**This role is based in NY with a hybrid/remote in-office experience. Our team works in the office every other week, and 3 months out of the year our team works from anywhere (January, July and August).**
Salary: $150-$180K OTE + equity
Company Overview
Jones is a software, AI, and data company that helps real estate and construction firms to remove insurance risk so they can save time, scale payroll, and avoid costly third-party insurance claims. We believe that real estate and construction managers can make smarter, faster decisions about risk transfer by leveraging AI and data. Jones has experienced incredible growth fueled by an urgent need to digitize the archaic risk and compliance process in real estate and construction. Our AI-powered SaaS solution has delivered amazing product-market fit for our customers in over 2 billion square feet of real estate, dozens of massive construction projects, and growing!
Position Overview
To support our continued growth and ambitious plans for the future, we are looking for an experienced Business Development Leader to oversee, grow, and support our Business Development Team. This role is critical as we navigate our next phase of growth and innovation in the real estate and construction sectors.
This position reports to the VP of Marketing and manages a team of 6 SDRs across 2 verticals.
The successful candidate will be responsible for pipeline generation goals, such as lead generation, qualified opportunities, and qualified pipeline. They will closely collaborate with other teams at Jones, but specifically with AEs, VP of Revenue, Marketing, and revenue operations.
What You’ll Do:
- Lead and motivate the SDR team to achieve quarterly and annual lead, pipeline and revenue goals and continuously refine process and content to improve team performance.
- Hires, coaches, motivates and leads the team of SDRs
- Conducts 1:1 coaching to continuously improve SDRs’ core competencies
- Manages day-to-day operations such as submitting comp sheets, doing 1-on-1s, etc.
- In partnership with revenue leadership and revenue operations, sets the quarterly and monthly strategy for the SDR activity such as territory planning, account selection, account/contact intel gathering, and enrichment
- Contributes to revenue forecast planning, reports on primary metrics (qualified opportunities/pipeline) and secondary metrics (dials, connects, accounts, and more)
- Creates and optimizes SDR sequences to improve conversion rates (opportunities created per accounts works, etc.)
- Analyzes SDR funnel performance and identifies opportunities for improvement and key monthly/quarterly initiatives to improve the funnel velocity.
- In collaboration with Revenue leadership, reviews win/loss data and identifies opportunities to improve account selection and targeting
- Contributes to selecting new tools/techstack to improve the team’s performance
- Collaborates with outbound marketing team on joint initiatives, campaigns, and collateral
- Drive prospecting discipline, including performance & pipeline reporting through team meetings, 1:1s, and performance management process.
- Develop and present executive-level vision and operating plans in support of SDR and their associated top-of-funnel future capabilities’ growth.
Who You Are:
- 5+ years of demonstrated success in a sales development leadership role with
- Experience hiring, developing, coaching, and mentoring SDRs
- Proven track record of meeting and exceeding quotas
- Proven master of cold calling in both player and coach capacity
- Mastery of objection handling as a skill and proven ability to coach and improve the team’s ability to handle objections
- Experience in contributing to revenue plans and producing accurate forecasts using prior data, conversion rates, and seasonal fluctuations
- Experience in leveraging sales software to optimize performance and solve problems (e.g. account enrichment, email deliverability, etc.)
- Prior experience in collaborating with outbound (campaigns/ABM) and product marketing teams
- Comfortable with HubSpot and other key softwares
- High aptitude to learn and proactively seek out new outbound sales strategies, technologies and tools to improve your team’s performance
- Direct and clear in your communication style to all stakeholders, direct reports, leadership, and colleagues.
Our Culture
Our goal is to build a company where people feel ownership of their role and are able to grow and enrich their skills and experience. We also want to create an environment where people are challenged and encouraged to be entrepreneurial. We rely on our team to help identify and take action on initiatives that can move our business forward. Elements of our culture that can be seen in every one of our people are the following:
- Fall in love with problems
- Give help generously
- Own super lean
- Take care of yourself
- Build trust everywhere
EEO Statement
Jones is an equal opportunity employer. We are committed to creating an inclusive environment for all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable law.
