Head of Business Development

Strategy Support

• Support the CRO and Head of Marketing on sales and marketing strategy, primarily by surfacing market and customer trends
• Contribute to GTM plan measurement, ensuring results are tracked and delivered against target

Success Metrics

• Revenue contribution toward FY27 MRR target
• Active channel partner count and health/tier distribution
• Pipeline data quality and forecast accuracy (HubSpot)

Key Activities

• Leading sales and business development initiatives as delegated by the Chief Revenue Officer, with a key focus on building sustainable recurring revenue streams and robust client relationships. The role will be responsible for executing the GTM plans and ensuring that the relevant stakeholders fully informed of sales activity.
• Designing, maintaining and delivering excellent service and support for our channel partners, so they have all they need to sell our products.
• Leading and coaching the global Business Development team to manage and leverage the opportunity pipeline from channel partners, including identifying and qualifying new opportunities.
• Supporting the Chief Revenue Officer and Head of Marketing on sales and marketing strategy, primarily through surfacing market and customer trends.
• Keeping stakeholders, sponsors and customers updated on developments, opportunities & industry updates
• Maximising Snapper’s value and business reputation through partnerships
• Maintaining a clear understanding of customer needs, what we aim to serve and what we decide to not serve.
• Surface customer priorities and needs as part of product prioritisation and close the loop with customers/ prospects when these are delivered.
• Assisting customers by finding solutions to business needs/problems where these align with Product capability and direction.
• Understanding contractual requirements and proactively communicating changes or risks
• Developing and iterating on business development and partnership practices and playbooks, enabling the Business Development team to scale appropriately for each market
• Responsible for Go to Market plans being measured and that results delivered in line with these.
• Monthly Sales reporting internally and externally

Requirements for Success

• Proven experience in managing key customer and supplier relationships
• Confidence and capability to lead and motivate a team of professional sales and partnerships managers
• Proven experience in selling SaaS products and scaling GTM
• Experience in the Transport sector would be preferable
• More than 10 years business development and strategic sales experience / experience in working in a target-driven environment (or equivalent)
• Strong capability in managing a sales pipeline using CRM tools
• Experience in managing key customer and supplier relationships
• Experience in understanding customer needs and proposing solutions and services to meet these needs
• Strong empathy for the customer
• The ability to work in and adapt to a fast-paced and constantly changing environment

How We Want You to Do Well

• Providing leadership and direction to ensure the team meets Snapper’s revenue goals. You’ll be continually crafting and communicating the customer vision, progress and output within Snapper.
• To our customers you’ll lead the effective communication of the benefits of the service/product/features we provide. This will include helping produce client/supplier product collateral, including writing/reviewing customer communications.
• You will oversee the liaison and coordination between external and internal stakeholders, exemplifying the role of “Client Champion” across our partnership and business development initiatives to ensure our clients receive the best service/solution possible.
• You have ownership of key client accounts, including creating and maintaining account plans for Snapper’s key channel partners and customers. You’ll play a leading role in contract negotiations.
• Identification and research of market trends that present new opportunities. Contributing to new business tenders; helping design and deliver them in collaboration with Sales, Marketing, Operations, Design & Finance.
• You will be responsible for business development and partnership practices. You’ll continually assess the team’s performance against these and proactively adjust how the team operates to ensure we are operating at an appropriate level of maturity. This means ensuring the team is focused on consistent collection and monitoring of partner, customer and deal data in the CRM.