Director of Business Development, ROLLER
Leisure industry management software
Be an early applicant
Leisure industry management software
201-500 employees
Be an early applicant
201-500 employees
Company mission
To help create experiences that bring joy and happiness to the world.
Role
Who you are
- You bring 5-7 years of Sales or Business Development Leadership experience, ideally in a SaaS business. You have managed sales budgets and designed and executed effective and efficient sales processes and methodologies to maximize customer acquisition
- You have experience growing the capabilities of your team
- A self-starter with a bias for action, attention to detail, and a track record of delivering impact in fast-paced environments
- You are a highly motivated & results-driven leader who can create urgency and drive velocity in our sales cycle
- Proven track record of delivering results, with ownership over key business metrics, and ability to take full responsibility in creating and executing on business growth strategies
- You have a track record of being able to influence decision-making across all levels of a business without authority
- You know how to build a business case for new opportunities and communicate the need effectively across all teams
- You have excellent written & verbal communication skills with an exceptional ability to build strong relationships with a wide variety of stakeholders
- Experience using tools like Salesforce, Outreach, Gong, LinkedIn Sales Navigator, ZoomInfo, Sendoso, Slack, and GSuite
What the job involves
- We are looking for a dynamic and motivated Business Development Director who can use strategic thinking and results-driven skills to help ROLLER achieve its ambitious revenue goals
- Reporting to the RVP of Business Development, the Business Development Director will lead a high-performing team of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to identify new business opportunities, cultivate strong relationships, and drive growth
- With your strategic thinking, ability to develop talent, and passion for success, you’ll create winning strategies that help ROLLER expand and succeed
- Lead, coach, and develop a high-performing team of SDRs and BDRs, providing real-time feedback through regular call coaching, email reviews, and one-on-one support to help reps refine messaging, improve conversion rates, and meet targets
- Be in the trenches daily- actively shadowing calls, reviewing outreach sequences, and joining strategic conversations to ensure reps are equipped and confident to succeed
- Own and drive Salesforce excellence, ensuring high data hygiene, consistent usage of qualification frameworks, and accurate pipeline visibility; proactively identify areas to streamline processes and remove friction
- Partner closely with RVPs of Sales to bridge top-of-funnel execution with mid- and late-stage conversion; ensure qualified opportunities align with pipeline quality expectations and GTM priorities
- Build and operationalize a robust outbound motion, including account prioritization, prospecting strategy, and outreach experimentation to accelerate pipeline generation in core and expansion markets
- Support and continuously improve inbound lead handling, ensuring quick response times, compelling follow-ups, and clear qualification standards to convert high-intent interest effectively
- Define and track success metrics across inbound and outbound efforts; share insights and trends with Sales, Marketing, and RevOps to foster accountability and feedback loops throughout the funnel
- Collaborate with Marketing on campaign alignment and messaging strategy, ensuring SDR/BDR efforts are synchronized with broader GTM initiatives
- Provide ongoing enablement, including playbooks, objection handling guides, talk tracks, and training sessions, tailored to evolving buyer personas and product narratives
- Analyze team performance, prospect engagement data, and industry trends to inform strategy and tactical adjustments that drive revenue and rep development
- You will be a key member of our leadership team, driving the success of our business and helping us achieve our ambitious growth targets. You are motivated by change and the need for problem-solving, and you continually strive to improve efficiency and effectiveness
- You will be responsible for leading a high-performing team and growing your team, while also demonstrating your ability to think strategically & creatively to drive results
Application process
- Initial call with our Talent Acquisition Manager
- A brief conversation to discuss your experience and salary expectations
- Hiring Manager Interview
- Dive deeper into your background and learn more about the role and ROLLER
- COO Interview + EQ/IQ Assessment
- Meet our COO to further explore the position and complete a short EQ/IQ assessment via our partner, Criteria
- Panel Interviews
- Connect with various ROLLER team members for a cultural and vibe alignment check
- Onsite Presentation
- Visit our office to present your 3/6/12 month plan. We'll support your prep with two coaching sessions from our SDR/BDR team
- CEO Interview
- Final vibe check with our CEO, Luke Finn
- Offer
- If all lights are green and the fit feels right, we'll conduct reference checks and you'll receive an offer to join!
- Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment
Our take
Attractions have been somewhat left behind compared to other industries when it comes to digital tools. Operating in a space between traditional businesses, hospitality venues and live events, they generally have to cobble together solutions from ill-fitting CRMs, ticketing systems, and spreadsheets. Founded in 2011, ROLLER aims to improve this situation by providing an all-in-one platform for managing guest experiences at attractions from trampoline parks to medieval fairs.
ROLLER is unique in its focus on the leisure and attractions industry and has built an all-in-one cloud-based platform that is highly regarded within the sector for its speed, flexibility and reliability. The platform is used by its customers to manage over 100 million visitors per year at 1,200 attractions, with $4 Billion in transactions annually.
Recently, the company has strengthened its position through a number of partnerships. These collaborations, alongside substantial funding, push ROLLER to offer even more innovative solutions to its clients. As the industry continues to recover and evolve, ROLLER is ready for sustained growth and an expanding influence in the sector.
Steph
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Nov 2023
$50.8m
SERIES C
Dec 2022
$18.3m
SERIES B
Total funding: $78.9m
Company benefits
- Four ROLLER Recharge days per year (that is four additional days of leave that we all take off together as a team to rest and recuperate)
- Claim up to $120 work-from-home expenses per month
- 16 weeks paid Parental leave for primary carers and 4 weeks paid Parental leave for secondary carers
- Free Medical Insurance
- 401(k) Plan
- Engage in our ‘Vibe Tribe’ - led by our team members; you can contribute to company-wide initiatives directly. Regular events and social activities, fundraising & cause-related campaigns... you name it. We're willing to make it happen!
- Team member Assistance Program to proactively support our team's health and well-being, access to coaching, education modules, weekly webinars, and more
- Work with a driven, fun, and switched-on team that likes to raise the bar in all we do
- Individual learning and development budget plus genuine career growth opportunities as we continue to expand!
Company HQ
East Cesar Chavez, Austin, TX
Leadership
Luke Finn
(Co-Founder & CEO)Prior to co-founding ROLLER they were an Analyst at Fulton Hogan.
Mark J Finn
(Co-Founder & CFO)Currently also a Mentor at Techstars and a Member of the Tech Council of Australia. Was previously Global Transformation Advisor at PwC. Before that was an Analyst for Macquarie Group.
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