Esper is experiencing hyper growth! We’re the industry’s first DevOps SaaS platform designed to provide a simple, safe, and secure way for engineering and DevOps teams to release applications and manage smart Android devices. Our device infrastructure enables developer, mid-market orgs, and enterprise fleets of 100,000+ devices to deliver their software as a service. Esper has rapidly-growing global customer adoption among some of the world’s most innovative major brands in retail, hospitality, logistics, and healthcare.

About The Role

We are looking for a Senior Director of Business Development to take ownership of maximizing our high growth plans by running a well-oiled machine and maintaining operational rigor for the team. We have an innovative, leading edge product that we know improves the businesses and lives of our customers. We need someone to help us continue to expand on our past efforts, especially as we think about launching new partnerships and alliances. It is essential for us that you’ve managed large relationships and worked in Enterprise B2B SaaS.

Why This Role Is Unique

This role needs a person who has experience at a startup, while at the same time has prior deep experience managing large partnerships. She/He will be responsible for building a significant portion of the channel revenue and should be comfortable initiating and establishing new relations in various geographies. Being comfortable with selling technology and having a strategic view of the evolving marketplace are paramount.

What You'll Be Doing

• Landing new deals is important, but a big focus will also be on expansion. You’ll be expected to increase win rates and expansion velocity.
• Focus on building and improving processes in order to maintain operational rigor and efficiency
• Drive company efforts in development of channel strategy
• Ownership and implementation of a playbook
• Contribute to the development of a partner program
• In your first 15 days your main focus is to observe & learn. 
• By 30 days you are doing the job, running the meetings, etc.
• By 60 days you are making recommendations and potential changes are starting to happen.
• Rough weekly distribution of time: 60% account(s) development, 20% strategic (leadership activities, cross-functional work), 20% delivery (contracts, prep work)
• Drive Strategic Pursuits: managing the assessment and selection of opportunities where we intend to build > $1M opportunities, tracking the set of activities (Account Based Marketing, Account Development Workshop) and progress of the opportunities.

What We're Looking For

• Managed alliances and enterprise relationships 
• Understands the channel: OEM/ODM, System Integrators, ISVs, Resellers, VARs and MSPs
• Enterprise B2B sales experience
• Familiar with the SaaS leadership model: Land, Adopt, Expand, Retain
• Use of Salesforce or similar CRM
• Understanding of powerful, modern tools and owning the toolsets
• Being a self sufficient and hands on leader
• Disciplined and accountable
• Good with tools & data; metrics to move the needle
• Collaborative - you make compromises and work with people to come up with a plan
• Familiarity with named accounts and partnering with marketing
• Strategic thinking
• Excellent presentation and communication skills
• Excellent knowledge of Sales Methodologies
• Well organized and analytical skills
• Experience within a large organization, ability to work in a matrix environment
• Management experience
• Advanced University Degree or equivalent
• International work experience

What we think makes us special

Esper is a fast-growing, well-funded company where everyone matters and you can see your impact daily. We trust our teammates and offer intense ownership and therefore accountability. We’re inventing the future and building something special. The team really enjoys what we do and cares about your input. We don’t hire just to fill a spot, we want you to make a difference. 

As you help us build this special company, Esper will take care of you. We offer flexible vacation, regular hack-days, competitive pay and benefits, and room for advancement. We hire capable veterans so we avoid the drama and trust in each other’s work. Our worldwide footprint mixes different cultures for a unique experience. We also like to have fun because we play just as hard as we work.