Manager of Business Discovery

Unanet - Dulles, VA (30+ days ago)

Located in Dulles, Virginia, Unanet is a terrific company, with 'A' performers in a close-knit team who have built a fantastic product that is trusted by over 1,000 customers.

Unanet's software (Cloud or On-Premise) helps project-driven organizations reliably plan, track and manage projects, people, and financials. Unanet provides budgeting & planning, resource scheduling & skills management, timesheets, expense reports, billing & revenue recognition, workforce collaboration, real-time project reporting, analytics, and management dashboards, along with GL, AP, AR, Cost Pools, Income Statement, Balance Sheet, etc. Further, all Unanet software development and support is based in the United States.

At Unanet you will work collaboratively with colleagues who commit to the key goal of achieving customers' expected outcomes, have pride and passion in their work ethic, can depend on each other to make things happen, respect opinions and like to work hard, succeed, and have fun. We are proud to offer a competitive salary, health and life insurance benefits, and the potential for bonus and profit-sharing. All of which contributed to Unanet's 2016 and 2017 Top Workplaces award honored by The Washington Post!

Role Description

We are seeking a candidate to fill the position of Manager of Business Discovery. The Manager of Business Discovery will oversee a team of inside sales specialists / Business Discovery Analysts (BDAs) to deliver data analysis to Unanet's Leadership team, qualify inbound leads, populate the Unanet sales pipeline with qualified leads and set up initial meetings/demos for the Business Development (BD) team members. This role is responsible for coordinating with Marketing on lead generation campaigns through outbound calling.

This position is based out of our Dulles, VA office (change as appropriate) and will report to the Chief Revenue Officer.

Applicants must be authorized for non-sponsored employment in the U.S.

Key Responsibilities include but are not limited to;

Manage a team of BDAs who are the first sales contact for a prospective customer, by qualifying an inbound lead, making cold calls, setting up meetings/demos for the BD team and attending networking events and trade shows to identify leads
Hire, train and lead a team of high-performing inside sales people in to achieve aggressive goals
Define and report to Leadership team on key BDA team metrics including response times on inbound leads, outbound calls, lead conversions, meeting/demos set, etc.; report and assess metrics weekly, monthly, quarterly, etc.
Manage Inbound and Outbound BDAs daily, weekly, monthly and quarterly activities via SFDC. (e.g., call time, connect rates etc.)
Provide onsite daily leadership, development, and training to the team
Facilitate team training on target industries and Unanet software, working with subject matter experts across the Unanet organization to ensure the BDA team has the necessary skills for success
Ensure BDA Activities are documented in Salesforce daily per defined process
Facilitate new processes, tools, communications, training and methodologies to ensure team effectiveness and productivity
Coordinate with Marketing on outbound calling scripts
Coordinate/work with Marketing to launch outbound calling/lead generation campaigns with specific messaging to target industries;
Foster a positive working relationship with all sales teams and maximize the impact and effectiveness of BDA activities to drive more business into the pipeline
Oversee resource planning, reporting, territories, incentives and communications for the assigned team
Assess and report inside sales metrics regularly; analyze calling trends to adjust calling scripts, qualification discussion and follow ups
Ensure reporting and communications are frequent, metrics/data-driven, and bi-directional within team and across
Coach team members on written and oral presentation skills, product knowledge, industry knowledge and sales skills; coordinate training with Unanet University and other groups
Ensure team compliance with all processes, including reporting, lead follow-up and networking
Attend industry networking events and trade shows to represent Unanet in the community and to generate leads
Understand and articulate the breadth of Unanet's software and demonstrate the software to qualified prospects
Additional duties as assigned

Experience and Qualifications include;

2+ years of experience managing inside sales teams
Excellent interpersonal management skills and a proven ability to drive sales results across an extended team!
Experience leading an inside sales team
Excellent working knowledge of Salesforce in capturing inside sales team activities and metrics
Communication Proficiency
Customer/Client Focus
Sales Skills
Strong Computer Skills, including Unanet,, Excel, PowerPoint, Word and Outlook
Enthusiasm and Drive
Extraordinary at building authentic, long-term relationships while outgoing and effective at networking to meet new prospects and evangelize the Unanet message
Able to positively motivate teams to overachieve objectives and to lead by example
Motivated and driven by the success of the team, including both Unanet and Business Development
Comfortable multi-tasking and filling multiple roles, as is typical at a small and growing business
Consistently achieving and growing professionally, as demonstrated by past results
Consistently recognized for your positive outlook and approach to solving problems collaboratively
Able to see the forest and the trees and can think both strategically and tactically to meet objectives
Excellent at presenting information both virtually and in person


Bachelor's Degree

Unanet is proud to be an Equal Opportunity Employer. Applicants will be considered for positions without regard to race, religion, sex, national origin, age, disability, veteran status or any other consideration made unlawful by applicable federal, state or local laws.