Company Overview
At CommerceIQ, we help consumer brands accelerate their retail ecommerce market share growth and profitability through machine learning algorithms. We are building the world’s most complete and sophisticated Retail Ecommerce Management Platform, which connects and intelligently automates the management of retail ecommerce channels like Amazon, Walmart, and Instacart, across the entire ecommerce operational chain of retail media management, sales operations, supply chain, and digital self analytics.
We are in hyper growth mode, having recently raised our Series D funding at unicorn valuation (>$1B) and ended our third year of triple-digit revenue growth. Continued acceleration of our growth is fueled by landing new customers, expanding our platform through new products, managing new retail ecommerce platforms, and delivering exceptional customer service to unlock high net retention rates.
This role can be hybrid from a Sunnyvale, CA office (2-3x/week) or remote from the broader United States.
The Role:
CommerceIQ is seeking a dynamic Business/Demand Development leader to lead our pipeline development team. The successful candidate will be responsible for driving lead generation and revenue growth, directly contributing to the expansion of our sales operations. This role is ideal for a player-coach leader with a proven track record in developing sales pipeline within the high growth B2B SaaS and Ecommerce spaces.
What You'll Do:
The key results can be defined in terms of team performance, individual skill development, sales pipeline contribution, and alignment with overall business strategy.
Manage Team Performance:
- Meeting or Exceeding Sales Quotas: Track the team's performance in meeting or surpassing set sales targets within specific time frames.
- Lead Conversion Rates: Improve the percentage of leads that convert into opportunities, showcasing the team's efficiency in engaging and nurturing potential customers.
- Contact and Outreach Metrics: Monitor the volume and quality of outbound calls and messages, ensuring high activity levels and strategic outreach.
Individual Development and Performance:
- Skill Enhancement: Implement regular training and development programs to enhance the sales and communication skills of BDRs.
- Performance Benchmarks: Set clear performance benchmarks for each team member and regularly review their progress, providing feedback and coaching to drive improvement.
- Employee Satisfaction and Retention: Maintain high levels of team morale and engagement, reducing turnover rates through supportive leadership and career development opportunities.
Sales Pipeline Contribution:
- Pipeline Growth: Ensure a consistent increase in the size and quality of the sales pipeline, contributing to the potential for future revenue.
- Account Penetration and Expansion: Strategically target new accounts and work on expanding the footprint within existing accounts to uncover new opportunities.
- Efficiency in Lead Management: Streamline the process of lead qualification and distribution, ensuring that leads are quickly and effectively moved through the sales funnel.
Strategic Alignment and Collaboration:
- Alignment with Marketing: Collaborate closely with the marketing department to ensure that lead generation efforts are aligned with overall business goals and target markets.
- Market Feedback Loop: Establish a system for gathering and analyzing feedback from potential customers to inform product development and marketing strategies.
- Cross-Functional Projects: Participate in cross-functional projects that contribute to the overall growth and strategic direction of the business.
Use of Technology and Tools:
- Demand platform - Maximize the use of ABM demand platforms to direct campaigns to CommerceIQ customers segments to drive engagement and opportunity generation.
- CRM Utilization: Maximize the use of Customer Relationship Management (CRM) tools to track interactions, manage leads, and analyze performance data.
- Adoption of Sales Enablement Tools: Encourage the adoption of sales enablement and productivity tools to enhance the efficiency and effectiveness of sales activities.
- Data-Driven Decision Making: Leverage analytics and data to inform strategic decisions, identify trends, and optimize sales processes.
By focusing on these key results, a BDR leader can drive significant contributions to the organization's growth, enhance the performance and skills of the BDR team, and ensure alignment with the strategic goals of the business. Continuous improvement in these areas will be crucial for maintaining competitiveness and achieving long-term success.
What You'll Bring:
- 7+ years of experience in sales, with a strong background in business development and lead generation.
- 3+ years experience leading demand generation teams to drive meaningful revenue growth in B2B SaaS startups
- Expertise building and scaling lead development functions from an early stage - defining success, building programs, and establishing the role of BDRs.
- Familiarity with CRM software and sales automation tools.
- Relevant tool experience, including expert level Salesforce skills.
- Strong analytical problem solving and strategic thinking abilities.
- Professionalism with a high degree of business savvy and strong demonstration of intellect, drive, executive presence and sales acumen.
- Excellent written and oral/presentation skills with the ability to develop and conduct effective presentations to executive audiences.
- Passion for customer needs with the ability to put the customer at the heart of all interactions.
- Ability to work effectively in a group as well as independently with minimal supervision while maintaining a high level of quality.
- Bachelor's degree required.
Nice to Haves:
- Experience in the e-commerce industry is highly desirable.
- MBA or other relevant advanced degree.
