Business Development Manager (SaaS)

 Business Development Manager (B2B SaaS)

Jhb, Hybrid

 

An established B2B SaaS business is expanding its sales team and is looking for an experienced Business Development Manager. Its platform uses proprietary data to help companies make faster, better-informed commercial decisions, and its clients already include some of the largest names in South African retail, manufacturing and logistics, in a market that is still largely untapped.

Over recent months the business has invested significantly in its sales and marketing function, bringing in experienced sales leadership, formalising its sales methodology, building a dedicated marketing team and putting the supporting systems in place. The BDM will join now that this groundwork is done and the focus is on winning new clients.

 

The Role

 

This is a new business role selling to SMEs, mid-market companies and enterprises, working a mix of deal sizes and sales cycles at the same time, from quicker wins through to larger deals involving several decision makers. The BDM will join a structured sales team reporting to the Head of Sales and following a MEDDPICC-based sales process. A BDM who can run deals end to end will have full ownership of them, and one who is still building enterprise experience will have skilled people alongside them.

 

This role is a step up for a B2B salesperson who has spent five or more years generating their own pipeline in a crowded market, where winning depended more on activity and persistence than on the product, and who now wants to sell something with a clear competitive advantage, within a formal sales methodology and with larger deals in reach.

 

Roles and responsibilities

 

This is a full-cycle new business role. The BDM will find, open and close their own opportunities, working with CFOs, financial directors and other senior finance and operations decision makers.

• Identify and approach target businesses through calls, LinkedIn and direct outreach, and convert warm inbound leads, to secure first meetings with the right decision makers. 
• Run discovery and qualification meetings to understand each client's commercial challenges and build a clear business case
• Deliver product demonstrations, drawing on specialist support for more complex and enterprise opportunities
• Coordinate proofs of concept with the internal team and guide clients through their evaluation
• Prepare proposals, negotiate commercial terms and close new business
• Manage a varied pipeline of SME, mid-market and enterprise deals at the same time, and achieve an annual revenue target
• Keep the CRM accurate and forecast their pipeline reliably
• Work with marketing on target accounts and hand new clients over smoothly to account management

 

What we are looking for

• 5 to 8 years of B2B sales experience with a proven record of achieving targets
• SaaS experience is preferred but not required; a technology or financial services background is also relevant
• A sales process they follow consistently, and the ability to explain how its applied
• A track record of generating own pipeline, and confidence in outbound sales activities

What is on offer

• Uncapped commission from the first rand of revenue, paid monthly
• Structured onboarding and training
• Demo, technical and closing support from senior specialists where needed
• A product relevant to businesses across a wide range of industries, giving a broad market to sell into
• Professional process and support across the sales cycle