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Cybersecurity, Enterprise Software, SaaS

Global Business Development Manager

BostonOnsiteFull TimeManager / HeadPosted 2 days ago

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Required skills

  • sales manager
  • Business Development Representatives
  • BDRs
  • pipeline generation
  • revenue goals
  • meeting held
  • revenue quota
  • outbound lead strategies
  • selling skills
  • discovery calls

Nice to have

  • LinkedIn Sales Navigator
  • ZoomInfo
  • Lusha
  • MEDDIC
  • Sandler
  • BANT

Role summary

Onapsis, a leader in securing business-critical applications like SAP and Oracle EBS, seeks an experienced Global Business Development Manager in Boston. This full-time role involves managing and coaching a team of Business Development Representatives (BDRs) across Boston and Europe. Responsibilities include driving pipeline generation, meeting revenue quotas, developing outbound strategies, and enhancing team selling and behavioral skills. The ideal candidate will have a BA degree, 7+ years of sales experience (preferably SaaS/Enterprise), and 3+ years of management experience with BDRs/inside sales teams. Proficiency in Salesforce, Salesloft, and prospecting tools is required, with knowledge of sales frameworks like MEDDIC being a plus. This hybrid role requires a minimum of 3 days in the Boston office.

About Onapsis:

Onapsis is the market leader in protecting the business-critical applications that power your organization. We provide the actionable intelligence, automated governance, and continuous monitoring capabilities needed to secure your SAP and Oracle E-Business Suite (EBS) environments. Our solutions enable customers to modernize, embrace the cloud, and innovate while staying protected and compliant.

Headquartered in Boston, with global operations, Onapsis serves over 300 leading brands, including many of the Global 2000. Through strategic alliances with firms like Accenture, Deloitte, IBM, Infosys, PwC, and Verizon, Onapsis solutions have become the industry standard for protecting mission-critical applications

The Onapsis Global Business Development team is looking for an experienced full-time sales manager to manage its team of Business Development Representatives (BDRs). In this role, you will be responsible for the success, ongoing training, coaching, and development of the BDRs, managing the team to their KPIs, ensuring a full pipeline of top-quality leads converts to the closing sales team and the attainment of annual revenue goals.

Responsibilities and Essential Functions:

  • Manage leads and activity across the team, and manage pipeline generation processes.
  • Executing on your team’s plan to meet or exceed meeting held and revenue quota.
  • Develop and monitor outbound lead strategies.
  • Helping your team to develop their selling skills (discovery calls, deal execution, negotiations, etc) and improve behavioral skills needed for the role (effective communication, problem solving, time management).
  • Developing and maintaining a set of metrics to track progress and success of the team.
  • Collaborating with Sales and Marketing leadership.
  • Provide coaching and guidance to the team via regular 1:1s and in real-time.
  • Drive efficiency across team processes and activity.
  • Acquire and maintain an advanced knowledge of the Onapsis product suite.

    • Desired Skills and Experience:

  • BA degree and 7+ years’ sales experience, preferably in a SaaS / Enterprise sales market.
  • 3+ years demonstrated success managing and coaching business development teams and inside sales teams internationally.
  • Deep knowledge of sales best practices, and passion for training and coaching.
  • Superior relationship-building and communication skills.
  • Ability to adapt your coaching style according to individual team member needs.
  • Positive, energetic, and motivating presence.
  • Detail and process-oriented with strong analytical skills.
  • Advanced knowledge of Salesforce and Salesloft.
  • Proficiency in prospecting tools such as LinkedIn Sales Navigator, ZoomInfo, and Lusha.
  • Knowledge of MEDDIC, Sandler, BANT or similar sales frameworks.
  • Knowledge of Qualified and Orum platforms are an advantage.

    • This is a global role with BDRs based in Boston and Europe. The role requires a minimum of 3 days in our Boston office.

    Benefits:

  • Flexible work options
  • Competitive compensation, benefits, and stock options
  • Opportunities for professional development and advancement

    • #LI-RB1

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