Business Development Manager (North America or EU) - 2 posts
hace 1 día
Sheffield
Business Development Manager, Ecosystem – EU / Rest of World OR North America Reports to: Senior Director, Business Development, Ecosystem Location: UK-based (hybrid with Sheffield base), with coverage of EU and Rest of World markets OR Canada-based (hybrid with Toronto base), with coverage of North America Start date: ASAP About Inpart Inpart is transforming how organizations identify, evaluate, and execute external innovation opportunities. Through our SaaS platforms, we support global Pharma, Biotech, and an expanding ecosystem of companies across Healthcare, AgTech, Materials, and other innovation-driven industries to find and structure the right partnerships faster and with greater precision. Reporting & Positioning Reports to: Senior Director, Business Development -- Ecosystem Role type: Quota-carrying Business Development Manager with primary focus on EU and Rest of World territories OR North America Role Purpose The Business Development Manager, Ecosystem -- EU / Rest of World OR North America is accountable for new revenue generation across Inpart's European and international Ecosystem OR North American markets with a dual and equal focus on: • Universities / Technology Transfer Offices (TTOs), • Biotech companies The role is accountable for: • Achievement of individual revenue target within assigned EU and Rest of World OR Northa American territories, • Full-cycle sales execution from prospecting through close, • Building and maintaining a balanced pipeline across both TTO and Biotech segments, • Navigating diverse cultural contexts and regulatory environments across multiple international markets Product Scope • Connect (TTO subscriptions) -- A research marketing platform to facilitate collaborations with industry, • Deal -- CRM and partnership management platform for TTOs and Biotech organizations Both products are sold across TTO and Biotech segments. Core Responsibilities 1. Revenue Generation & Sales Execution • Carry an individual revenue quota across both TTO and Biotech segments within EU and Rest of World OR North American territories, • Own and manage assigned accounts and territory with clear ownership boundaries, • Execute full-cycle sales activities: prospecting, discovery, demo, proposal and pricing, negotiation, and close, • Build and maintain a healthy, balanced pipeline with consistent weekly and monthly activity, • Manage sales cycles ranging from 1-6 months depending on customer size, geography, and complexity Accountability: Direct delivery of new ARR targets across TTO and Biotech customers in EU and Rest of World OR North American markets. 2. Market Development: TTOs & Biotech Across Multiple Regions • Develop deep understanding of both TTO and Biotech buying processes across different European and international OR North American markets, • Build relationships with senior stakeholders including Heads of Technology Transfer, Innovation leaders, and Biotech BD executives across diverse geographies, • Articulate clear value propositions for technology/asset visibility, partner discovery, and deal flow management in local contexts, • Adapt sales approach based on customer maturity, regional budget cycles, cultural nuances, and organizational structures, • Identify and pursue strategic opportunities within assigned territories, with ability to prioritize across multiple markets, • Navigate language differences and work effectively with customers in multiple European and international OR North American markets 3. Pipeline Management & Forecasting • Maintain accurate and up-to-date CRM records (Salesforce or equivalent), • Provide weekly forecasts with clear visibility into deal stages, timelines, and risks across multiple geographies, • Track and report on key sales metrics including pipeline coverage, win rates, and sales velocity by region, • Ensure consistent qualification of opportunities using established frameworks 4. Collaboration & Feedback • Partner with Marketing to optimize lead generation and campaign effectiveness for international markets, • Provide structured feedback to Product on customer requirements and feature requests from diverse markets, • Share competitive intelligence and market insights with leadership, particularly regional differences, • Collaborate with Senior Director and peer BDM to share best practices and support team success Success Criteria • Achievement of individual revenue quota (ARR targets), • Balanced pipeline contribution from both TTO and Biotech segments, • Consistent forecast accuracy and deal quality, • Strong pipeline coverage (minimum 3-4x quarterly quota), • Positive customer feedback and reference-ability across multiple markets, • Effective territory coverage and account penetration across EU and Rest of World OR North America, • Strategic market prioritization demonstrating understanding of regional opportunities Qualifications & Experience Required: • 3-5+ years of B2B SaaS sales experience with consistent quota achievement, • Proven track record selling across multiple European and/or international markets OR North American markets dependent on the role applied for, • Experience managing full sales cycles from prospecting through close, • Strong understanding of pipeline management, forecasting, and CRM discipline, • Excellent communication, presentation, and negotiation skills, • Cultural awareness and ability to work effectively across diverse markets, • Self-starter with ability to work independently in a hybrid environment, and attend the relevant office on a regular basis (frequency to be confirmed), • Based in UK, ideally Sheffield area OR in Toronto with ability to travel for customer meetings and conferences across Europe and internationally or North America Preferred: • Experience selling into Life Sciences, Healthcare, or Research/Academic markets, • Familiarity with technology transfer, innovation commercialization, or biotech BD processes, • Background selling workflow, CRM, or deal management software, • Experience working in early-stage or high-growth SaaS companies, • Knowledge of European OR North American innovation ecosystems and university structures, • Additional language skills (particularly German, French, or Spanish) dependent on role applied for What We Offer • Competitive base salary plus uncapped commission structure, • Remote-first work environment with flexible working arrangements, • Professional development opportunities and clear career progression, • Opportunity to shape the go-to-market strategy in a growing segment, • Work with innovative technology addressing real-world challenges in innovation and partnerships, • Exposure to diverse international markets and cultures