Director of Business Development

Who We Are:
Crafty elevates workplace food and beverage programs with enhanced services managed in one innovative, centralized platform. Founded in 2015, our mission is to help companies craft better workplaces. From DraftKings to Robinhood to Zillow, we work with the world's biggest brands to foster a culture of employee connectivity and productivity. Headquartered in Chicago, with offices in New York and the Bay Area, Crafty manages food and beverage programs across 300+ offices, serving more than 300,000 employees per month.
Our commitment to crafting better workplaces starts from within. We are a team of passionate, resourceful, and hard-working trailblazers who love what we do. Our expertise spans technology, food and beverage operations, client success, fulfillment and more. At Crafty, our people are our greatest asset, because it's our people who foster a culture that makes our company a place worth being part of. And of course, the snacks are the cherry on top!
The Role:
Crafty is seeking an experienced Head of Business Development to drive national lead generation and revenue! Your primary responsibility will be to lead and scale a team of Business Development Representatives (BDRs) to generate sales leads from an established target account list (TAL). You will lead our current team of 5 BDRs and you will help us further develop and scale the team in order to meet our forward-looking revenue objectives.
We are looking for a Business Development Manager who is operationally astute, results-oriented, success driven, a team player, and a self-starter who loves the BD process. At your core, you must be a strong Crafty cultural fit: customer solutions obsessed, humble, possess a willingness to learn and improve, embrace challenges, are a born team player, and someone who loves to coach and develop a team! You must be entrepreneurial-spirited and capable of independently running his/her business.
This is a hybrid role (three days per week at our NYC office) and will report directly to Crafty's SVP of Sales.
Your responsibilities include (but are not limited to):
Team Leadership and Development:

• Lead, mentor, and coach a team of BDRs to achieve and exceed cold outreach targets and performance metrics.
• Develop personalized training plans for each team member to improve their cold outreach skills, product knowledge, objection handling, and overall effectiveness.

Prospecting Strategy & Marketing collaboration

• Forming the BDR strategy in collaboration with cross-functional teams, including Marketing and Sales, to align BDR efforts with overall company goals and strategies.
• Continuously refine the outbound prospecting process based on insights gathered from the team's experiences and results.

Training Strategy and Curriculum:

• Develop and improve a comprehensive training program that covers cold emailing, cold calling, and social prospecting techniques, aligned with the B2B sales cycle and target audience.
• Regularly update and adapt training materials to reflect the latest industry trends, best practices, and messaging strategies.
• Deliver engaging and informative training sessions to onboard new BDRs and refresh the skills of existing team members.

Performance Analysis and Coaching:

• Utilize data analytics to monitor individual and team performance, identifying areas for improvement and opportunities for optimization.
• Provide constructive feedback and one-on-one coaching to BDRs, focusing on skill development, objection handling, tonality and communication techniques.
• Implement performance improvement plans for underperforming team members, ensuring they receive the support needed to succeed.

Training Assessment and Continuous Learning:

• Conduct regular assessments and knowledge checks to measure the effectiveness of training programs, making adjustments as needed.
• Stay up-to-date with industry best practices, sales methodologies, and emerging tools to enhance the BDR team's performance.
• Hiring bullet

Reporting and Communication:

• Prepare regular reports on team performance, training effectiveness, and pipeline contribution, presenting findings to senior management.
• Foster clear and transparent communication across the BDR team, sharing success stories, challenges, and best practices.

Who You Are:

• 5+ years of leadership in business development, preferably in large enterprise sales
  
  • Experience building and operating enterprise account planning for both new and existing clients
  • Proven experience in B2B cold outreach and sales, with at least 3 years of experience in a BDR or sales role
  • Success in navigating complex, technical, relationship-based sales cycles
  • Experience in a pure hunting environment with a focus on net new clients
• 2 years or more experience in team management, training, or coaching capacity.
  
  • A "talent magnet" with a strong track record of successfully recruiting and developing salespersons and building high-performing teams
• Demonstrated P&L experience and proven track record of consistently exceeding individual and team revenue, sales and/or other quantitative goals
• Excellent understanding of B2B sales cycles, prospecting strategies, and objection-handling techniques.
• Strong analytical skills, with the ability to interpret data and metrics to drive informed decisions.
• Exceptional communication and presentation skills, both written and verbal.
• Self-driven, goal-oriented, and adaptable to a dynamic work environment.
• Sales Tech Stack: Hubspot, Apollo, Gong, Orum, SalesNav, Notion, Microsoft PowerPoint/Google Slides

Your Superpowers

• Strong intellectual horsepower. Superior abstract reasoning and analytical skills. Creative thinker who finds innovative solutions to obstacles.
• A team builder, team player and leader who creates loyalty, trust and following. Collaborative attitude and desire to contribute outside primary areas of responsibility. Inspires others and is highly respected.
• Effective communicator, both written and verbal. Articulates concepts in a clear, structured and succinct manner. Adjusts communication based on the audience.
• Results-driven with a bias for action and commitment to excellence. Self-directed, rolls up the sleeves and engages in all activities with a sense of urgency. Gets it done on time, every time. Organized with good attention to detail.
• Thrives in a fast-paced environment of constant change. Manages numerous time-sensitive matters simultaneously. Positive, resilient, and open to candid feedback. Listens to and considers alternatives. Makes decisions.

Don't meet all of the qualifications? We want you to consider all of your skills and experiences - both professional and personal- that would make you successful in this role. Although some qualifications are essential, others can be attained with time. We believe diverse perspectives, upbringings, and knowledge contribute to our strong company culture and we encourage you to apply.
What we offer:
Our people mean everything to us. When you join Crafty, you're joining a team of smart & passionate individuals who work incredibly hard and to get things done.
We are proud to offer a compensation package that includes our Crafty healthcare plan, covering primary health, dental, and vision plans, 401k, paid time off, equipment certification courses, and parental leave. And, of course, it also includes Crafty-grade snacks, beverages, and fun events!
Lastly, this role offers a special opportunity: to have a major hand in shaping the future of a young, flourishing company. Your creativity, ambition, and work will steer the direction of our successes.
The OTE for this position is $200,000 - $270,000 in New York City.
Crafty provides equal employment opportunities (EEO) to all employees and applicants for employment without discriminating against race, color, religion, sex, sexual orientation, national origin, age, disability or genetics.