Lead Business Development Representative, Digital Services

Digital Foundry, Inc., a renowned Bay Area software consulting firm, is looking to hire a Lead Business Development Representative to join its Tiburon, CA office. This role is ideal for a self-motivated, intellectually curious salesperson with a passion for digital innovation. The successful candidate will demonstrate a mastery of consultative sales and a proven ability to independently drive strategic outreach campaigns, delivering compelling insights and “hooks” that resonate with senior decision-makers at global 1000 public, private, and government entities.

Key Responsibilities | A successful candidate’s responsibilities will include:

Research & Insight Development

• Market Research: Conduct deep research on target sectors, industries, and companies to identify trends, challenges, and opportunities for custom software development solutions.

• Decision-Maker Analysis: Identify and research senior decision-makers (CXO, EVP, SVP) to understand their digital vision, strategic priorities, and potential challenges.

• Critical Thinking: Analyze research findings to develop actionable insights and compelling “hooks” that address prospect needs and industry-specific trends.

Strategic Campaign Building

• Value Mapping: Match Digital Foundry’s capabilities to prospects’ strategic goals, highlighting how custom digital products can address their unique challenges.

• Campaign Design: Create tailored outreach campaigns for target sectors and roles, incorporating relevant industry trends, strategic focus areas, and newsworthy developments.

• Content Creation: Craft personalized, value-driven outreach content, including emails, LinkedIn messages, and call scripts, to effectively engage prospects.

Outbound Engagement

• Campaign Execution: Lead proactive outreach via phone, email, LinkedIn, video calls, and face-to-face meetings.

• Lead Qualification: Assess prospects’ needs to confirm alignment with Digital Foundry’s services and ensure meaningful engagements.

• Relationship Development: Cultivate relationships with key decision-makers, acting as a trusted advisor who offers strategic insights.

Sales Process Ownership

• Meeting Preparation: Prepare for and lead impactful introductory and follow-up meetings with prospects, supported by Digital Foundry SMEs and management.

• Proposal Collaboration: Collaborate iteratively with Digital Foundry SMEs and management to tailor and deliver compelling proposals.

• Client Transition: Ensure a seamless handoff to Digital Foundry project leads to initiate successful project delivery.
 

Desired Skills and Experience

• Intellectual curiosity and a passion for digital innovation.

• Demonstrable ability to independently research industries and companies, uncover opportunities, and create insightful, targeted outreach campaigns.

• Mastery of the consultative sales process, with a proven track record of selling professional services to global 1000 public, private, and government entities.

• Ability to engage high-level buyers (CXOs, EVPs) and build rapport through thoughtful, research-driven communication.

• Strong critical thinking and problem-solving skills, enabling the creation of compelling angles and hooks for prospect engagement.

• Outstanding written and verbal communication skills, with a knack for crafting impactful, value-driven messages.

• Proficiency with CRM tools like HubSpot for managing outreach and tracking sales activities.

• Bachelor’s degree required; an MBA or CS degree is a plus.

• Minimum of five years in professional service sales, with significant experience targeting global 1000 companies.

Compensation
Digital Foundry anticipates paying a successful Lead Business Development Representativean annual base salary of $80,000 - $95,000, complemented by a performance-based bonus structure. Bonuses are determined by:
• The volume and quality of opportunities identified and closed.
• Revenue generated from sales of Digital Foundry’s services.
• Active engagement in the sales and account management lifecycle.
Successful team members in this role typically achieve total annual compensation in the range of $120,000 to $175,000 based on performance and revenue contributions, with uncapped earning potential for top performers.
Additionally, Digital Foundry offers a comprehensive benefits package, including medical, dental, vision, and a matching 401(k) retirement program.

Location

The Lead Business Development Representative will work out of Digital Foundry’s Tiburon office five days a week, collaborating closely with SMEs and management to develop campaigns, craft presentations, strategize outreach, and deliver winning proposals. The role also involves traveling to meet prospects when appropriate.

Exceptional communication is critical to success in this role; therefore, applications submitted without a cover letter will not be considered.