Title: Business Development Lead, SMBAbout this JobAs 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
