Director of Business Development

Company: Kalamuna Inc
Location: Palo Alto
Posted on: October 31, 2024

Job Description:

Kalamuna is a group of artists, mathematicians, technologists, punsters and history buffs who were just as likely to major in the humanities as in computer science. While we've got serious chops, we're less concerned with technology and design for their own sakes and more concerned with how to use them to make an Internet that improves people's lives.Tell compelling stories and drive meaningful impact-join us as a Sales Leader. You'll leverage your experience in the educational, government, and nonprofit sectors to develop and maintain relationships with mission-driven organizations in need of digital transformation. As a trustworthy and authentic storyteller you will help lead prospects to choose Kalamuna's solutions in web strategy, design, and development. Your written and verbal communication skills will articulate our value proposition and build meaningful client relationships and drive new business.Kalamuna is a well-established, dynamic 30-person digital agency with clients across the US and Canada. You'll work closely with Leadership and report to the CEO, collaborating directly with the accounts team and subject matter experts to deliver successful delivery of pitches and proposals. As a collaborative sales leader, your focus will be growth-focused, with an aptitude to translate market insights into strategic, actionable recommendations to grow the business.Targeted salary range of $95,000-$110,000 with an 80/20 base-to-bonus split, plus additional commission.Candidates for this full-time (40h/wk) remote position must reside in the US or Canada.What You'll Do

• Develop and execute strategic sales plans to meet company growth targets
• Work with marketing to develop effective sales materials and campaigns
• Drive new business and outreach initiatives, seeking out and nurturing new client partnerships
• Ensure effective lead generation and qualification across all lead sources for optimal pipeline size, quality, value, and appropriate fit
• Conduct discovery calls, present proposals, and negotiate contracts
• Own and optimize efficient processes for the creation of estimates, proposals, and presentations
• Help formulate productized service offerings and lines of business, and help account managers deploy them
• Build and maintain relationships with new and existing clients to foster long-term partnerships
• Represent Kalamuna at industry events, conferences, and networking opportunities
• Maintain an accurate and up-to-date sales pipeline in Hubspot and maintain data that promotes timely reporting and informs decision-making
• Grow and manage the sales team's activities and workstreamsQualifications
  • 5+ years of experience in a sales leadership role where selling services in an agency setting was your primary focus
  • Proven track record of B2B sales success and negotiation, especially within mission-driven organizations in our key sectors, such as education, government, and nonprofit
  • Experience writing winning RFP responses for large institutional client opportunities
  • Strong understanding of web design, UX, and open-source platforms like Drupal and WordPress
  • Excellent communication and presentation skills with the ability to tailor messages to different audiences
  • Proven experience understanding customer needs, pain points, and using a consultative approach to sales
  • Experience managing leads and a sales pipeline and maintaining a tidy CRM
  • Technical savviness and the ability to suggest and integrate new software tools and processes to facilitate sales operations
  • Experience using leading AI tools (like ChatGPT) to streamline and improve efficiency of reviewing documents, producing sales materials, and automating workflows
  • Ability to work independently and collaboratively in a distributed teamBonus Points
    • Technical curiosity or familiarity with web development processes
    • Understanding the products and services of platforms like Acquia, Pantheon, Platform.sh, or WPEngine
    • Proficiency in French or other languages
    • Familiarity with the broader software ecosystems like CRMs, donation pages, marketing automation, personalization technologies, analytics, etc
    • Passion for open-source technology and digital accessibilityWorking With UsKalamuna is driven by a civic spirit to help socially impactful institutions, nonprofits, and governments better communicate with constituents and do right by the people they serve. We bring digital communications to life for organizations as varied as Fair Trade USA, the American Foundation for the Blind, the Environmental Defence Fund, the Smithsonian, UC Berkeley, Stanford, and the Fine Arts Museums of San Francisco.Kalamuna's mission is to empower our clients with the research, strategy, design, and technology that will transform their organizations to better serve the needs of their audiences and communities. Kalamuna aligns itself in this manner to make each of our client's missions our mission. We seek to be impactful, not only for our clients and partners but for the social good of our communities.We're committed to your excellence and continued development; we're in this together. Kalamuna offers many benefits, including paid holidays, PTO, paid bereavement leave, parental leave, health insurance, long and short-term disability, a continued learning & travel stipend, an equipment fund, and retirement funds with 3% match. We offer flexibility in work hours and accommodations. When pandemic-free, we organize company-wide gatherings like team building workshops, conferencing, and additional fun.We're looking for individuals with a broad range of interests and experiences to be their authentic selves. Your story, your passion is what interests us most.Commitment to DiversityKalamuna is committed to eradicating institutional discrimination and bias and to uplifting the lived experiences of all underrepresented communities.As such, Kalamuna welcomes applications from all backgrounds, particularly from people of color; women; LGBTQ2S+ people; immigrants or refugees; people who are differently-abled; and people from low- or moderate-income backgrounds. Kalamuna is an equal opportunity, affirmative action employer and does not discriminate in its employment decisions on the basis of race, creed, color, ethnicity, national origin, religion, sex, sexual orientation, gender expression, age, height, weight, disability status, veteran status, military obligations, marital status and policy party affiliation, or on any other basis that complies with applicable laws.If you're a recruiter or agency, please don't contact us. No exceptions.
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Keywords: Kalamuna Inc, Fremont , Director of Business Development, Executive , Palo Alto, California