Director, Business Development

About Morning Consult:

Morning Consult is a global decision intelligence company changing how modern leaders make smarter, faster, better decisions. The company pairs its proprietary high-frequency data with applied artificial intelligence to better inform decisions on what people think and how they will act.

Ideally this position would be based in New York, NY, however we are open to our other office locations (Washington, DC or Chicago, IL).

The Role:

As the Director, Business Development, you will hire and manage a team of Business Development Representatives (BDRs) and will be responsible for setting and executing our strategy to generate high-quality inbound and outbound pipeline to fuel long-term growth.

In this key go-to-market leadership role, you will partner closely with key stakeholders across the business to exceed sales qualified opportunity and pipeline targets, establish KPIs and ensure operational excellence in building a world-class function. You will serve as a strategic leader, identifying opportunities to generate leads for our Morning Consult Intelligence Products and build out a new team for the fastest-growing business segment at the company. As a BDR leader and manager, you’ll enhance performance, increase productivity and continually develop our talent to prepare them for career growth.

Reporting to our SVP, SaaS, this is a first-of-its-kind role at Morning Consult and offers the opportunity to bring operational excellence in hiring and developing a high-performance team, paired with people-first leadership which will shape the continued growth of the company. You’ll find success in this role if you’re motivated by generating new pipeline, consistently hitting sales goals, thinking innovatively about solving complex business problems and growing BDR talent into the future of our salesforce.

The Business Development Team at Morning Consult:

The Business Development Team is part of the Commercial Division at Morning Consult. We build key relationships, think strategically about the issues clients and prospects are facing, and generate the momentum needed to deliver quality intelligence that will help our clients “win.” Our aim is to drive sustainable growth across our entire portfolio of business in close partnership with Commercial division teammates.

What You'll Be Working On:

• Building a best-in-class Business Development function that demonstrates daily high performance against activity expectations and meetings booked goals
• Leading a team of Business Development Representatives (BDRs) in consistently exceeding sales-qualified opportunity and pipeline targets
• Creating the outreach strategy for BDRs to identify opportunities, determining appropriate scope and negotiating the sale of Morning Consult SaaS product portfolio
• Implementing KPIs and a territory and sales plan that generates revenue from SaaS subscription models to custom services and solutions
• Monitoring and measuring the sales process against the external environmental, market trends and strategic plan to ensure that the organization remains on track toward achieving its growth goals and seizing growth opportunities
• Developing and monitoring pipeline/opportunity management, account/contact management and strategic documentation for new sales opportunities within Salesforce
• Communicating market insights, client feedback and sales team progress to executive leadership for informed decision-making
• Negotiating and selling complex SaaS solutions to large, multinational clients
• Building relationships with leaders at emerging and established companies
• Identifying and cultivating relationships with executive-level contacts, decision-makers and key stakeholders at target companies throughout the sales cycle
• Coordinating deal execution and partner management across relevant teams including product, engineering, legal, marketing and sales
• Performing such other tasks and duties as may be required or assigned from time to time at the Company’s discretion

About You and What You've Done:

• Bachelor's degree; MBA or other relevant graduate degree preferred but not required
• You have 6+ years of combined progressive experience in Business Development with at least 3 years managing BDRs; you thrive in a role where you’re coaching, motivating and developing others to excel
• You’ve successfully built a high-performing BDR function and team
• You have a deep understanding of discovery, qualification frameworks, call coaching, and skill development
• You have a strategic mindset to identify where the Business Development teams should be focused and the tactical steps needed to reach goals
• You demonstrate proven success in meeting and exceeding sales targets, and selling insights solutions to the C-suite. You possess and apply practical and technical skills, knowledge and experience related to sales and customer service
• You are metrics-driven with the ability to demonstrate clear and measured sales growth progress
• You’re skilled in analyzing, structuring, negotiating and executing commercial agreements
• You’re highly organized, detail-oriented and able to work independently
• You have a consultative and engaging personality with excellent verbal and written communication skills
• You act as a trusted advisor in addressing your customers’ business needs with a demonstrated ability to build trust across diverse stakeholders
• You possess a strong track record of managing relationships with multiple internal and external stakeholders and leading multi-stakeholder groups
• You’re willing to take feedback, learn and grow and have an ethos of continuous self-improvement

Note: We view the above section as a guide, not a checklist. Research shows that underrepresented/marginalized groups are less likely to apply for a job if they feel that they don’t meet 100% of the qualifications. We welcome diverse and non-traditional backgrounds and encourage you to apply even if you don’t satisfy every single bullet on this list! It’s expected that you’ll learn and grow throughout your time at Morning Consult, so if you’re open to building new skills, we’d love to hear from you.

The expected salary range for this position is $124,900 - $205,500, with a midpoint of $165,200.

In most cases, we target the midpoint of our salary ranges for new hire compensation. This placement is reflective of full proficiency in a role. This role is eligible for additional variable compensation and an equity grant, which will be discussed in your initial recruiter conversation. Please see an overview of Morning Consult’s benefits on our Career Page.

We are committed to a work environment that is inclusive to all and free of discrimination. It is our policy to be an equal opportunity employer without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, genetic predisposition or carrier status, veteran status, citizenship status or any other factors prohibited by law. Morning Consult will provide reasonable accommodations for qualified individuals.

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