revenue for upcoming quarters
Hire, onboard, and structure the SMB team for optimal coverage
Build a talent pipeline for future Middle Market and Enterprise roles
Develop and document systems and playbooks for scaling the SMB function
Benefits
Opportunity to build and lead a new SMB sales function
Hands-on experience in sales before transitioning to a leadership role
Support from a high-performing BDR team
Collaboration with Middle Market and Enterprise sales leaders
Focus on talent development and team growth
Full Job Description
Title: Business Development Lead, SMB About this Job
As the Business Development Lead, SMB, you will play a pivotal role in building our first dedicated SMB sales function. You will start as a hands-on seller for your first 1-2 quarters, going through onboarding and building deep product and industry knowledge. From there, you'll take on a team and develop newly promoted BDRs and external hires into high-performing AEs.
We're seeking a builder who can lead and develop people. You'll partner with our Middle Market and Enterprise sales leaders, and your reps will be supported by our high-performing BDR team. If you thrive in a fast-paced environment and enjoy building teams from the ground up, this is the role for you. Objectives of this Role
Build a management system that develops talent and drives pipeline
Grow an SMB team that consistently hits its revenue targets
Develop reps into AE-ready talent for our Middle Market and Enterprise teams
Provide executive leadership with accurate, data-driven revenue forecasts
Daily and Monthly Responsibilities
Coach and manage performance through weekly pipeline reviews, deal-level mentorship, and KPI tracking
Analyze team performance data, monitor active deals, and forecast revenue for future quarters
Hire, onboard, and structure the SMB team for the right coverage and mix of skill sets
Build a talent pipeline of future Middle Market and Enterprise reps
Build and document the systems and playbooks that let the SMB function scale
Skills & Qualifications
2+ years of sales management experience
Background as a quota-carrying seller with experience closing full-cycle deals end to end
Proven ability to coach and develop reps, not do the work for them
Data-driven approach: uses pipeline and performance metrics to diagnose problems and drive decisions
Comfortable in fast-paced, builder environments
Solutions or commodity procurement services sales experience preferred
Experience in commodity brokerage sales or a related industry strongly preferred
