Manager, Business Development

Austin, TX
Who We Are
Certinia delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success (CS), and Financial Management (FM) solutions—delivered on Salesforce's leading cloud platform—provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, Texas with presence around the world, Certinia is backed by Haveli Investments, TA Associates, General Atlantic and Salesforce Ventures. For more information, visit

THE ROLE
The Manager, Business Development will report to the Area Vice President for Mid-Market and Business Development and will be responsible for hiring, training, onboarding and coaching of Business Development Representatives (BDR's). You will be responsible for coaching BDR's, holding them accountable to goals while motivating them. You should thrive on mentorship, building demand and working with wider GTM teams to drive our mutual shared goal of ARR.

What You Will Do In This Role

• Act as a true "leader-coach" and team player to drive process and performance improvement.
• Hire, motivate, manage, coach and develop BDRs by creating a fun, high energy, performance driven culture.
• Oversee the daily activities and quota performance management of individual BDRs
• Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills, and enriching the library of prospecting resources for the BDR team
• Drive operational excellence and oversee usage of team systems including Salesforce, Outreach, Clearbit, Linkedin Navigator, Saleshood and other tools
• Continually improve on our lead development and management strategy as well as cold-call techniques
• Partner with sales management to strategize, build their pipelines and achieve territory goals.
• Refine and iterate a scalable, measurable, and predictable process for managing and growing the team
• Keep up with industry trends and best practices, leverage peer network for benchmarking & delivering world-class BDR performance

What You Need To Be Successful In This Role

• Bachelor's Degree, or equivalent combination of education and experience
• Typically 2+ years Sales and/or Business development experience; preferably with SaaS
• Proven track record of consistently achieving monthly, quarterly and annual sales targets.
• Fluency in Prospecting tools, strategies and platforms (lead generation, email, phone, data enrichment & cleansing, BDR processes, etc.) and Understanding of highly effective prospecting strategies and tactics.
• Proven track record to represent concepts and summarize complex ideas into a program or curriculum with a sense of how BDRs think, operate and absorb training
• Strong knowledge of sales processes and technology
• Experience of working in, or selling to, finance departments, services professionals, and / or knowledge of accounting and business processes is a plus
• Experience in using Salesforce
• Ability to balance strategic initiatives with managing the day to day execution
• Ability to plan daily and weekly activities for the business development team
• Highly organized and strong and time-management skills
• Excellent verbal and written communication skills

What Else Would Be Great

• Proficiency in Outreach is a plus
• Experience of working in, or selling to, finance departments, services professionals, and / or knowledge of accounting and business processes is a plus
• Experience in SaaS, Cloud, ERP sales preferred
• Proficiency in Google Suite (Gmail, Google calendar, docs, sheets, slides) preferred

Salary Range: $78,100 - $97,600

Certinia annually assesses our compensation and benefits strategies to ensure a best-in-class total rewards package. New hire base pay is dependent on job-related, non-discriminatory factors such as experience, tenure, growth potential, team parity, geo, etc. Base pay is one part of the Total Rewards that Certinia provides to compensate and recognizes employees for their work. Certinia provides other elements including best-in-class benefits, variable pay offerings, remote work opportunities, flexible time off, parental leave, 401(k), HSA and FSA plans, and more.