Head of Business Development
FiscalNote
Sales & Business Development
Washington, DC, USA
Posted on Oct 26, 2024
About the Position
As the Vice President, Sales at FiscalNote Global Intelligence (FNGI), you will be tasked with generating new business revenue in the Americas and EMEA. You will be directly responsible for owning quarterly and annual sales targets and report directly to the Global Head of Sales. Leading a team of 9 Account Executives, your role will collaborate with the Heads of Account Management, Business Development, Sales Development, and Client Success. With your sales experience in security, political risk, and market intelligence, you will also partner with other departments and the Global Head of Commercial to plan and execute business development strategies, aiming to maximize high-quality sales.
About the Team
FNGI’s Commercial team is the touchpoint for all client interactions. It is made up of Sales Development, Business Development, Account Management, and Client Success. Each of these teams works very closely to ensure that the business reaches its overall revenue growth objectives. The Business Development team is responsible for new sales and revenue growth covering both annual recurring revenue and consulting revenue.
About You
You are an experienced sales professional, with a demonstrated track record of delivering results across the private and public sector on a global basis. You are a seasoned leader who can attract and retain talent, and who can motivate your teams to reach their full potential. You understand SaaS and information services, and you are able to quickly commercialize and sell new products. You are a team player who wants to do your best to help the organization succeed, and your peers, teams and managers all enjoy working with you.
What to Expect in This Position
- Manage and coordinate the team’s sales and business development activities, including opportunity generation, inbound lead management, scoping and proposal writing, fee negotiation and opportunity conversion
- Work closely with the Sales Development Team to ensure that SDR prospecting strategies are aligned
- Actively join your sales executives for in-person and virtual sales meetings, providing direct coaching and supporting sales outcomes
- Manage the performance and workflow of 9 account executives, including task allocation, mentoring and guidance to ensure team objectives are reached
- Train and mentor account executives to ensure consistent improvement in sales attainment and to ensure individuals are meeting their career objectives Ensure proposals and client facing material are prepared
- Make full use of Salesforce.com (SFDC) to track and manage leads, opportunities, as well as exploit marketing opportunities
- Develop and document metrics-based annual plans for your team to meet and beat quarterly growth expectations
- Identify skill gaps among the members of your team and actively coach them, in conjunction with internal partners, to close those skill gaps Inspire and motivate your team to strive for their best and grow professionally
- Liaise between clients and the analyst product team to ensure that content and tools reflects client needs and demand
- Partner closely with the marketing team to foster effective lead generation through events, external communications, PR and social media
What Sets You Apart
- Bachelor's Degree
- 10+ years of sales experience within the SaaS/Information Services industry, including sales leadership roles
- 3+ years of sales management experience with oversight for 6 or more account executives
- Strong data-driven orientation to sales leadership
- Proven experience of managing teams and businesses across international markets
- Ability to quickly master the FNGI product suite in order to lead by example and support your team
- Demonstrated capacity to consistently manage and lead a disciplined weekly, monthly and quarterly operating cadence aligned to company revenue targets
- A strong work ethic and ability to manage multiple competing demands in a fast-paced operating environment
- Determined and resilient with a strong commitment to succeed
- Deep experience with Salesforce.com and other leading sales enablement tools
