Business Development Manager (Software)

MCS Group is currently working exclusively with an innovative software company that offers a product that manages safety, compliance and training - tailored for the golf industry, with strategic plans for expansion into the broader sports, leisure and hospitality sectors to recruit a Business Development Manager.

With a solid presence across the UK & Ireland and a partnership with 6 of the world's top 20 golf clubs they have also recently started infiltrating into the US market - marking their commitment to international growth. Though they are still in the early stages of their journey, their award-winning product has already proven successful, making significant industry strides.

They are seeking an experienced and driven Business Development Manager with a minimum m of 4 years Saas sales, who is adept at full-cycle sales processes and has a strong background in consultative and solution-based selling.

This role requires an agile mindset and the ability to navigate markets resistant to digital transformation. While there is marketing support, the candidate must be comfortable owning the full sales cycle, from lead generation to closing deals and assisting with contract renewals.

Core Responsibilities:

• Develop and Execute Go-To-Market Strategies: Help implement GTM strategies that align with market needs and company growth targets, ensuring consistent product adoption and market penetration.
• Manage Complex Sales Processes Using Proven Frameworks: Leverage structured sales methodologies, such as MEDDPICC, to manage opportunities, track progress, and maintain a high win rate. Demonstrate expertise in guiding deals through multi-stakeholder engagements with operational staff, HR directors, safety officers, and committee/board members.
• Consultative Selling: Employ a strategic, consultative approach, characterised by powerful questioning and active listening, to uncover operational inefficiencies and compliance challenges that prospects may not fully recognise.
• Sales Cycle Management and Metrics Tracking: Maintain a comprehensive understanding of sales cycle length, with regular analysis of average deal size, win/loss ratio, sales velocity, and other key metrics to inform strategic adjustments.
• KPI Focused: Consistently achieve or exceed KPIs, track and report on key sales metrics, including lead-to-opportunity conversion, demo-to-close ratio, and customer acquisition cost (CAC).
• Cross-Functional Collaboration: Partner with product development, marketing, and customer success teams to align sales efforts with product capabilities and client expectations, influencing the product roadmap based on market feedback.
• Data-Driven Sales Strategy: Utilise analytics tools to measure the effectiveness of sales strategies and optimise processes. Approaches based on data-driven insights to improve success rates.
• Pipeline Building and Management: Implement robust pipeline-building techniques, including leveraging CRM tools, automated outreach systems, and personalised follow-up processes, ensuring a consistent flow of qualified leads.
• Customer Relationship Management Post-Sale: Collaborate closely with the customer success team post-sale via hand-over to enhance client onboarding. Establish a feedback loop with Customer Success to improve client retention and identify contract renewal opportunities.
• International Sales Development: Support international growth, particularly in the USA, adapting to time zone differences as necessary, and participating in global industry events to drive awareness and engagement.

Essential Criteria:

• Minimum of four years in SaaS sales, with a successful track record in early-stage, growth-focused companies. Demonstrated ability to manage the full sales process independently, from initial contact to closing.
• Proven ability to target and engage decision-makers across various departments (e.g., HR, operations), with bonus points for experience in compliance or safety management.
• Demonstrated skill in navigating complex sales, using curiosity-driven inquiry to uncover needs and present tailored solutions.
• Familiarity with leveraging sales analytics platforms to monitor KPIs and inform strategic decisions. Proficiency with CRM systems for tracking sales progress and maintaining accurate pipeline data.
• Proven experience in conducting virtual meetings, presentations, and negotiations. Proficiency with tools such as CRM platforms, and LinkedIn Sales Navigator.
• Knowledge of how to sell in markets where digital transformation is nascent and clients primarily use manual solutions (e.g., Excel, paper-based systems).

To speak in absolute confidence about this opportunity please send an up-to-date CV via the link provided or contact Ryan McMahon, Specialist Consultant on 02896 935 528.