Manager Business Development

UpKeep is the leading cloud-based Asset Operations Management software developed to revolutionize the way teams manage facilities and maintenance work. We provide mobile-first SaaS solutions, Industrial IoT sensors, data analytics tools, advanced enterprise integrations, and top-notch professional services. Our innovative technology is modernizing workflows and maximizing operational efficiency for over 3,000 customers including Shell, Yamaha, Unilever, McDonalds, Subway, Pepsi, and Marriott!

We're a Series B tech startup with 100+ team members across the US. We've been recognized as a "Best Place to Work" multiple years in a row by fostering an inclusive and mission-driven culture. In addition to stock options and great benefits, our people have the flexibility to work remote. UpKeep is ranked the #1 Facility Management software on Gartner, #1 Maintenance Management software on G2 Crowd, FrontRunners on Software Advice, and CMMS Leader on IDC MarketScape.

POSITION SUMMARY 

The Manager, Business Development is a frontline role that is tasked with developing our outbound lead generation strategy and a high performing team of Business Development Representatives to drive high quality sales leads through outbound prospecting. The ideal candidate will have experience in sales prospecting,  hiring, onboarding, training, and managing a team with the ability to inspire, lead, coach, and communicate & collaborate across the organization. This role is responsible for providing day-to-day operational leadership ensuring effective strategies are deployed resulting in increased productivity. It will require a passion for coaching, developing, metrics/reporting, and giving feedback.  

• Proven ability to manage the full employee lifecycle, build a sales development strategy, and develop a team of high performing BDR’s
• Heavy emphasis on hiring, onboard, training, motivating, and developing employees to build bench strength and promote across our sales department 
• Provide day to day coaching, lead performance conversations,  and support career development of direct reports
• Drive outreach strategies leveraging ABM playbook to drive new and expansion opportunities
• Take ownership of playbooks and enablement for the BDR Team
• Own content creation for outbound prospecting campaigns
• Responsible for BDR team meeting and exceeding ramp schedules and quotas
• Create, own and  manage strategy for outbound metrics
• Define, track, and communicate weekly, quarterly, and annual goals to the team to drive consistent performance
• Build a culture of motivated and inspired team members by creating a fun and engaging team culture
• Monitor team activity and train on best practices to drive prospect engagement and team success
• Provide clear visibility on pipeline performance through ongoing management of team and metrics
• Own CRM & Sales Engagement process for BDRs and recommend process improvements
• Conduct outbound prospecting alongside BDRs
• Work across sales and marketing to develop and hand off high-quality opportunities.

• Bachelor's Degree or equivalent experience a plus
• 4+ years of experience supervising and managing a Sales Development team
• Proficiency with CRM applications such as Salesforce
• Experience with SalesLoft, Zoominfo, Chorus, and ChiliPiper is a plus
• Extensive lead generation and sales development experience in a high-paced sales environment

• Ability to meet deadlines
• Team leader with the ability to work individually as well as collaboratively
• Action-oriented and results-driven mentality
• Highly organized with strong time-management skills
• Strong interpersonal skills with a passion for team building

• Facilitates change - encourages continuous improvement of work practices and processes. Enable the ability to move through change to transform new levels of thinking, understanding, and work practices. 
• Drives execution – engage and enthuse team by cascading company & departmental goals into individual goals. Sets high performance standards, sets clear expectations, facilitate problem solving, provide task clarity and set boundaries. 
• Manage the team – be a steady hand, hold the team accountable, utilize straight talk and take corrective action when required to ensure compliance and fair treatment, provide consistent reward and recognition. 
• Keep the team focused and motivated - facilitate timely decision making, know when to escalate, fail fast, provide timely feedback and regular communication. 
• Technically proficient - know own role thoroughly and possesses a wide field of knowledge, has a solid familiarity with team member’s roles and tasks. 
• Uses the full capabilities of the team – understands team member’s development needs and aspirations, takes these into consideration when assigning task and responsibilities. Develop and coach so the team can reach full potential. 
• Over communicates - hosts team communication (1:1`s and team meetings), cascades important and “need to know” information in a timely manner.  
• Involve employees in decision making – encourage communication across the team along with sharing of ideas and proposed solutions.  don’t allow members to operate in isolation, utilize each team member's strengths and skills.   
• Manages collaboratively - Foster teamwork, empower and develop trust with employees to deliver successfully and delegate appropriately.  
• Displays ethical character and competence - Always act with integrity and intent.   
• Is a role model – displays high levels of commitment and energy, role models our values, sets high standards of behavior.  Influence others positively, act as a good citizen of UpKeep.  

Even if you don’t meet all of the requirements listed here, we still encourage you to apply. Your personal and professional experience may be relevant beyond what a list of requirements will capture.

Employee Benefits:

Full-time team members at UpKeep are offered affordable medical, dental, and vision insurance for themselves and their families, HSA with employer paid contribution, optional FSA, Life Insurance, 11 paid annual holidays, unlimited paid time off, 10 days of sick time per year, ability to enroll in our 401(k) plan, 12-week paid parental leave, Employee Assistance Program, Modern Health for mental health resources, and the flexibility to work from home. We value work-life-harmony and believe that family and mental health should always come first. 

Company History & Product:

UpKeep was founded in 2014 by our CEO, Ryan Chan, based on an idea he had while using outdated desktop software as a Process Engineer in a manufacturing plant. He believed a mobile-first solution could significantly improve the productivity of the technicians he was working with. He was determined to build on this vision— so he quit his job, learned to write code, and created the first version of UpKeep from his family's garage!

Today, our cloud-based Software-as-a-Service (SaaS) and cutting edge Industrial IoT sensors solve problems for thousands of businesses around the world. Our Asset Operations Management solutions, coupled with powerful cloud ecosystems, empower maintenance and facilities teams to achieve their digital transformation goals. We are providing meaningful value to an underserved, blue-collar workforce by streamlining workflows, improving collaboration, and making it easy to manage work orders and projects from anywhere, anytime!

We've raised $50 million in venture capital following a recent Series B funding round led by Insight Partners, Emergence Capital, Mucker, and Y Combinator. We're also building The Maintenance Community, the largest online forum and Slack group bringing industry professionals together to participate in discussions, webinars, podcasts, and courses.

Learn More!

www.onupkeep.com

www.onupkeep.com/careers

At UpKeep, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. UpKeep is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation or Veteran status.

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