Director of Business Development

Piano Overview

Piano's Digital Revenue Optimization solution helps digital services grow revenue by better understanding and influencing their customers' behavior. Piano unifies analytics, segmentation, and commercial personalization in one AI-driven application, enabling sites and apps to efficiently maximize the value of every user visit. Headquartered in Amsterdam with offices in the Americas, Europe, and Asia-Pacific, Piano serves a global client base including the BBC, Deutsche Telekom, Nikkei, AXA and the Wall Street Journal.

For more information, visit piano.io.

Position Overview

As our Director of Business Development at Piano, you'll be responsible for managing a team responsible for engaging with our target buyers to generate new business opportunities for the Piano sales team. In this role, you will oversee prospecting and outbound campaigns to set the stage for effective sales discussions and future account growth. Your primary focus will be delivering high-fit, qualified pipeline for the Piano sales team across key industries.

You'll be leading a global team of Business Development Associates (BDAs) to create an open feedback loop between Business Development, Marketing, and Sales to deepen our understanding of industry trends, intent signals, and grow qualified pipeline globally.

Your primary success metric will be the amount of qualified pipeline your team generates per quarter. Secondary evaluation criteria will include
1) how effectively you align Sales' target industries per region with outbound pipeline;
2) your coaching and recruiting strength and continued evolution of BDA growth; and
3) the quality of pipeline created.

Key Responsibilities

* Own the global outbound motion, including segmentation, account selection, and prioritization in tandem with Sales and Marketing.

* Write, launch and optimize multi-channel outbound programs for your team of BDAs, including email cadences, phone scripts, Linked In, events, etc.

* Work closely to lead by example and coach your team of BDAs to consistently meet or exceed individual quotas for qualified pipeline across the Sales team.

* Establish and enforce handoff criteria and SLAs between BDAs and Sales to ensure pipeline quality, conversion efficiency, and downstream acceptance.

* Maintain weekly and quarterly forecasts for outbound pipeline contribution, working in Salesforce with our Re Ops team.

Qualifications

* Experience:

Required minimum of 4+ years in sales with proven results from previously held BDA/SDR roles personally, and 1+ year leading a team.

* Results-driven:
Clearly established quota attainment in previous roles, with examples of how you and your team achieved target goals.

* Software knowledge:
Salesforce, Gong experience required;
Clay knowledge is a plus but not required.

* Industry knowledge:
Familiar with digital behavioral analytics is a plus, but not required. Experience working in healthcare or banking sectors are a plus.

* Location:

Philadelphia, PA.

* Language:
Fluent in English.

Perks at Piano

* Unlimited PTO

* 95% healthcare coverage

* Stock options

* Free daily catered food in the office

* Free gym in the office

* Commuter benefits

* Unlimited healthy snack, coffee, espresso, and soft drinks in the office

* Team events and happy hours

Applicants for this position should have authorization to work in this jurisdiction without sponsorship from the Company.