Job Description

Job Description

Job Description

At Spotlight, we specialize in transforming good companies into great ones through strategic investment and a deep commitment to operational excellence. Our unique, operationally active investment philosophy means we go beyond financial support, engaging directly with management teams to drive performance improvements and accelerate value creation. With a diverse portfolio of companies and a proven track record since 2007, we leverage our extensive investing and operating experience to optimize key business functions and unlock new growth opportunities. Our approach provides a stable foundation for long-term value creation, making Spotlight the ideal platform for companies—and careers—to thrive.Position OverviewAs the BDR Manager and Operating Partner at Spotlight, you will lead a centralized Business Development team that plays a pivotal role in driving the growth of multiple Spotlight portfolio companies. Your primary mission is to guide, manage, and develop the Business Development team to consistently meet and surpass the pipeline targets of each portfolio company, and in some cases full cycle sales revenue targets. You will focus on generating a high-quality, qualified pipeline through both inbound and outbound prospecting strategies. Emphasizing a metrics-based approach, you will enhance team performance by implementing data-driven methodologies, intensive coaching and advanced technologies. This strategy ensures precision in tracking progress and effectiveness, allowing for continuous refinement of processes. Additionally, you will collaborate closely with the marketing leaders of each portfolio company to optimize lead generation efforts. Under your strategic leadership, Spotlight is poised to maintain a top-tier, efficient, and scalable BDR operation that significantly propels the success of our portfolio companies.

 

Location
This is a hybrid position, open to US residents in the Denver, Colorado area.

Salary
$90,000 - $95,000 base pay plus a reachable $45,000 commission and bonus target based on performance. Responsibilities

• Design and implement a standardized outbound prospecting approach that can be systematically replicated across various portfolio companies, ensuring scalable, consistent meeting setting and pipeline generation.
• Utilize a rigorous, metrics-driven methodology to analyze each stage of the prospecting process, identifying bottlenecks and opportunities for optimization to increase meaningful conversations and conversion to meetings, pipeline and revenue.
• Manage inbound lead follow-up process for the BDR team, aligned with goals and objectives.
• Collaborate with marketing to create outbound campaigns, integrate with existing marketing programs, develop calling scripts, emails, and source contact data.
• Provide feedback to the marketing team to help refine lead scoring and account targeting methodology and prioritization criteria to ensure the BDR team focuses their efforts on leads and accounts with the highest potential for conversion.
• Foster a culture of continuous improvement within the BDR team by regularly reviewing performance data to drive strategic decisions and refine prospecting tactics, ensuring alignment with evolving market conditions and portfolio company goals.
• Conduct one-on-one and group coaching sessions to build confidence and provide developmental feedback.
• Lead by example in using a blend of analytical rigor and interpersonal skills to mentor BDRs, encouraging a balance between utilizing data for prospecting precision and maintaining genuine, persuasive interactions with prospects.
• Create, manage, monitor and refine BDR prospecting sequences to ensure the most effective approaches to drive qualified meetings.
• Spearhead initiatives to integrate new technologies and data tools that enhance the accuracy and efficiency of the business development process, while ensuring the BDR team remains adaptable and responsive to feedback and changes in the market landscape.

Requirements

• Bachelor's degree in Business Administration, Marketing, or a related field is preferred. Candidates without a degree should demonstrate equivalent professional experience in business strategies and practices.
• Demonstrated proficiency in a variety of prospecting techniques, including cold calling, with a proven track record of successfully growing a BDR team, increasing pipeline, sales and market penetration.
• Be proficient in Salesforce CRM and an expert in LinkedIn Sales Navigator and Outreach, able to troubleshoot issues and provide first line support to the BDR team.
• Skilled in data analysis, capable of utilizing advanced data manipulation techniques to forecast trends, optimize strategies, and inform decision-making processes.
• Deep understanding of business development performance metrics, with the ability to interpret data trends and adjust prospecting tactics to effectively meet targets.

Join Us: At Spotlight, your efforts will do more than contribute to our success—they will enhance our reputation as pioneers in strategic investment and operational excellence. If you are motivated by innovation, excellence, and a deep commitment to driving business growth, we encourage you to apply. Join us in shaping the future of our portfolio companies and maintaining our competitive edge in the market. Help us transform good companies into great ones through meticulous strategy and tactical expertise.

Equal Opportunity Employer Statement: Spotlight is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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