Who We Are:
Exponent Partners is a passionate, mission-driven organization that creates transformative information systems solutions for nonprofit organizations so as to enable radically better outcomes. We are information systems change agents, serving social impact change-makers!
We are a social venture, a B Corporation, a California Benefit organization, and an employee ownership company which works every day to support all of our stakeholders. We serve our clients through information systems for transformative impact. And we support our staff through meaningful, impactful work in an environment and culture that is equal, diverse, curious, growth-minded, innovative, results-focused, and progressive - just like the society that we seek.
What We’re Looking For:
Exponent Partners is seeking a Vice President of Business Development. This senior executive reports directly to the CEO, and owns both the marketing and the sales processes for all Exponent Partners offerings, which include a full array of lifecycle services for our nonprofit clients as well as the Exponent Case Management product.
This leader creates success in market strategy and engagement, pipeline development and sufficiency, and bookings, and is accountable for all aspects of new client acquisition, as well as expansion, renewal, and retention in close collaboration with services.
The successful executive is a member of a collaborative executive team; contributes to, aligns with, supports, and executes the company strategy; formulates and communicates business development strategy, offering portfolio, and client value messaging; and is a champion of collaboration across the enterprise.
What Qualifications We Need:
- Experience running sales in a similarly-sized or larger ($15M - $50M annual bookings) information services organization where services are the principal revenue engine, not software / product. Strong understanding of recurring revenue as well as project engagement models. Strong lifecycle client relationship focus. Demonstrated success in strategic growth.
- Exceptional leadership capabilities. Demonstrated motivator. Proven ability to attract, hire, develop, and manage diverse teams. Extremely strong communicator individually and in groups, with the superior verbal and written communication skills needed for a distributed organization’s unique mix of asynchronous and synchronous communication modes. Strong decision-making ability. Skilled in balancing analysis and evidence, speed, and the engagement of key stakeholders for best results. Ability to foster collaboration and successfully interact internally across departments and positions, and externally with clients and partners.
- Center on client value. Our mission demands we catalyze client success by delivering value at various levels. Demonstrate true client-centricity and empathy by understanding client and market needs, identifying the real drivers of client value, and defining client success. Create new innovative, high-value offerings. Champion this client focus across the organization as well as with our clients and partners.
- Ability to manage the execution of sales and marketing business processes, and at the same time collaborate with the CEO, peers, and cross-functional teams on ongoing strategy generation and implementation. Continuously monitor, communicate, iterate, and improve the marketing and sales “systems”. Prioritize strategic goals and work to achieve them by participating actively in our collaborative Objectives and Key Results (OKRs) system.
- Good working understanding of mission- and outcomes-oriented organizations such as nonprofits, foundations, healthcare, education, and similar. Experience navigating their funding sources, patterns, and challenges, as well as their buying processes and preferences is essential. Experience with nonprofit business processes is a plus, especially with changemaking organizations in the human services, philanthropy, and education support and reform sectors.
- Strong presentation, persuasion, and collaboration skills, especially in the context of conveying sophisticated and complex technical issues simply and crisply to a varied non-technical audience.
What You Will Be Doing:
- Meet and exceed sales booking targets. Manage, mentor, and support a highly consultative and collaborative sales and sales engineering staff. Lead teams of account executives, BDRs, and sales engineers.
- Ensure strong and sufficient pipeline. Lead and adapt high-performing marketing and partnership teams and processes. Generate, adapt, and communicate the marketing and partnership strategies; ensure strong engagement and demand generation in our key markets; and ensure business strength and sustainability through robust pipeline.
- Lead and manage with data and strategy. Maintain and improve the health metrics and key outcome measures of both marketing and sales models. Accountable for consistent, high-quality, timely sales and marketing forecasting and data-driven insight. Monitor and communicate performance. Develop goals, strategies, and plans for high performance and improvement. Assess and improve the processes and systems required for marketing and sales success.
- Create great relationships. Manage strategic partnerships within our key markets and in our industry to support the company’s sales and strategic goals. Function as executive sponsor for select strategic client and partner relationships. Collaborate exceptionally across functional areas and levels within our organization.
- Thought leader, expert, and thought partner. Maintain up-to-date knowledge of excellent sales and marketing practices and process innovation for our space. Ensure a deep understanding of the competitive environment we operate in. Develop strong insight into both client success and market competition, and collaborate across ExP to innovate our service and product offerings and value propositions.
What You Can Expect:
- Competitive pay and total compensation package, including commission, a 401(K) employer match, and participation in an Employee Stock Ownership Plan (ESOP).
- Excellent benefits, including employer paid health coverage, and a generous vacation policy that grows over time.
- A fun and collaborative environment full of high-caliber professionals.
- Flexible, remote work environment with zero commute time.
- Opportunities for innovation and tackling complex challenges.