Director of sales & business development job description

Hadrian - Manufacturing the Future

Hadrian builds software-defined high precision component factories for the top aerospace companies in the world. After a successful customer beta phase, we are substantially scaling our operations to our second factory (based in Torrance) and are in the final stretch of building our core software engineering and product team from whom the future of Hadrian will be built upon. This team will leverage various current and advanced technologies and build custom in house software solutions to help improve, automate and scale the future of manufacturing in the U.S.

We are in search of individuals with the drive to augment manufacturing heping enable our engineers build complex, yet elegant software as well as the machinists who have a passion to push the trade forward.

We've raised >$100m to achieve this vision, with multiple rounds from Lux Capital, A16Z, Founders Fund, Construct Capital, Caffeinated Capital and more.

This role reports to the CEO, and partners with the Directors of Hadrian running Finance and Operations.

We have enormous demand at a transactional level and need a VP/Director level Sales Leader to engage with customers at the Director/VP/CEO level to drive large, 6-9 figure contracts as we transform the industry.

Hadrian has strong access to stakeholders at all Space / Defense / Semiconductor primes, and a clear path to turn proof of concept manufacturing at the business unit level into transformation programs at the VP/Director level at customers.

We are looking for a 0-1 leader who will manage and close our first $1m-$20m in large scale contracts, while working with internal engineering and technical support. After the first successful closing cycles, the leader will build out an Enterprise BD team of 1-4 people split across each Prime.

This person should be experienced in high dollar sales to Space & Defense primes, and could come from a Cloud Computing, ERP or Program sales background.

No manufacturing knowledge is necessary, but a strong understanding of sales cycles within Space / Defense primes is important, as well as demonstrated ability to sell large contracts into the Defense sector. The ideal candidate will also have the ability to engage strongly with our government relations partners to support our enterprise sales cycles.
What Hadrian can offer Greenfield opportunity with customers that currently spend $500m-$4b annually at existing vendors we are disrupting Ability to sell two "products" where we have fundamental speed and cost advantages over legacy competitors we are disrupting Strong brand awareness and momentum Gov. Rel & Technical support available to support BD operations Large equity and commission grants
Must haves Experience in opening and closing large dollar figure contracts into Space, Defense, Semiconductor Primes Understanding or interest in learning supply chain and manufacturing Can be from software, services or infrastructure sales background Creative seller who can go 0-1 without an established process High EQ and IQ with ability to grasp real pain points at a customer's business Ability to drive multi-year engagements with customers (eg: pick off one division, then 3, then entire company) Fast-paced and extremely hard worker Doesn't mind flying into customers or DC
Nice to have Existing experience selling Cloud or other large transformation programs into Space / Defense primes Founder mentality Ability to connect with blue collar factory worker and F100 CEO equally Previous Gov Rel or similar experience
We believe that the ideal BD hire comes from a cloud (GovCloud, Azure), supply chain services, Enterprise SaaS (ERP, Salesforce, Finance Services) or prime contracts background, but are primarily looking for a BD leader who can go 0-1 with Primes, and are very open to considering candidates from non-standard backgrounds.

ITAR REQUIREMENTS:

To conform to U.S. Government space technology export regulations, including the International Traffic in Arms Regulations (ITAR) you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.

We are looking for a hands-on sales leader who is experienced and comfortable with the global software services industry. The ability to work with geographically distributed teams, international exposure, and technical chops from the experience of the product or technical roles will be a big plus.

In this role, you will drive the sales of software development services among various business types, from Fortune 500s to funded start-ups. New engagements range from $150K to $1.0M in size when they come in and always have the potential to grow to long-term sustained relationships. We are highly rated on Clutch, and the newest business is driven by inbound leads, existing customers, and referrals. This is not a prospecting job - this is about turning inbound leads into software consulting engagements.

To turn leads into engagements, you will be responsible for responding to, scoping, estimating, proposing, and closing new business [as well as helping with account growth from our existing client base where possible and appropriate]. While this role will focus on business in the Americas, you're expected to maintain strong relationships with our EU and APAC business teams to drive joint sales opportunities.

To succeed, you need to understand the basics of a range of open-source software and how it can be applied to digitalizing business and consumer processes and digital innovation ideas. For application development, we primarily work in Python or Node on the backend and use other front-end frameworks such as React or Angular and modern DevOps tools such as Docker, Ansible, etc. We also have a thriving software integrations business in partnership with SoftwareAG, Dell Boomi, etc. Experience and knowledge in agile development and using agile tools and processes are also needed.

Here's What You'll Be Doing:Cultivate inbound leads by maintaining our CRM, forecasting and pipeline tracking (our current tool of choice is Pipedrive) Manage and own the creation and execution of NDA's, proposals, presentations, contracts (MSA's and SOW's), and other content to support the sales-to-engagement process.Scope and adequately identify the general shape and nature of a consulting engagement and software solution that will successfully meet client needs, in partnership with our digital practice leaders, product managers, technical architects, designers, and engineers.Create more business opportunities with existing clients. Our sales are mostly inbound: people come to us. And we grow by delivering on the expectations set during the sales process. Support our marketing team in the definition, planning, and execution of marketing efforts.Own manage and grow our new client pipeline with over $3-5M in deals in various stages

You have:10+ years of technical consulting / digital solutions & services sales experience where you were responsible for closing $2-5M of net new deals a year.Experience managing an ad hoc sales process: meaning the ability to discover and document a client's unique business environment, needs, technical capabilities, and budgets.Experience in sales of client services. Ideally, you've already worked in client services, especially software consulting, and know how to effectively pursue an engagement from initial contact through to delivery.Engagement, self-management, and motivation to win deals. While our current sales pipeline is solid, we want to improve both the quality and longevity of engagements.Enthusiasm for design and technology. We believe in design-led, product focussed, meticulously engineered solutions.Interest in marketing and sales automation. We believe inbound marketing and automation strategies (e.g. drip campaigns, automated email follow-ups…) are the new cold-calling.Travel as required to meet in person with prospective clients, team members and to attend marketing events such as conferences.Must live in the United States or Canada and be eligible to work in their country of residence, without limitation. US-based, remote candidates are considered as long as you are close to a major airport and are generally available to travel on short notice. Even better if you :Are curious. We're constantly learning new things, challenging each other, and discussing things in the open. We adopt new tools often and aren't afraid to change how we do things. We love that every day we get introduced to a discipline, profession, business, or whole industry that we never knew existed. Have the ability to participate in and lead high-level solution discovery sessions for clients and develop scope and solution approaches in collaboration with our design, technology, and product team members. Extremely capable of managing their calendar aggressively and efficiently, along with superior written / email communication skills.Any experience of P&L responsibility or credentials as an influencer and organizational leader will be helpful.

Benefits:Work-from-home flexibility.In-office lunches, snacks, and drinks.Annual company offsite event.Personal innovation fund (education reimbursement).Opportunities for international travel.Comprehensive health benefits.Competitive salary and bonuses.
About Kellton Tech

Kellton Tech is a publicly listed, CMMI Level 5, and ISO 9001:2015 certified global company, providing cutting-edge digital transformation solutions and services in strategy, consulting, digital, and technology. With our service vision “Infinite Possibilities with Technology” and specialized digital transformation skills across all business functions, we work at the intersection of business and technology to deliver sustainable business value to our clients.

We have a global workforce of 1500 employees that work together with clients-startups, SMBs, and Fortune 500 businesses-to drive innovation and deliver on our promises to stakeholders.

Ankura is a team of excellence founded on innovation and growth.

Role Overview

The Managing Director will be a part of our Ankura Business Development group aligned to our Joint Venture & Partnership practice. Ankura's Joint Venture & Partnership Practice is the world's leading advisor on joint ventures and non-equity partnerships - the result of its acquisition of Water Street Partners in July 2020. The practice advises clients around the world and across industries on joint venture and partnership transactions, governance, and restructurings.

Responsibilities:

+ Develop new revenue opportunities for Ankura; the primary target markets for this activity are C-suite executives and leaders within organizations

+ Build relationships and engage in activities designed to generate qualified leads, which will then be worked on in collaboration with Ankura practitioners

+ Support our national business development outreach initiatives which will require initiating and organizing meetings and phone calls with prospective clients, prepare letters and email, and participate in the preparation of sales collateral

+ Source and close new clients through referrals, cold calling, networking, and other means (tradeshows, regional organizations, etc.)

+ Build a productive pipeline and manage each phase of the sales process

+ Cultivate and maintain long term relationships with clients by delivering elite client service and engaging them by using knowledge of each industry and organization

+ Formulate sales plan to achieve monthly, quarterly, and annual sales targets

+ Generate daily outreach efforts to prospective clients

+ Develop an effective understanding of the capabilities, benefits, and competitive advantages of Ankura's Joint Venture & Partnership practice

+ Present Ankura's Joint Venture & Partnership solutions via one-on-one, group, online and in-person meetings

+ Set and manage client expectations while consulting with each client for best practices

+ Manage and control pricing and contractual issues

+ Travel (including multiple annual conferences, client meetings) - domestic and/or international

Qualifications :

+ Minimum 10 years of relevant business development work experience selling consulting services to target markets

+ Bachelor's degree from a top tier college/university; advanced degree preferred

+ Proven revenue generation of $4MM to $5MM per year in consulting and/or professional services

+ Excellent interpersonal and writing skills

+ Experience working within a matrixed organization of top consulting or professional services firm is a plus

+ Highly motivated, meticulous, and energetic individual willing to work within in a team structure

+ Close attention to detail, including careful record keeping regarding all sales activity

+ Maintains knowledge of available tools to improve efficiency, self-reliance, and effectiveness

+ Research: Advise on appropriate sources for use by the team to reduce research time and increase efficiency, including paid sites

+ Business Groups: Deep knowledge of the services provided by each practice area, organizational structure, and any conflict/relationship nuances specific them

+ Issue Resolution: Ability to resolve actual and perceived conflict issues with all levels of staff to allow for the highest level of acceptance without undue risk to the firm and/or its reputation

+ Coordinated Initiatives: Work with internal groups on firm wide projects to improve efficiency and/or user experience; may act as primary contact

Ankura is proud to be an equal opportunity employer committed to fostering a diverse and inclusive environment where mutual respect and collaboration is paramount. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity and expression, disability, protected veteran status, national origin, or any other legally protected status.