Director of Business Development, Kantata
$155-172k
+ Sales Incentive/Commission Plan eligibility
More information about location
Cloud based project management software
Be an early applicant
Cloud based project management software
201-500 employees
Be an early applicant
$155-172k
+ Sales Incentive/Commission Plan eligibility
More information about location
201-500 employees
Company mission
To enable organizations of any size to successfully manage and scale their people, projects, revenue, and profitability.
Role
Who you are
- A dynamic and experienced sales leader with a passion for developing talent and driving pipeline growth
- Experienced Leader: Brings 15+ years of experience in a lead generation, sales/business development, or similar customer-facing role, including 5+ years of proven experience leading and managing pipeline development teams (SDR/MDR/BDR/LDR). Demonstrates a history of consistently achieving and exceeding pipeline generation targets
- Results-Oriented & Accountable: Possesses a strong drive to achieve and exceed targets, coupled with a commitment to holding self and team accountable for performance
- Strategic & Analytical Thinker: Capable of analyzing complex data, identifying trends, and developing actionable strategies to improve team performance and ensure goal attainment
- Exceptional Leadership & Coaching Skills: Proven ability to motivate, develop, and guide individuals and managers to achieve their full potential
- Technology Leader & Optimizer: Not only demonstrates high proficiency with essential sales technologies but also possesses the ability to leverage and optimize these platforms to drive team efficiency and performance
- Deep Sales & Marketing Funnel Expertise: Proficient in lead qualification, prospecting methodologies, and CRM best practices (Salesforce preferred), with hands-on experience using sales engagement platforms (e.g., Outreach)
- Outstanding Communication & Interpersonal Skills: Effectively communicates vision, provides clear direction, and builds strong relationships with team members, cross-functional partners, and senior leadership
- Problem-Solver & Resourceful: Proactive in identifying challenges and skilled at implementing creative solutions
- Adaptable & Agile: Thrives in a fast-paced, dynamic, and evolving environment
What the job involves
- We are seeking a highly motivated and results-oriented Director for our Business Development Representative (BDR) and newly created Market Development Representative (MDR) teams to lead, coach, and inspire a critical function within our Revenue Marketing organization
- This pivotal role will be responsible for the overall performance, development, and strategic direction of the BDR/MDR teams
- You will ensure the team consistently meets and exceeds opportunity creation targets, drives high-quality opportunities within our ICP for our sales team, and accelerates Kantata to achieve our revenue objectives
- You will foster a culture of continuous improvement, accountability, and collaboration, leveraging data and best practices to optimize our BDR & MDR teams effectiveness
- As the Director of Business Development, you will be pivotal in driving our opportunity creation and pipeline growth by leading, developing, and optimizing the high-performing BDR & MDR teams. Your core responsibilities will include:
- Team Leadership & Development: Directly manage 5 high-performing Market Development Representatives and two BDR Managers
- Drive continuous training, skill optimization, and best practice implementation through coaching and mentorship, supporting them to achieve individual and team goals and success
- Performance Management: Establish and refine clear performance metrics, actively monitor team activity and results, and conduct consistent 1:1s and performance reviews
- Provide targeted, constructive feedback to ensure consistent overachievement of opportunity creation and pipeline generation
- Strategic Direction & Optimization: Lead the development and evolution of highly effective prospecting (inbound and outbound), best practice connection strategies, and outreach cadences
- Continuously analyze performance data to drive strategic decisions, optimize processes, tools, and methodologies for peak BDR/MDR effectiveness
- Cross-Functional Collaboration: Collaborate strategically with Marketing, Sales, and Customer Success Leadership to drive unified efforts
- This includes aligning on target account strategy, developing effective outbound plays, refining lead qualification processes, and optimizing opportunity creation and handoff to AEs
- Reporting & Forecasting: Drive opportunity creation and ensure goal achievement by meticulously tracking key performance indicators (KPIs)
- Translate this data into actionable insights and strategic recommendations, fostering accountability and providing consistent visibility into team performance
- Tool & Process Enhancement: Identify, evaluate, and implement cutting-edge technologies and best practices to significantly boost the efficiency and effectiveness of both MDR and BDR teams
- This includes optimizing SFDC, leveraging sales outreach platforms, integrating account-based intent data, utilizing multi-dialing tools, and deploying agentic AI-powered solutions
- Actionable Market Intelligence: Drive the systematic gathering, analysis, and translation of market intelligence and prospect feedback from our MDR and BDR teams
- You'll transform this information into actionable insights that directly inform and influence broader sales and marketing strategies
- Culture & Motivation: Cultivate a positive, competitive, and supportive team environment that motivates MDRs, BDRs, and BDR Managers to excel through coaching and mentorship, fostering individual and collective growth and achievement, and driving a strong culture of ownership and high-performance
Our take
Kantata is a business management software aimed at the professional services industry. This SaaS platform has been designed to meet the needs of a modern workforce, providing services such as employee time tracking, project management, and resource allocation.
The company's purpose-built technology includes a suite of features, such as a resource optimizer that helps managers allocate the right people to the right project for the correct amount of time. It also includes a private social network for users to share information with peers in the industry. Kantata already has several profitable tie-ups with essential business software such as Salesforce, helping it outpace rivals.
As more organizations in professional services invest in resource management solutions, the industry is awash with companies all competing for this business. These include industry heavyweights Basecamp, Zoho Projects, and ClickUp. Born from the merger of Mavenlink and Kimble Applications, Kantata is set to see accelerated growth as it focuses on further development of its comprehensive platform.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2019
$48m
SERIES E
Nov 2016
$39m
SERIES D
Total funding: $111.5m
Company benefits
- Group Health Insurance with Coverage Options for Medical, Dental, and Vision
- Life Insurance
- Voluntary Insurance Options Such As Auto, Home, Legal, and Pet Insurance
- Paid Parental Leave
- Voluntary Commuter Benefit Options
- 401K + Company Match to Save For Your Future
- Flexible Work Options - Remote or Hybrid
- 15 days of Paid Time Off, Plus Two Additional Days With Each Year of Employment
- Sick/Wellness Time Off
- 9 Paid Holidays + Floating Holiday
- Volunteer Time Off
- Top Performers Employee Recognition Program
- Philanthropic, Social, and Wellness Events Through KantataLife
- Reimbursement for Wellness Applications (including Kindle, Headspace, Peloton)
- Monthly Remote Stipend
- Employee Assistance Program
Company HQ
East Irvine, Irvine, CA
Leadership
Roger Neel
(Senior Business Advisor)Former Technical Advisor at The Bold Italic and Director Strategic Partner Solutions at InQuira. BA in Economics and Computer Science from Cornell.
Ray Grainger
(Executive Chairman & Founder)Former EVP Global Services and Strategic Partnerships at InQuira and Global Managing Partner at Accenture. BSc in Engineering at Harvey Mudd College.
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