A people-management role accountable for the performance, capability and conduct of Klipboard's Business Development team in Cary. You own the top of the North America new-business funnel: the outbound activity that creates qualified pipeline, the standard at which it is done, and the number it delivers.
This is a hands-on management role in a 100% office-based team. You coach on the floor, listen to calls, run the daily rhythm and hold people to a standard - and you carry the team's contribution to pipeline as your own target. You are also accountable for the things a manager cannot delegate: hiring well, developing people, addressing underperformance early, and retaining the team you build.
Key Responsibilities: - Lead, coach, and develop a team of Business Development Executives, driving performance, capability development, and employee retention.
- Take accountability for the delivery of qualified pipeline targets and overall business development team performance.
- Establish and manage daily and weekly operating rhythms, including activity management, pipeline reviews, one-on-one coaching sessions, and team meetings.
- Provide ongoing coaching and mentoring through call reviews, live feedback, objection-handling support, and qualification best practices.
- Oversee the recruitment, selection, onboarding, and integration of new Business Development Executives.
- Manage employee performance proactively, recognising high performance and addressing performance concerns in a timely and appropriate manner.
- Develop team capability and career progression pathways to support succession planning and future sales talent development.
- Collaborate with Sales and Marketing leadership to define target accounts, territories, and outbound sales priorities.
- Ensure high standards of outbound sales activity, including targeting, messaging, qualification processes, CRM data quality, and opportunity handover practices.
- Maintain accurate CRM records, pipeline data, activity tracking, and forecasting information to support effective decision-making and performance reporting.
- Partner with Marketing to optimise campaign follow-up activities, improve lead quality, and provide feedback to enhance demand generation efforts.
- Ensure opportunities handed over to Sales are appropriately qualified, accurately documented, and aligned with agreed qualification standards.
- Monitor pipeline performance and forecast attainment, identifying risks early and implementing corrective actions where necessary.
- Ensure all outbound activities comply with data protection requirements, marketing consent regulations, and company standards.
- Promote a professional, customer-focused approach to prospect engagement, ensuring positive first impressions and high-quality interactions.
- Foster strong collaboration with Sales, Marketing, Talent Acquisition, and other stakeholders to achieve business objectives.
- Build and maintain a high-performance, inclusive, and engaging team culture that encourages accountability, growth, and professional development.
- Support broader sales initiatives, enablement activities, onboarding programmes, and additional responsibilities aligned to regional business requirements.
Skills, Knowledge and Experience:Required Qualifications and Experience- Proven business development or inside sales experience, with a track record of hitting pipeline or revenue targets personally.
- Experience managing, coaching or team-leading a business development or inside sales team.
- Demonstrable coaching capability - evidence of improving how individuals perform, not just monitoring them.
- Confidence managing performance, including addressing underperformance directly and fairly.
- Strong CRM and pipeline discipline, and the ability to forecast credibly.
- Excellent communication and the presence to hold a standard with a team in the room every day.
- Willingness to work full-time on site in Cary, North Carolina.
Preferred Qualifications and Experience- Experience in B2B software, SaaS or ERP sales environments.
- Experience hiring and onboarding business development talent at pace.
- Familiarity with sales engagement, conversation intelligence or sales intelligence tooling.
- Experience of a structured sales methodology and of embedding it in a team.
- Understanding of one or more of Klipboard's sectors: distribution, automotive, retail, rental, transport management, manufacturing or field service.
- Klipboard is embracing AI at pace across our products and ways of working. We're looking for people who are curious about how AI can enhance productivity, decision-making and customer outcomes, and who are open to learning and adapting as this space evolves.
Company InfoYou may also have seen from our recent posts that we are excited to begin sharing our new company name - Klipboard. Kerridge Commercial Systems (KCS) is becoming Klipboard and our new brand is designed to bring together our expertise across distribution, automotive, retail, rental, transport management, manufacturing, and field service management. We have offices based across the world and we are looking for talented individuals to join our growing teams. Due to our growth over the last few years it is an exciting time to join us as we enter our next chapter!
