Sobre

We are a young, fast-growing SaaS company that has a solution for the manufacturing industry (more specifically, the Quality aspects of manufacturing.) The CEO has been building software products and companies for 30+ years, and in the manufacturing industry for 5 years. The Chief Strategy Officer (subject-matter expert) has been in the manufacturing/quality world for 30+ years, so even though it is a young company, the senior management has deep experience and a solid roadmap. That said, we are in growth mode right now, and are focused on forward progress even if everything isn’t “perfect”. For example, we use the HubSpot CRM, and although in the past we’ve also implemented Outreach/Salesloft and Marketo to make a perfect sales and marketing “engine”, we’re using only HubSpot for now until we grow the team and the business as a whole. So, things will be changing rapidly, and that takes a certain kind of person to be happy with, and you need to seriously ask yourself if you’re that kind of person. There’s nothing wrong with it if you aren’t that kind of person and are looking more for an established company, with all of the systems and processes set up, a well-established training program, a long track record, and basically an engine that you can start executing with from day one. We’ll get there pretty quickly because we work hard, invest in people and software/tools, and we always have before, but to be as transparent as possible, we’re not there yet. For the right person, that should be very exciting to be one of the first 2 or 3 people in the Business Development department, and to help launch our sales efforts, contribute to how the department works in the future, and have the most seniority for rapid growth within the company over time. For the wrong person, this probably sounds like a horrible, unstructured position where things could change all the time. Again, if this doesn’t sound like you, no worries – there are tons of other positions available in the BDR world. With that disclaimer out of the way, here’s more about the job itself. We have a list of prospects ranging from completely cold and haven't been touched in 2-3 years, to very warm contacts who are good friends and colleagues of our owners and salespeople. We also have a large "expansion" list of prospects who work for one of our customers, but just in a different manufacturing plant/division/geography. (More on this below.) So while we will have some very good, warm contacts, the bulk of the job will be traditional calling to cold contacts who don't know who we are yet. Generally, your main focus will be to find where there is interest, and book a meeting for the interested person with one of the salespeople, and sometimes the CEO or CSO. The primary focus will be in North America - the US, Canada, and Mexico. However, there are also many factories in Brazil, and that has been a good geography for us in the past. We are relatively flexible on time/time zones, although morning Eastern Time is one of the best times to call into our prospects, most of which are in the Eastern Time Zone. Fluent English is a requirement, and Spanish is a huge bonus for calling into Mexico. (And potentially also for calling into Spain, although we do have someone in Europe already working on Spain, and nobody working on Mexico at this time.) While most of our target prospects speak English, as I said, it's just a bonus if you can speak with them in Spanish when they are more comfortable with that. Due to our “land-and-expand” model, once we sell to one manufacturing plant (Let’s call it “Company ABC”, it is far easier for us to leverage the ease and quickness of installation and implementation that we’ve already done for them, and quick return on investment to go after additional manufacturing plants within that same company. As such, instead of calling a brand new company (call it “Company XYZ”) to try to sell them software for their first plant, it makes more sense to “expand” Company ABC, and try to get their 2nd, 3rd, 4th, 10th, and 50th plant to purchase our software as well. We have a large database of companies and contacts due to all of the time our executives have spent in the industry. (Of course, each day that goes by, that data gets more out-of-date and incorrect.) But rather than just calling random companies cold, it makes more sense to try to expand and sell more to Company ABC. Many times, in that database, you’ll find a lot of detailed information about other locations for Company ABC – and lots of contacts at those locations as well (again, some will have moved on by the time you call of course.) When that data is already there, it makes your job much easier as you can just start calling and emailing. But when the data isn’t already available from our database, it needs to be researched and “built out” within HubSpot. That’s why online research, finding worldwide location information, finding the right persona at those locations, and entering all of that information into HubSpot is also part of the job. Sometimes that can be time-consuming and frustrating, but again, for the right kind of person who likes to be a “hunter”, it’s kind of fun to build out those companies and contacts in HubSpot, and wind up helping grow the business. We are very much a “quality over quantity” kind of company. So our standard daily targets are quite low compared to a boiler-room setting - we don't want you to be a robot that simply dials the phone. You will be expected to think, and ask lots of questions of our company management – especially at the beginning. You will be on the front lines, talking to our prospects and customers, and you will be representing our company, so everything needs to be very professional. But because you’re on the front lines and talking to people, you will be a very valuable person, gaining insights and information from people that’s incredibly important to the business. I’ll say it one last time – this position isn’t for everybody, and that’s OK. But if it seems like something that fits with how you like to work, we’d love to talk further. It will be fast-paced and exciting, and there’s no politics or stupid policies because there’s no room for that in a fast-growing business. Looking forward to talking further and answering any questions you have!