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Director of Business Development / Sales

Company: RampRate
Location: Santa Monica
Posted on: March 13, 2023

Job Description:

Title: Director of Business Development/SalesType: Full TimeLocation: Remote About RampRate / Syzygy Impact -(Impact Initiatives & Tech) -We create alignment of purpose, people & profit in tomorrow's leaders - both the names you know and the ones just getting started.Profit: We nurture and connect companies that will lead the most interesting markets in the world: the metaverse, Decentralized Autonomous Organizations, Web3, health tech, and psychedelics. -People: We look out for real people in the real world. We reward our employees, connect our partners, and make friends. We've spent 20+ years building trust and aligning incentives to make sure everyone in every deal feels whole.Purpose: We care about the environment, human rights, and equity. We measure carbon, protect natural resources, nurture startups that are founded on the right ideals, and nudge big companies toward cleaning up their acts. -We want you to become a connector in our ecosystem - working with interesting companies to find the right relationship between them and us and them and the rest of our ecosystem - and then solidify that relationship with the necessary agreements. -AlignmentWe have two divisions: RampRate and Syzygy Impact. -RampRate is nuts and bolts - a global business planning & tech sourcing advisory that identifies inefficiencies and extracts value from fixing them. - We've helped like Microsoft, eBay, and Intel drive strategy, create impact, and optimize their tech contracts since 2000. - -Syzygy Impact is altruistic. A startup consultancy, investment fund, and foundation funded in equal parts by cash & equity, it aligns teams, strategies, and ecosystems in aspiring unicorns. It scales bold ideas into market-leading companies. We're working with firms like Syntropy, Vatom, Redivider Blockchain and Social Stack, and helping them partner with the likes of XPRIZE, Verizon, AT&T, Microsoft, and 100+ others from the RampRate side.We prioritize relationships, responsibility, ingenuity, reciprocity, and integrity. Read our values at . Visit our websites at and . Our investment portfolio is . -Description of RoleReporting to the CEO, your goal in this ecosystem is to build connections that are stable and profitable. While hunter skills are always appreciated and rewarded at a premium, we already have a lot of the initial contacts needed to develop a healthy book of business - what we really need is someone whose zone of genius is process & follow-through to never let the ball drop and move the deal from an excited prospect to a signed contract & satisfied customer. -The primary job is business development for RampRate (20%) & Syzygy (80%). This includes qualification of deals - which are often investments as much as they are sales; identifying the right form of partnership for various leads; follow through on all opportunities; maintenance of clear CRM records in a best practices sales org; and some account management oversight past signature (although the delivery team will take over most responsibilities at that point).The secondary role is replicating these best practices within our clients - helping them set up effective sales processes and walking them through some initial deals as a business development consultant / practice lead.We are operating with a small team where most of your support will come from shared staff that have other jobs. Navigating their shifting availability, hiring temporary & permanent resources to augment the team, automating processes where possible, and pitching in as a versatile contributor who can draft her own presentation, proposal, or partner agreement when needed will be crucial to success.You will be responsible for:

Sales leadership
Full responsibility for setting and achieving revenue goalsResourcefulness in meeting sales objectives, including hiring, part-time help, automation, and streamlining processes -Develop and defend new approaches - new revenue models, ruthless qualification of existing leads, marketing & lead gen innovationsSales Operations
Integration and daily maintenance of sales / CRM systemAllocating sales engineering tasks to part-time support team & new hiresRunning a weekly meeting for all staff that touch salesSales forecasting, planning, budgeting, and quota reportingRegular pipeline updates to CEO and CFOReporting and measurement in real-time, monthly, quarterly and annual, as well as for key initiatives, category and industry progress, and customer analysisSales
Identifying new clients / opportunities from your networkCollaborating with analyst / delivery team to qualify leads and identify most appropriate form of partnershipDeveloping strategy, budget, and action plan for each qualified leadDetermining a high level approach to addressing client needs, including value proposition and cost / benefit analysisManaging the process through closeSales engineering
Customization of product/services messaging to specific customersDeal structuring, including contract negotiation, competitive pricing, and trade-offsMarketing -
Work with marketing & graphic design to develop and maintain sales collateral -Provide feedback on marketing & positioning from sales front linesCompetitive landscape understanding and response to competitive threatsPartner relationship management
Identify proper role & agreement type for each partnerNegotiate final outcomes within the boundaries of a partner agreement playbook (or escalate to exec management if exceptions are needed)If partnership is activated, communicate with CFO on any financial transactions (e.g. commissions to be paid from or to us)Business development practice lead
Advise Syzygy's startup clients on building successful sales processes & orgsHelp manage 2-3 initial deals with client team to demonstrate best practicesWhat we're looking for
4 year degreeStrong closing skillsA track record of building sales10-15+ years of experience & successfully meeting / exceeding quotasMaterial experience across a significant portion of the industries we target
Enterprise IT Infrastructure (hosting, networks, cloud, CDN, support services)Blockchain / Web3 (crypto mining, DAOs, Layer 1 chains, NFTs / metaverse)Emerging health care (personalized health; medical use of psychedelics / cannabis, nutraceuticals)A "rolodex" of relationships in these industriesDemonstrated success building strong relationships and structuring compelling business development dealsProven ability to interact with C-Level / senior managers with a focus on driving revenues, improving performance, and contributing to strategy beyond day to dayHands-on and resourceful, with a positive can-do attitude - instead of saying something is impossible, you'll tell us what investment we need to make to make it possibleWell organized, detail-oriented, with no task too small - the buck stops with youWhat You'll GainUnique perspective across projects and associated entities: you'll have a view across some of the most innovative technologies and projects on the cutting edge. You'll participate in them at the exec level and support the vision and strategy-setting for clients.Work with an exceptional team who have incredible experience, insight, and a visionary perspective on the future of technology, social impact, health care and more.Credibility and opportunity: We are collaborating with some of the largest companies in the world. Their trust and backing is underpinning the success of the startups we nurture. You get to be the matchmaker at many marriages between innovation and scale.Flexibility and growth potential: We build roles around the talents of our people - and seek for each person to be operating in their zone of genius. There is an open path to executive team partnership - we're perfectly happy if you spend 12 to 24 months in this role, hire your replacement, and then take on a larger leadership role within our organization or one of our portfolio companies.Target CompensationBase plus sales commission and bonus (bonus is composed of company and individual performance metrics). Pay range is $80K-$125K base, commensurate with experience, qualifications, and risk tolerance with a target of $175K+ including variable pay and no annual cap. Stock options in our equity after 90 days of employment; potential for earning stock and/or tokens from our clients as well. -BenefitsHealth insurance, eye/dental, life & disability, access to a 6% matching 401K program, vacation package and a way to balance work and life.Equal Opportunity EmploymentRampRate is an equal opportunity employer and contractor manager and will not discriminate against any applicant or employee based on actual or perceived race, color, national origin, alienage, citizenship, sex, pregnancy, sexual orientation, gender identity, transgender status, marital, familial, caregiver or partnership status, religion, age, disability, genetic information, status as a veteran or active military personnel in the uniformed services, arrest or conviction record, credit history, unemployment status, status as a victim of domestic violence, stalking or a sex offense, or any other classification protected by federal, state or local law. - ABOUT RAMPRATERampRate is a global advisory firm serving impact-focused organizations.Founded in 2000, we have been private, self-funded and profitable since birth.We cut our teeth by radically changing how IT services are bought and sold for the likes of Microsoft, eBay, Nike Merrill Lynch and CBS.Today, our scope has widened. Now, we solve a wide range of problems for high-tech companies.We are experts in:
  • Blockchain solutions.
  • Web3, Metaverse, DAOs, and decentralized governance.
  • Tech infrastructure
  • Digital media and entertainment
  • Wellness and healthWe solve problems by:
    • Connecting companies with advisors and partners.
    • Locating funding.
    • Finding and making deals.Over the last couple of years, we've realized it's time to dedicate ourselves not to just doing well, but to doing something great, and the current crisis has made this mission more urgent than ever. Our company has social impact and shared values as our number one priority. Our social impact initiative, Syzygy, helps enterprises align their operations and supply chains with the impact priorities of all stakeholders.Our team works remotely around the world.CREATING ALIGNMENT OF VISIONWhether it's between profit and purpose, cost and value of tech investments, service quality and RFP win rate, or strategy and execution. RampRate combines rational, data-driven frameworks with guaranteed commitments to real-world outcomes to help both existing market leaders and emerging players make the best decisions and reach their potential for changing the world.BIG INITIATIVES FOR BIG BUSINESSFor large enterprises, including Microsoft, ViacomCBS, Nike, eBay, and more than 100 others, RampRate has enjoyed a 20 year track record of:Reducing cost, risk, time, and the carbon footprint of IT supply chains;Building trajectory-altering strategic plans, andReplacing greenwashing with authentic social impact.SUPERCHARGING STARTUPSFor emerging leaders in tech, media, blockchain, and health, RampRate's Advance practice helps innovative & impact-focused CEOs kick down the obstacles to their world-changing trajectory.We help streamline operations, provide technical roadmaps, and go-to-market plans.We facilitate transformational relationships with Fortune 1000 partners, influential advisors, and foundational clients. RampRate's commitment to impact is woven throughout our organization, from the clients we take on, to the strategies we build for them. From our foundation, which funds self-sustaining impact initiatives and superstars in tech and healthcare, through to our tightly integrated ecosystem of clients and partners. Our goal is a new type of wealth - measured in millions of lives changed for the better rather than just millions of dollars earned.Powered by JazzHR

Keywords: RampRate, Santa Monica , Director of Business Development / Sales, Sales , Santa Monica, California

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