Business Development Lead

Key responsibilities

• Learn the work deeply. Build a real, working understanding of Digital Foundry's experience and services, enough to hold a credible conversation with a senior technical or business buyer and to know when to involve our consultants
• Be our presence in the community. Identify the events, conferences, and communities where our buyers actually are, show up consistently, and represent Digital Foundry well in those rooms
• Build genuine relationships. Develop real, lasting relationships with potential buyers, partners, and referral sources across the Bay Area technology and industry landscape
• Convert relationships into pipeline. Turn those relationships into warm introductions and qualified opportunities for Digital Foundry leadership and consultants. Follow through is the job; the deal is made in the follow-up, not the event
• Support the sale over a long cycle. Stay engaged with leadership and consultants as qualified opportunities develop, which can take many months in our business
• Maintain accuracy. Maintain accurate relationship history, opportunity quality, and deal status in HubSpot
• Bring the market back to us. Share what you learn from the community to help shape our positioning, sales, and marketing

Qualifications

• A natural relationship-builder who is genuinely energized by meeting people and credible in a room
• A track record of generating business, opportunities, or partnerships through relationships, networking, and events
• The ability to learn a technical or professional-services offering well enough to speak credibly with senior decision-makers. You do not need to be an engineer, but you do need to be coachable on the substance and honest about the limits of your knowledge
• Disciplined, relentless follow-through. The strongest networkers we have met are the ones who follow up better than anyone, not just the ones who show up
• Strong written communication for that follow-up, and strong presence in person
• Comfort with long, consultative sales cycles and with selling custom or professional services rather than off-the-shelf products
• Based in the Bay Area and plugged into, or able to quickly plug into, the local technology and industry community
• Self-motivated, organized, and disciplined about CRM hygiene
• Willingness to travel and to attend events outside standard business hours, including some evenings
• Ability to work collaboratively with cross-functional teams

Compensation

Compensation at Digital Foundry varies based on location, role, skill, and experience. In compliance with California law, Digital Foundry provides a reasonable target base salary range of $70,000 – $100,000, plus a variable compensation structure. Variable compensation is designed to reward quality, not raw activity. It is tied to qualified opportunities you source against a defined qualification standard, with an additional kicker on revenue from engagements you source that close. Details of the variable plan are shared and discussed during the hiring process.

Benefits

Benefits include: Comprehensive medical, dental, and vision coverage, Matching 401(k) retirement program, Up to three weeks of time off in your first year

Location

Our office is in Tiburon, CA, a short drive or ferry ride from San Francisco. This is a relationship and field role, so you will be out in the community often, but we are looking for a local candidate who can also work from the Tiburon office, with flexibility as the role requires.