Vice President, Business Development

About the role

Alternative Payments is on the lookout for a Vice President of Business Development who will spearhead the outbound sales strategy specifically targeting the Managed Service Provider (MSP) and Accounting sectors. In this pivotal role, you will be tasked with crafting and executing effective outbound sales methodologies while ensuring that the Business Development Representative (BDR) team consistently achieves high performance metrics. This position is essential for the growth and enhancement of our financial operating system tailored for small and medium-sized enterprises.

Key facts

What you'll do

• Drive the success of outbound sales initiatives within the MSP and Accounting sectors by pinpointing effective strategies and addressing areas that require improvement.
• Create detailed outbound playbooks for each target market, incorporating techniques for signal-based targeting, designing outreach sequences, and developing cold calling frameworks alongside email messaging that resonates with specific buyer personas.
• Implement structured operational routines, set activity benchmarks, conduct pipeline evaluations, and establish performance management protocols for the BDR team.
• Partner with the Marketing, Partnerships, and Events teams to ensure alignment and enhancement of outbound sales efforts.
• Collaborate closely with the Head of New Markets to formulate go-to-market strategies for new verticals, identifying target audiences, crafting sales pitches, and outlining outbound activities and pipeline goals.
• Develop and scale outbound processes for mid-market and enterprise clients, complementing existing strategies aimed at small and medium businesses.
• Analyze market trends and customer feedback to refine sales tactics and improve overall team performance.
• Foster a culture of accountability and continuous improvement within the BDR team, ensuring they are equipped with the tools and knowledge necessary to succeed.

Requirements

• A minimum of 5 to 10 years of experience in B2B SaaS or fintech sales, with a strong focus on establishing or managing outbound sales programs across various market segments.
• Proven expertise in developing effective outbound playbooks that include signal-based targeting, cold outreach sequences, and call frameworks that successfully generate meetings.
• A track record of enhancing BDR performance through strategic process improvements, accountability frameworks, and well-planned outbound strategies, rather than merely overseeing personnel.
• Experience in a company generating between $3M and $20M in Annual Recurring Revenue (ARR) where foundational sales systems were still being established.
• Familiarity with Salesforce, Apollo, and Instantly as essential tools for sales management.
• Documented success in leveraging AI technologies to enhance team productivity and achieve quantifiable results.

Nice to have

• Knowledge of the MSP or Accounting sectors, as well as experience with private equity-backed consolidations or automation in payments/accounts receivable.
• Background in crafting outbound strategies across multiple verticals simultaneously.
• Proficiency in outbound tools beyond Apollo, including intent data platforms, enrichment tools, and deliverability monitoring solutions.
• A history of mentoring or coaching BDRs who have progressed into Account Executive positions.
• Personal experience in closing deals in new markets where the organization had no previous footprint.

Skills & tools

• Proficient in Salesforce for customer relationship management
• Experienced with Apollo for sales engagement
• Familiar with Instantly for outreach automation
• Knowledgeable in AI tools that enhance operational efficiency

Practical notes

• Candidates must possess the legal right to work in Canada.
• This position is hybrid, requiring at least 4 days per week in the Toronto office.
• The role offers a range of benefits, including equity opportunities, unlimited paid time off, and an annual stipend for learning and development.

In this role, you will play a crucial part in shaping the future of Alternative Payments by driving growth and innovation in our sales strategies. If you are a results-oriented leader with a passion for business development and a proven track record in the fintech space, we encourage you to apply and join our dynamic team.

About the company

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