Head of Business Development & Sales

About Five Jars

Five Jars is a US-based digital product and engineering company with a distributed team across the United States and Europe.

For nearly ten years, we have designed, built, integrated, and supported complex digital platforms for nonprofit organizations, membership-based organizations, cultural institutions, healthcare organizations, and other mid-market clients.

Our experience includes:

• digital platforms and customer-facing products;
• CMS-based ecosystems;
• custom integrations;
• portals and self-service experiences;
• web and mobile applications;
• managed support and platform development;
• our own SaaS products, Screen Pulse and Deyra.

We are now evolving our commercial direction. While web development remains part of our business, we intend to place greater emphasis on digital products, integrations, platforms, automation, managed services, and recurring product revenue.

We are looking for a hands-on commercial leader who can own this transition from the business development and sales side.

Develop and execute a practical lead-generation strategy across Five Jars’ service and product directions.

Responsibilities include:

• defining and refining ideal customer profiles, buyer roles, target-account criteria, and priority markets;
• researching new industries, market segments, accounts, partners, and commercial opportunities;
• building targeted account lists and identifying relevant decision-makers;
• personally executing targeted outbound activities during the initial stage of the role;
• developing personalized outreach through email, Linked In, referrals, industry communities, events, and other appropriate channels;
• responding to and qualifying inbound leads;
• reactivating previous leads, stalled opportunities, former clients, and existing relationships;
• identifying expansion opportunities within the existing client base;
• developing referral, technology, agency, and industry partnerships;
• working with the company’s marketing resource to improve landing pages, case studies, campaigns, sales materials, and inbound conversion;
• testing different messages, offers, industries, buyer segments, and acquisition channels;
• tracking channel performance from initial contact through qualified opportunity and revenue;
• identifying why previous lead-generation activities did or did not work;
• discontinuing low-performing activities rather than optimizing for outreach volume;
• establishing a repeatable lead-generation process that can later be delegated or scaled through additional hires or external resources.

The objective is to create a consistent flow of qualified opportunities – not simply contact lists, email volume, booked meetings, or other activity metrics.

Take responsibility for opportunities from initial contact through contract signature.

This includes:

• responding to inbound leads;
• generating and researching targeted outbound opportunities;
• qualifying leads against agreed ICP and commercial criteria;
• running discovery calls;
• identifying business goals, problems, stakeholders, budget, timeline, and decision process;
• shaping the commercial solution;
• preparing proposals, estimates, presentations, and follow-up materials;
• handling objections and negotiations;
• maintaining momentum and clear next steps;
• progressing opportunities through to close.

You will be expected to independently close standardized and lower-complexity opportunities without requiring a founder to participate in every call.

Review the existing commercial process and identify where opportunities are being lost.

Responsibilities include:

• auditing recent leads, proposals, and lost opportunities;
• conducting win/loss analysis;
• identifying…