Role Purpose

The Sales - Business Development Manager serves as our primary revenue leader and sales strategist. In this vital "player-coach" role, you will balance individual revenue production with team leadership, taking full ownership of our sales pipeline from lead intake to close. You will be responsible for standardizing a consultative, advisory-based sales process, coaching a highly accountable sales team, and aligning our revenue engine with our marketing and operational infrastructure.

Core Responsibilities

• Revenue Leadership & Production: Own and drive overall firm revenue targets. Lead high-value, consultative sales conversations with executive-level decision-makers and prospective clients. Maintain personal sales production by closing high-value deals.

• Pipeline & Process Management: Design, implement, and manage our end-to-end sales pipeline. Enforce standard entry/exit criteria for every pipeline stage to ensure flawless visibility and eliminate bottlenecks. Proactively manage stalled opportunities and optimize deal velocity.

• Team Leadership & Coaching: Manage, coach, and develop the sales team. Transition team members from inbound schedulers into skilled consultative closers. Establish structured coaching systems, including regular call reviews and performance feedback.

• CRM & Systems Discipline: Leverage our core technology platforms (Canopy and Dialpad) to maintain 100% pipeline visibility. Enforce data integrity and accurate system usage across the team, eliminating manual tracking errors.

• KPI Tracking & Forecasting: Establish and monitor data-driven sales metrics. Generate accurate, reliable revenue forecasts and pipeline health assessments for executive leadership.

• Cross-Functional Alignment: Partner with Marketing to optimize lead generation, refine the ideal client profile, and improve lead quality. Collaborate with Operations to establish structured handoff protocols, ensuring what is promised during sales aligns with delivery capabilities.

Key Deliverables

• Weekly: Updated KPI dashboards, pipeline status reports, and revenue forecast updates.

• Monthly: Sales performance reports, conversion analyses, and team coaching/performance summaries.

• Quarterly: Revenue growth strategy refinements, sales playbooks/scripts, and system optimization recommendations.

Role Requirements & Competencies

• Revenue Ownership Mindset (20%): A proven track record of setting, meeting, and exceeding revenue targets, with an insistence on personal and team accountability.

• Consultative Selling & Closing (20%): Exceptional ability to navigate complex, high-value deals and lead trust-based conversations with CEOs and executives.

• Pipeline & KPI Discipline (20%): Deep experience structuring sales pipelines and utilizing metrics (conversion rates, cycle time, etc.) to drive outcomes.

• Sales Leadership & Coaching (15%): Demonstrated success building team capabilities, conducting structured call reviews, and enforcing performance standards.

• Systems Fluency (10%): Mastery of CRM systems (such as Canopy, Dialpad, or Salesforce) to run workflows and generate clear dashboards.

• Strategic Thinking (10%): Ability to align sales efforts with target client profiles and corporate growth strategy.

• Communication & Culture (5%): High executive presence, clear and direct communication, and alignment with a high-accountability boutique culture.