Usetrace - Head Of Business Development

The Head of Business Development represents Usetrace’s software development product and services sales.This position reports directly to the CEO and provides tremendous growth opportunities. 

An ideal HBD will have experience selling software consulting services in the Quality Assurance and Automation Engineering space. If the candidate has SaaS sales experience, that would be a huge plus. Usetrace sells software products, services, and implementations. They bring a detail-oriented approach to the job and will drive the entire sales process from lead generation to procurement, working closely with colleagues in other functional groups to get the deal done. 

Responsibilities:

• Generate, develop and close sales opportunities in the Midwest.

• Develop effective strategies for winning in a competitive environment

• Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects

• Meet and exceed quarterly and annual sales targets

• Manage all aspects of sales in your territory including; prospecting, activity tracking, opportunity management, revenue forecasting, contract management, and closing deals

• Pursue leads generated by yourself and our inbound and outbound marketing efforts

• Support the management team in developing market entry and sales strategies

• Document all conversations, activities, and emails in our HubSpot CRM

• Write and present quarterly business reviews to Sales Management and Senior Management

Requirements:

• 8+ years of business-to-business outside sales experience with focus on new account generation

• Experience selling custom software design and development services (bonus points for Quality Assurance, Automation Engineering, and DevOps)

• Conversational knowledge of interactive technology and a desire to continually learn about this rapidly evolving field.

• Confident, competitive, thorough, flexible, and tenacious

• Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year

• Goal-oriented and self-motivated

• Successful working independently as well as in a collaborative team

• Excited about managing multiple simultaneous priorities in a fast-paced environment Independently accountable for commitments and delivering the best performance by intelligent prioritization

• Proven in your ability and passion for prospecting - frequently breaking into new accounts

You can demonstrate:

• Passion for software and all aspects of software development

• Client focus - the desire and ability to understand what drives a client's needs

• Exceptional communication and presentation skills, both written and oral

• Significant accomplishments selling software services

• Impressive track record of C-Level sales activity

• Demonstrated effectiveness selling through partners, resellers, and/or integrators

Likely Performance Metrics:

• Ability to clearly and concisely articulate the Tarmac mission and how our solutions deliver it
• Total sales achieved against ACV goal
• Conversion ratio – leads resulting in new businesses
• General sales monitoring to agreed volumes of:
  • Dials
  • Conversations
  • First Meetings
  • Sales
• General ability to work as part of a team and as directed by the CEO
• Keeping of thorough records of customer/prospect interactions