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Director of Business Development Sales Team

Gro Intelligence

Gro Intelligence

Sales & Business Development
New York, NY, USA
Posted on Wednesday, March 1, 2023

Gro Intelligence is tackling two of the biggest problems facing the world today: food security and climate change. We understand and quantify the complex interplay between food, weather, trade, agriculture, and macroeconomic conditions in a world upended by climate change, a growing population, and more. The team at Gro has built a platform that allows businesses, non-profits, and governments to better plan for and adapt to these changes. With offices in Nairobi, New York, and Singapore Gro has the financial backing of prominent investors such as TPG Growth, Intel Capital, Data Collective, and GGV. Gro is a diverse, intellectually curious team of technologists, scientists, and business professionals united by a shared commitment to build AI that addresses agriculture, food, and our climate on the most fundamental level.

As Gro Intelligence expands and focuses on customer growth, we are seeking an experienced sales leader that will be responsible for building and leading a Demand and Lead generation sales business function.

This role requires excellent cross-functional collaboration skills and a deep understanding of prospecting customers and the selling process. As the leader of this business unit, you will be responsible for building a strategy that aligns with sales growth expectations, including finding and creating sales leads, acquiring new logos, expansion within existing accounts, and driving a competitive win strategy that is aligned with the account sales executives.

What You'll Do

You will be responsible for generating and managing a pipeline and working with dedicated sales executives to prospect and gain new customers and increase revenue with existing accounts. You will lead a team of Business Development Representatives (BDRs) focused on lead and demand generation activities and selling Gro’s platform cross-vertically, as well as leveraging and expanding existing relationships.

  • Achieve, or over-deliver, on pipeline generation activities and an annual sales target with quarterly and monthly accountability
  • Establish BDR objectives by forecasting and developing annual KPIs and projecting expected qualified pipeline volumes for existing and new products
  • Manage daily metrics to ensure sales targets, pipeline growth, and employee performance in support of company growth targets
  • Deliver strategic leadership for top of the funnel sale processes and work closely with other leaders across the business
  • Own the onboarding process for new BDRs
  • Use proven performance management processes to ensure BDRs are successful
  • Responsible for tracking, updating, and communicating key project and performance deliverables and timelines
  • Work across the sales, partner, marketing, and product teams to aggregate deal information, disseminate updates, and escalate timeline conflicts
  • Manage and deliver weekly reporting updates
  • Engage with product, marketing and customer support teams in support of sales activities when extra support is needed
  • Foster a great work environment

What We're Looking For

  • 5+ years leading Inside Sales and/or BDR teams selling Cloud/SaaS-based solutions, preferably in one or more of the following industries:
    • Financial Services
    • CPG
    • Agribusiness
    • Public Sector
  • Proven record of quota attainment
  • Effective management and coaching skills to help team grow and prosper
  • Understanding and usage of sales methodologies (e.g. MEDDPICC, Command of the Message)
  • Ability to thrive in a fast-paced environment
  • Strong customer presence
  • Excellent written and verbal communication skills
  • Deep intellectual curiosity about our product and understanding our customers’ motivations
  • Ability to work and strategize in ambiguous situations
  • Strong ownership mentality
  • Solid grasp of technical concepts - you have to be able to explain our platform and be able to think strategically how to solve problems
  • Experience using Hubspot or similar CRMs and analytical tools

Compensation

The salary range for this role is expected to be $150,000 - $190,000 plus bonus. Other compensation for the role includes equity, a generous PTO policy and health, vision & dental insurance.

Gro was founded in 2014 and currently has offices in Nairobi, New York, and Singapore. The company was built on diversity and the knowledge that artificial intelligence is only as good as the human intelligence behind it. Gro’s team represents the world it is modeling. At the company, we speak more than 27 languages and we comprise a wide range of experts, from agronomists and crop scientists, to mathematicians, engineers, data scientists, market research analysts, designers, historians, and philosophers. Our culture fosters collaboration between people of extremely different backgrounds that allows us to accomplish things that would otherwise seem impossible.

Gro Intelligence is proud to be an equal opportunity employer and will consider all qualified applicants regardless of color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or family status, disability, gender identity or expression, veteran status, actual or presumed belonging to an ethnic group, or any other legally protected status. If you have a disability or special need that requires accommodation, please let us know.

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