You could be our next Business Development Manager

About Sapia.ai

Our mission is to build a fairer world through ethical AI.

We have built the world’s most inclusive and intelligent human-centric talent solution to innovate the hiring process and disrupt broken practices, especially in high-volume recruitment. We believe that every candidate deserves a fair chance at getting a job and that organisations increasingly care about interrupting the bias that exists in hiring and promotion.

In just over five years, we have built trusted partnerships with some of the most well-known and trusted consumer brands, who trust our AI solution to deliver better people faster and more fairly.

Sapia.ai is proud of its diverse and globally distributed team in Australia, UK and Europe. We are super passionate about building a talented workforce of individuals from different backgrounds, cultures and ethnicities. By building a strong remote workforce, we empower our employees to work their own hours and focus on outcomes, which helps people balance personal and professional lives. We love being scrappy and thrifty, and we never settle. If this mission and way of working excite you, then come and join us!

Learn more about the position

We’re looking for a Business Development Manager (BDM), responsible for driving revenue growth by identifying, pursuing, and converting new business opportunities. This role will focus on expanding Sapia.ai’s market presence through targeted outreach, relationship-building, and a deep understanding of customer needs within strategic sectors. The ideal candidate is a proactive, results-oriented professional who can leverage data-driven insights and product knowledge to align Sapia.ai’s solutions with client objectives, ultimately enhancing client outcomes and driving business success.

How about some specific responsibilities? 

Prospecting & Lead Generation

• Market Research: Conduct thorough market analysis to identify potential clients and high-opportunity industries aligned with Sapia.ai’s ICP (Ideal Customer Profile).
• Targeted Outreach: Develop and execute outreach strategies to engage and qualify new business opportunities.

Sales Pipeline Management

• Lead Qualification: Assess and prioritize leads based on strategic fit, potential value, and likelihood of conversion.
• Sales Process Execution: Manage the entire sales cycle from initial contact to well qualified opportunity to deliver as close as possible 100% conversion from handover to AE to close. 
• Forecasting & Reporting: Maintain accurate and up-to-date records in the CRM, providing regular updates on meetings to opportunity, pipeline progression, and key performance metrics.

Solution Selling & Product Knowledge

• Product Expertise: Develop and maintain an in-depth knowledge of Sapia.ai’s product suite, including unique features, use cases, and benefits.
• Consultative Selling: Understand client needs and demonstrate how Sapia.ai’s solutions can address their business challenges, drive efficiencies, and deliver ROI.
• Demo Coordination: Conduct engaging product demonstrations and presentations to key stakeholders, illustrating how Sapia.ai’s solutions align with customer goals.

Relationship Management & Customer Engagement

• Client Engagement: Establish and maintain strong relationships with decision-makers and influencers, acting as a trusted advisor throughout the discovery and qualifying process.
• Strategic Sales Management: Partner with the AE’s  to ensure a smooth transition from opportunity to close, supporting efficient sales 
• Feedback Loop: Gather and communicate customer feedback to internal teams, including Product and Marketing, to inform product development and marketing strategies.

Collaboration & Cross-functional Alignment

• Marketing Alignment: Work closely with Marketing to develop and execute campaigns tailored to target segments, ensuring brand consistency and message alignment.
• Sales Enablement: Collaborate with Product Marketing to develop and refine sales collateral, case studies, and other resources that support sales efforts.

What we look for from all our Sapians, irrespective of the role

Accountability is a core value of ours. You’ll hold yourself and others accountable for getting stuff done on time and to a consistently high quality. You embrace learning and feedback.

You own it when things don’t work out and you give credit to others generously. You are utterly customer-centric, you care about the customer and want to make a meaningful difference in their work life each and every day. You amplify the customer voice in all of our communications and marketing. You are flexible and ambitious – willing to do what it takes to work in a small growing team to achieve our goals. You turn up to work and you are ‘all in’. Great cultures come from great teams; you recognise that by helping others and putting the team above the individual. You do the right thing by the customer and your team members – every time 👏.

About Sapia.ai:

Our mission is to build a fairer world through ethical AI.

We have built the world’s most inclusive and intelligent human-centric talent solution to innovate the hiring process and disrupt broken practices, especially in high-volume recruitment. We believe that every candidate deserves a fair chance at getting a job and that organisations increasingly care about interrupting the bias that exists in hiring and promotion.

In just over five years, we have built trusted partnerships with some of the most well-known and trusted consumer brands, who trust our AI solution to deliver better people faster and more fairly.

Sapia.ai is proud of its diverse and globally distributed team in Australia, UK and Europe. We are super passionate about building a talented workforce of individuals from different backgrounds, cultures and ethnicities. By building a strong remote workforce, we empower our employees to work their own hours and focus on outcomes, which helps people balance personal and professional lives. We love being scrappy and thrifty, and we never settle. If this mission and way of working excite you, then come and join us!

You could be the next Account Executive
Reporting Manager: CEO
Tools of trade: To be provided

Learn more about the position at Sapia.ai:

We are looking for talented and ambitious individuals who can prospect and then manage a very strategic sales process. This is a 100% solution sell. You are the trusted partner and advisor to your prospect, as most will be embracing AI technology for the first time, if not in their HR team, then in the organisation.
You should spend 100% of your time engaging with interested prospects, managing sales cycles to help potential customers evaluate our solution, and working with our CS team to ensure a seamless transition to our platform for new customers.

This is a pivotal role for Sapia.ai’s growth across the UK region, building on our strong customer base of some of the regions leading brands..

Okay, now how about some specific responsibilities?

Key Responsibilities:

• Hunt for opportunities in your allocated territory – this is a role for someone with hustle, not someone waiting for marketing to give you inbounds. You have a stable of amazing customers to leverage too for referrals
• Build and manage your sales pipeline in Salesforce relative to quota and targets and forecast with the right combination of ambition and reality
• Own the sales cycle from initial discovery and demo, to contract signature
• Consistently attain and overachieve quota on an annual basis
• Become a product expert across our entire platform and understand our competitive landscape
• Work closely with CSM team to ensure a smooth transition for new customers
• Partner with marketing on campaigns & events to build brand awareness in your target market,
• Engage and collaborate with prospects at all levels (from Talent Acquisition leads to C-level executives),
• Leverage the systems we have invested in to make you productive and efficient – Salesforce, Salesloft, Gong, Paperflite, etc
• Help us maintain our position as a leading innovator in the people space by sharing feedback from prospects with product religiously

What awesomeness will you bring?

• 4 years of sales experience, particularly in SaaS selling B2B Enterprise
• Experience carrying a $1,000,000 annual quota
• Experience of success (top 10% of sales org)
• Experience selling assessments or enterprise sales experience in the HR sector.
• You are relentlessly curious- curious to understand how our ground-breaking technology works to solve our customer’s problems and curious about their world and their challenges,
  ●You are self-organised with a passion for progress over perfection, whilst keeping an eye on the details,
  ●You thrive in a fast-paced environment and work proactively to learn and optimise skills to succeed
  ●You are a team player.

What we look for from all our Sapians, irrespective of the role!

Accountability is a core value of ours. You’ll hold yourself and others accountable for getting stuff done on time and consistently delivering high quality. You embrace learning and feedback.

You own it when things don’t work out, and you give credit to others generously. You are utterly customer-centric, you care about the customer and want to make a meaningful difference in their work life each and every day. You amplify the customer voice in all of our communications and marketing. You are flexible and ambitious – willing to do what it takes to work in a small growing team to achieve our goals. You turn up to wor,k and you are ‘all in’. Great cultures come from great teams; you recognise that by helping others and putting the team above the individual. You do the right thing by the customer and your team members – every time 👏.