Head of Business Development Function, Duetto
More information about location
Hotel revenue management software & solutions
Job no longer available
Hotel revenue management software & solutions
201-500 employees
Job no longer available
More information about location
201-500 employees
Company mission
To become the most trusted, effective and widely used hotel technology company in the world.
Role
Who you are
- The ideal candidate is a strategic leader with a hands-on approach to coaching, developing, and managing a team of BDRs, and who brings with them a strong understanding of modern sales and marketing technologies
- 6+ years of experience in B2B business development, with demonstrable leadership experience
- Proven track record of building, coaching, and scaling a high-performing BDR/SDR team
- Experience in both inbound lead qualification and outbound prospecting strategies
- Strong understanding of the marketing and sales funnel, lead generation, and demand generation
- Proficiency with CRM software (e.g., Salesforce) and sales engagement platforms
- Excellent leadership, communication, and interpersonal skills
- Data-driven with strong analytical skills and the ability to make decisions based on metrics
- AI savvy, with demonstrable experience of utilizing AI to improve sales performance
- Self-starter with a proactive and problem-solving mindset
What the job involves
- The Head of Business Development will be responsible for leading and scaling a high-performing Business Development Representative (BDR) team
- This team focuses on both inbound lead qualification and outbound prospecting to generate a consistent pipeline of qualified sales opportunities
- This is a rare and exciting opportunity to design, build and lead a global BDR function for a scaling SaaS company and create something that will be truly transformative and impactful
- Recruit, train, mentor, and manage a team of BDRs, fostering a culture of high performance, accountability, and continuous improvement
- Set clear performance goals (e.g., meeting quotas for qualified leads, meetings booked, and pipeline generated) and conduct regular 1:1s and performance reviews
- Develop and implement career paths for BDRs to ensure professional growth and retention
- Conduct regular pipeline reviews and call coaching sessions to improve BDR skills and effectiveness
- Collaborate with the Growth Marketing Director and Sales leadership to define and execute the BDR strategy, aligning activities with company revenue goals
- Design and optimize the BDR process for both inbound lead qualification and outbound prospecting, ensuring efficiency and effectiveness
- Develop and refine inbound and outbound activity aligned to our ideal customer profiles (ICPs) and buyer personas to guide BDR targeting efforts
- Work with Marketing to optimize lead handoff processes, lead scoring models, and campaign follow-up strategies
- Partner with Regional Sales Managers and Directors of Sales on territory planning and feedback loops
- Inbound: Oversee the BDRs' management of marketing-generated leads, ensuring timely and effective follow-up to convert leads into qualified opportunities
- Outbound: Develop and refine outbound prospecting strategies, including cold calling, email campaigns, and social selling, to target high-value accounts and generate new business
- Monitor and analyze BDR activity metrics (e.g., calls made, emails sent, meetings booked) and performance against targets
- Integrate AI-driven prospecting workflows and automation to enhance outreach effectiveness
- Select, implement, and manage the BDR tech stack
- Leverage data and analytics to identify bottlenecks, optimize workflows, and improve team efficiency and performance
- Contribute to the design and adoption of more progressive, predictive, AI-driven lead scoring models, ensuring BDR insights shape a dynamic scoring system that prioritizes the highest-value opportunities
- Stay up-to-date with industry best practices, new technologies, and trends in sales and marketing
- Serve as the primary liaison between Marketing and Sales, ensuring alignment on target accounts, messaging, and pipeline generation
- Work closely with Marketing to provide feedback on lead quality, campaign effectiveness, and content needs
- Collaborate with Sales Operations and Marketing Ops to ensure accurate data capture and reporting in the CRM
- Function contribution to Sales Qualified Pipeline, aligned to global sales objectives:
- % contribution of outbound sourced pipe
- % contribution of inbound sourced pipe
- % contribution to total Sales Qualified Pipeline generated
- Conversion rates from lead → opportunity
- Meetings booked and accepted
Our take
Duetto launched in 2010 as a consultancy firm, initially offering profit optimisation consulting services. Since then, it has expanded and worked within the gaming, hotel, flight and software industries, with offices in America, Argentina and Europe.
Duetto is the first in the hospitality market to create a hotel business intelligence tool to offer more insights across hotel portfolios beyond manual spreadsheet reporting.
In 2024, Duetto was acquired by private equity firm GrowthCurve Capital, which will solidify the latter's leadership in hotel revenue management. Duetto will continue to build relationships with hotels across the world, and has surpassed 850 partner hotels in EMEA, representing more than 150,000 rooms.
Steph
Company Specialist at Welcome to the Jungle
Insights
13% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Feb 2018
$80m
SERIES D
Aug 2015
$30m
SERIES C
Total funding: $143.2m
Company benefits
- Work from home opportunities
- Health insurance
Company HQ
Financial District, San Francisco, CA
Leadership
Craig Weissman
(Co-Founder & Advisor)Experienced Engineering leader and former CTO at Salesforce.com from 2002-2011.
Patrick Bosworth
(Co-Founder & Advisor )Former Director of Business Strategy at the Wynn Las Vegas, before founding Duetto in 2010.
Marco Benvenuti
(Co-Founder & Advisor)Former Executive Director of Enterprise Strategy at the Wynn Las Vegas, before founding Duetto in 2010.
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