Manager, Business Development

at  Foundant Technologies Inc

ABOUT SMARTSIMPLE & FOUNDANT

At SmartSimple and Foundant Technologies, we empower mission-driven organizations to manage their data, workflows, and impact with our comprehensive software solutions. From grant management and community foundations to process automation and data collaboration, our combined expertise supports a diverse range of organizations - from nonprofits and charitable entities to corporations and governments.
With the recent merger of SmartSimple and Foundant Technologies, we’ve created a powerhouse of solutions designed to meet the unique needs of organizations striving to make a difference. Together, we’re setting new standards in innovation, flexibility, and impact management by helping organizations achieve their missions more efficiently and effectively.

What You’ll Need:

• 3+ years’ experience in growing a sales pipeline through both outbound and inbound lead generation and nurturing effort.
• Minimum of 1-2 years in a management or team lead capacity.
• Applied thoughtful and targeted outbound strategies and methods (beyond cold calling) to generate leads.
• A passion for technology and the ability to speak knowledgeably about data and software.
• Strong oral and written communication skills and the ability to quickly build rapport with all types of people.
• An entrepreneurial and tenacious spirit - you “roll up your sleeves” and are always looking for new ways to achieve greater levels of success; you don’t fear rejection.
• Exceptional listening and probing skills that allow you to quickly assess needs and fit.
• A strong competitive drive and a team player attitude - you collaborate to win.
• Strong organizational and time management skills and appreciates the importance of disciplined activity management and measurement.
• Interest in progressing to a quota-carrying direct sales role or sales leadership rol

WHAT YOU’LL DO:

The Manager of Business Development plays a player-coach role in driving pipeline growth by engaging with prospects to uncover their needs and organizational objectives. This involves effectively presenting Foundant and SmartSimple’s value propositions, and instilling confidence in their offerings. As a manager of the Business Development team, this role will also lead and scale our Business Development team and strategies.
Through strategic outreach, the Manager of Business Development, along with their team, identifies and qualifies potential clients, guiding them through the sales process with professionalism and precision. This includes managing both inbound inquiries promptly and executing proactive outbound efforts to create meaningful connections and drive new business opportunities.
The Manager works closely with the sales team to ensure a seamless transition of qualified leads, providing detailed discovery insights and actionable information. By addressing prospect challenges with tailored solutions, the role demonstrates how Foundant and SmartSimple’s offerings meet specific needs.
The ideal candidate will be responsible for developing strategic plans, coaching and mentoring team members, and driving the execution of outreach efforts to identify and qualify leads. They will play a key role in building and modifying a BDR playbook for the organization.
Combining technical knowledge with compelling communication, the Manager of Business Development builds strong relationships and facilitates potential deals. This role thrives at the intersection of prospect engagement and business strategy, laying the foundation for successful partnerships and sustained sales growth.

GENERAL RESPONSIBILITIES:

• Hire, train, and manage a high-performing BDR team.
• Provide ongoing coaching, performance feedback, and career development support for BDRs.
• Foster a culture of collaboration, accountability, and continuous improvement for the BDR team.
• Responsible for defining and iterating on the BDR sales playbook to ensure messaging and targeting strategies are inline with organizational objectives.
• Set clear KPIs and quotas for the BDR team, ensuring alignment with company goals.
• Analyze performance metrics to track team success and identify areas for improvement.
• Develop and maintain regular and accurate reporting on team performance to senior leaders.
• Develop and maintain a clear knowledge of the key differentiators of all Foundant and SmartSimple products through ongoing training and skill development.
• Stay updated on industry trends, competitive offerings, and business development best practices.
• Attend and contribute to team meetings by sharing insights into lead quality, quantity, and campaign performance.
• Maintain a robust pipeline through self-generated outbound efforts and campaigns, and by systematically following up on sales-generated and marketing-qualified leads.
• Maintain accurate and up-to-date data in the CRM platform (Salesforce) to support efficient sales operations.

INBOUND RESPONSIBILITIES:

• Manage Foundant’s pre-sales pipeline by handling inbound and outbound calls, email communication, and scheduling virtual system presentations throughout the qualifying cycle.
• Participate in weekly forecast meetings, providing valuable insights into lead quality, quantity, and pipeline progress to the sales team.
• Ensure timely follow-up on all lead-generating activities, including events and conferences, to maximize conversion potential.
• Collaborate with the marketing team to enhance the effectiveness of demand generation efforts by providing input and feedback on campaigns and activities.

OUTBOUND RESPONSIBILITIES:

• Collaborate with cross-functional teams to design targeted, comprehensive lead generation campaigns by contributing to segment and persona research, messaging strategies, engagement tactics, and timelines.
• Execute outbound prospecting activities, including research, strategic calling, and social networking, to support campaign goals.
• Partner with sales teams to prioritize and prospect into strategic target account lists within assigned territories.
• Research and expand existing and new accounts by identifying and adding key contacts and relevant information.
• Conduct consultative discovery conversations with senior executives at prospect accounts to understand their needs and challenges.
• Lead initial sales and discovery calls with prospects to present company value, assess fit, and advance qualified leads into the sales pipeline.
• Provide sales representatives with detailed insights and findings from discovery calls to ensure smooth lead handoff and optimize sales outcomes.
• Contribute to the development of a comprehensive BDR playbook by documenting best practices, refining strategies, and supporting initiatives to enhance the BDR program at Foundant and SmartSimple.

What You’ll Need:

• 3+ years’ experience in growing a sales pipeline through both outbound and inbound lead generation and nurturing effort.
• Minimum of 1-2 years in a management or team lead capacity.
• Applied thoughtful and targeted outbound strategies and methods (beyond cold calling) to generate leads.
• A passion for technology and the ability to speak knowledgeably about data and software.
• Strong oral and written communication skills and the ability to quickly build rapport with all types of people.
• An entrepreneurial and tenacious spirit - you “roll up your sleeves” and are always looking for new ways to achieve greater levels of success; you don’t fear rejection.
• Exceptional listening and probing skills that allow you to quickly assess needs and fit.
• A strong competitive drive and a team player attitude - you collaborate to win.
• Strong organizational and time management skills and appreciates the importance of disciplined activity management and measurement.
• Interest in progressing to a quota-carrying direct sales role or sales leadership role