That’s where you come in …

The Business Development Representative will hold a key position in the development and growth of our sales pipeline. More than an average SDR, this role will be successful through the use of various new sales tech stack platforms, intent data, and personalized outreach in order to fuel the continued growth and evolution of Richardson. You will support Senior Account Directors as you identify new contacts and opportunities at the prospect and customer level. You will help to identify the customer’s unique needs and clearly convey the value of Richardson’s solutions. You are responsible for both (1) establishing outbound, account-based outreach using intent data from various sources in the marketing and sales tech stack and (2) for nurturing inbound marketing contacts that are in very early sales stages, often with no defined need.  With a goal of creating more qualified leads for the sales organization, you will master what accounts are in the buying cycle, what prospects are active, and maintain contact with the prospects (and/or customers) until they are ready to meet with a senior account director. Once you get that signal, you then work to feed all relevant information to a member of our sales team so we can create the best solution and win a client. 

The ideal candidate shares our passion for relentless pursuit of excellence and brings best-in-class ability to engage with prospects and provide a thoughtful approach to lead hand-offs.  The ideal candidate will have the potential to grow into a future Account Director position managing large key accounts with one of the best renowned sales companies in the world!

Primary Responsibilities:

• Research and understand market and industry trends to ensure messaging aligns with current goals and challenges of Richardson’s target personas and customers.
• Identify what accounts are currently in a buying cycle and ensure outreach reflects their current stage of the buying journey.
• Build out target lists of contacts for named accounts, maintain and update active contact records.
• Use sales and marketing tech stack to access intent data to build personalized messaging for named accounts and prioritize outreach efforts.
• Build and implement outbound campaigns into named accounts using sales tools.
• Develop and maintain data hygiene processes with best practices regarding contact and lead management.
• Maintain up-to-date contact information for key alumni decision makers; build campaigns for key decisions makers as they move to new target organizations.

The Business Development Representative will showcase their ability to:

• Demonstrate Value: Promotes and sells Richardson’s value proposition to new and inactive prospects and inbound marketing leads.  Initiates and manages follow-up for prospective buyers utilizing proven nurturing strategies; research and finds new contacts to generate interest and build new outreach campaigns; contacts and generates interest from prospects attained through marketing campaigns or BDR outreach.
• Maintain Persistence in Pursuit: Must maintain a high activity level with current prospects via telephone, email, social networking, and other modes of communication as appropriate; the use of new tech stack platforms to access intent data to build campaigns is key in this role.
• Research & Document: Adheres to established sales and marketing activity requirements including maintaining current records, contacts and activities/opportunities using our CRM system (SalesForce.com) and sales engagement platform Gong. Must be able to distill conversations into concise and meaningful information to provide a roadmap of details for our sales team to follow.  Will also engage in additional research and qualifications of leads in order to make the best impact (online research and vetting, etc.) Must stay informed of our competitors’ activities and the evolving landscape of the sales training market.
• Collaborate: Prepare sales organization for productive conversations with qualified leads; utilize deep knowledge of our existing client base – broadly speaking and intricacies of our most prosperous client relationships; maintain a deep understanding of Richardson’s solutions, product team and client service team operations, and be able to condense and express our thought leadership on selling and training. Partner with salespeople to ensure targeted outreach and cohesive strategy for new business development.
• Create a Feedback Loop: Provides reports on results and strategy to Business Development Team Lead on a regular basis and provides the team with impressions about effectiveness of campaigns via responses to outreach.

Desired Skills, Abilities and Experience:

• 2-4 years of account executive/inside sales experience with the proven ability to sell business-to-business or professional services solutions (such as training, consulting, or recruiting services.)
• Bachelor’s Degree in Sales/Marketing preferred; equivalent work experience could be substituted.
• Proficient in using marketing and sales tech stack: Salesforce, Gong, Zoominfo
• Excellent organizational, written and verbal communication skills required.
• Strong business acumen; must be able to carry conversations with all levels of prospect contacts including C-Suite (Sales Enablement, Sales, SVPs, Directors, etc.) 
• Passion for selling and engaging in high-value conversations for prospects.
• High attention to detail required.
• Strong research and preparation skills required.
• Ability to manage multiple responsibilities and tasks and manage time effectively.
• Ability to be self-directed and autonomous with work activities is required.
• Aptitude towards collaboration and teamwork required, experience collaborating with marketing preferred.
• Eligible for quarterly bonuses, as this is not a commissioned position.
• Salary range will be dependent on experience.

Preferred location: Candidates based in the Central or Eastern Time zones are strongly preferred to best support our global seller community.

Equal Opportunity Employer

We are committed to fostering a culture of inclusion, belonging, and equity. We provide equal opportunity, equal pay, and equal treatment for all employees and applicants, regardless of age, race, ethnicity, religion, gender identity, sexual orientation, disability status, or any other protected characteristic.

Our company is growing & evolving and now is an exciting time to join our team.

That’s where you come in …

The Associate Business Development Representative (BDR) will hold a key position in the development and growth of our sales pipeline. More than your average BDA, this role will be successful through the use of various new sales tech stack platforms, intent data, and personalized outreach in order to fuel the continued growth and evolution of Richardson. You will support our sales organization as you identify new contacts and opportunities at the prospect and customer level. You will help to identify the customer’s unique needs and clearly convey the value of Richardson’s solutions. You are responsible for both (1) establishing outbound, account-based outreach using intent data from various sources in the marketing and sales tech stack and (2) for nurturing inbound marketing contacts that are in very early sales stages, often times with no defined need.  With a goal of creating more qualified leads for the sales organization, you will master what accounts are in the buying cycle, what prospects are active, and maintain contact with the prospects (and/or customers) until they are ready to meet with an seller. Once you get that signal, you then works to feed all relevant information to a member of our sales team so we can create the best solution and win a client. The ideal candidate shares our passion for relentless pursuit of excellence and brings best-in-class ability to engage with prospects and provide a thoughtful approach to lead hand-offs.  This is a great opportunity for someone looking to build their sales career and gain access to the best sales training offerings as part of their job!

Primary Responsibilities:

• Prospect into enterprise & strategic accounts to generate high-quality meetings and opportunities.
• Ensure account coverage by enriching and maintaining contact data, enabling full engagement across campaigns, cadences, and outreach channels.
• Execute targeted, data-informed outbound cadences and multi-thread strategic accounts at the decision-maker level.
• Leverage intent data and other insights to prioritize accounts, tailor outreach, and identify new opportunity signals.
• Maintain a strong focus on improving MQL-to-SQL conversion rates for inbound marketing activity.
• Partner with Account Executives to align outreach with account strategies as needed.
• Demonstrate best-in-class prospecting behaviors and use AI tools where appropriate to enhance productivity and personalization.

The BDR will showcase their ability to:

• Demonstrate Value: Promotes and sells Richardson’s value proposition to new and inactive prospects and inbound marketing leads.  Initiates and manages follow-up for prospective buyers utilizing proven nurturing strategies; research and finds new contacts to generate interest and build new outreach campaigns; contacts and generates interest from prospects attained through marketing campaigns or BDR outreach.
• Maintain Persistence in Pursuit:  Must maintain a high activity level with current prospects via telephone, email, social networking, and other modes of communication as appropriate; the use of new tech stack platforms to access intent data to build campaigns  is key in this role.
• Research & Document: Adheres to established sales and marketing activity requirements including maintaining current records, contacts and activities/opportunities using our CRM system (SalesForce.com) and sales engagement platform Gong. Must be able to distill conversations into concise and meaningful information to provide a roadmap of details for our sales team to follow.  Should also engage in additional research and qualifications of leads in order to make the best impact (online research and vetting, etc.) Must stay informed of our competitors’ activities and evolving landscape of the sales training market.
• Collaborate: Prepare sales organization for productive conversations with qualified leads; utilize deep knowledge of our existing client base – broadly speaking and intricacies of our most prosperous client relationships; maintain a deep understanding of Richardson’s solutions, product team and client service team operations, and be able to condense and express our thought leadership on selling and training. Partner with salespeople to ensure targeted outreach and cohesive strategy for new business development.
• Create a Feedback Loop: Provides reports on results and strategy to BD Team Lead on a regular basis and provides the team with impressions about effectiveness of campaigns via responses to the BDR outreach

Desired Skills, Abilities and Experience:

• 1-2 years of account executive/inside sales experience with the proven ability to sell business-to-business or professional services solutions (such as training, consulting, or recruiting services.)
• Bachelor’s Degree in Sales/Marketing preferred; equivalent work experience could be substituted.
• Proficient in using marketing and sales tech stack: Salesforce, Gong, Zoominfo
• Excellent organizational, written and verbal communication skills required.
• Strong business acumen; must be able to carry conversations with all levels of prospect contacts including C-Suite (Sales Enablement, Sales, SVPs, Directors, etc.) 
• Passion for selling and engaging in high-value conversations for prospects
• High attention to detail required
• Strong research and preparation skills required
• Ability to manage multiple responsibilities and tasks, and manage time effectively
• Ability to be self-directed and autonomous with work activities is required
• Aptitude towards collaboration and teamwork required, experience collaborating with marketing preferred.
• Eligible for quarterly bonus

Preferred location: Candidates based in the Central or Eastern Time zones are strongly preferred to best support our global seller community.

Equal Opportunity Employer

We are committed to fostering a culture of inclusion, belonging, and equity. We provide equal opportunity, equal pay, and equal treatment for all employees and applicants, regardless of age, race, ethnicity, religion, gender identity, sexual orientation, disability status, or any other protected characteristic.

Senior Strategic Account Director Description 

Richardson Sales Performance is the global leader in sales training and performance improvement.  When sales organizations across the globe want to improve performance, they turn to Richardson. So, it’s no surprise that many of the world’s top sales leaders, thinkers, trainers, and other professionals ultimately choose to work for Richardson itself. Not only has Richardson been an industry leader since 1978, but this is where the latest thinking in agile sales training and other innovations are continuing to be developed. Because the same highly personalized approach that we take to sales training informs our approach to employee development, Richardson has created the ideal environment for great careers to take off.  

Our company is growing & evolving and now is an exciting time to join our team. 

That’s where you come in … 

Overview: 

We are looking for a sales professional with experience and capability in building new relationships and expanding existing ones. Someone with strong consultative skills and business acumen that can connect dots quickly and create compelling recommendations, linked to clients’ business challenges. 

Primary Objectives: 

• Develop and execute a territory plan to acquire, retain and grow target accounts based on best fit for Richardson Sales Performance, your industry sector experience and propensity to buy. 

• Lead opportunity pursuits that guide buyers through a differentiated buying journey while modeling superb call preparation, execution and follow up skills. 

• Spearhead winning revenue teams in support of key opportunity pursuits, ensuring you are effectively selling with Richardson Sales Performance Executives, SME’s and other primary stakeholders. 

Core Capabilities: 

• Employ a Disciplined Approach to selling using Richardson Methodologies: Model practices defined by our sales pursuit process to create, pursue and win client business.   

• Develop Compelling Client Communications: create dynamic, thoughtful and customized communications (prospecting messaging, proposals, presentations, etc.) that differentiate Richardson and our solution; Persuasively articulate solutions, engage clients throughout a presentation, and demonstrate enthusiasm and belief in Richardson solutions. 

• Demonstrate highly proficient approach to customer discovery: With confidence and credibility, execute guided questioning strategy that uncovers customer issues and opportunities for Richardson Sales Performance. Proficiently build a buying vision for customers and prospects with clearly articulated ROI supported by data. 

• Demonstrate Business Acumen & Critical Thinking: Develop the knowledge and understanding of a client’s business – and prove your ability to share that knowledge with them in your engagements and in how you collaborate to address their needs. 

• Manage Momentum in the Sales Cycle: Drive to verifiable outcomes that advance the sales process; continually qualify an opportunity to solidify and secure the business. 

• Create the Right Solution: Use the knowledge of business needs and commercial acumen to create the appropriate solution that will fit with the client’s needs. Engage with Richardson SMEs to help guide the solution creation. 

• Influence Decision-making & Demonstrate Value: Identify decision-making criteria and create urgency to act; confidently express ideas and opinions to gain buy-in and drive consensus within the prospect or client organization, aligning the interests of multiple stakeholders; use appropriate facts, measurements, and findings to support the value of our solution. 

• Negotiate: Resolve resistance, position quantifiable value, and maintain company margins. 

• Efficiently Manage an Account Portfolio: Develop and execute strategies to optimize retain and grow key client relationships. 

Job Requirements: 

• 5+ progressive years of successful sales experience in a sales/business development and strategic account management role; preferably sales experience within a professional services, consulting, or other related industry 

• Experience selling complex, intangible solutions to the executive level in large companies (fortune 500-1,000) with multiple buyer stakeholders. 

• Proven ability to engage and manage multiple senior stakeholder relationships within customer environment. 

• Demonstrated track record of growing client relationships commercially. 

• High level of initiative, and proven ability to work independently, manage workload and time effectively and efficiently. 

• Coachable and agile mindset; willing to learn new concepts, adopt new practices and navigate novel situations requiring real-time problem-solving skills 

• Proficient in using sales technology tools like ZoomInfo, Salesloft, Salesforce and sales enablement platforms. 

• Prior work in the commercial excellence, human capital development or sales enablement space preferred but not required. 

• Availability to travel, up to 50% of the time. 

Key Traits of a Richardson Salesperson: 

• Determined achiever of ever-increasing levels of performance with a constant focus on exceeding goals. 

• Fluent communicator and presenter – ability to convey confidence and credibility. 

• Highly curious to inquire and learn about customers’ industry, challenges, and strategic goals. 

• Strong in business acumen – speaks the language of the customer and quickly grasp relevance of their issues and operating models. 

• Effective influencer who will persuade individuals to gain buy-in and drive deals forward in a competitive environment. 

• Attentive to detail – not satisfied with taking a generic approach (one size fits all) to selling. Prioritize what is specific and relevant to each customer. 

Equal Opportunity Employer 

Richardson Sales Performance is committed to cultivating a workplace that is diverse, equitable, and inclusive, and we are continuously evolving our DE&I practices to make progress in this area. Our business policies and practices, including those around hiring, protect all individuals and organizations that we do business with from discrimination based on any and all non-merit based factors, including race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, or military service. 

Richardson Sales Performance is the global leader in sales training and performance improvement.  We drive accelerated growth by bringing clarity and simplicity to the areas that matter most. From ensuring sales managers are executing the right activities to equipping sales teams to drive a buyer-aligned sales process with exceptional skills and strategies.  We guide sales organizations through a digitally enabled performance journey that excites, engages, and reveals impact.

We engage clients and find ways to turn potential into progress; we create solutions to unlock what is possible – managers who know exactly how to drive growth from their teams, customers who see the difference in how their sales teams show up, and a clear path to outperformance.  We provide a modern performance improvement solution with collaborative customization, that drives process change, enhances selling skills, and provides comprehensive curricula to equip sales professionals with all they need to get ahead and stay ahead.  We stay at the forefront of business trends that are driving significant change across all industries, and we provide thought leadership and market guidance in response.  Our goal is to consistently exceed client expectations and bring them the full value of our exceptional solutions to drive their business forward. 

Our company is growing & evolving and now is an exciting time to join our team.

That’s where you come in … 

The Customer Success Manager Customer is an experienced customer facing role responsible for leading Client engagements focused on sales performance improvement measuring outcomes of the training, while driving value realization, retention, renewals, and expansion across a portfolio of accounts. The Customer Success Manager Customer will work with Richardson’s Sales Performance clients, and 3rd party resources to help clients successfully implement and deploy sales performance improvement solutions, which typically include the following:

• Identifying Client’s strategic business goals, and leading indicators of performance improvement (sales talent knowledge, behavior, and pipeline)
• Supporting Client in obtaining measurable and sustainable benefits from their investment in Richardson
• Ensuring adoption and utilization of Richardson’s solutions
• Working as part of an Account Management team where the CSM partners with the sales lead to develop, expand, and renew Client relationships

Key Responsibilities

• Demonstrates insights and understands the needs of customers in service of growing customer demand and increasing retention.
• Collaborates with client stakeholders to develop a Strategic Account and communication plans for enhancing sales performance that aligns with the overall client’s business objectives
• Contributes to the overall success of the client’s sales leadership as well as Sales, Revenue, Enablement, HR/Learning and Development leaders

• Experience managing strategic client partnerships, with accountability for retention, client outcomes, and expansion of recurring revenue
• Strong communication, stakeholder management, and executive influence skills

• Partners with clients to build and manager multi-year development/curriculum plans aligned with overall goals
• Work closely with cross-functional teams, including sales, product, and support, to coordinate customer activities and resolve any issues or concerns
• Drives program management activities for launch and deployment of services
• Analyzes ROI and KPIs to evaluate the success of solutions, while highlighting integration pints for CRM and Talent Management.
• Conduct regular business reviews with customers, analyzing usage data and identifying opportunities for improvement or growth
• Ability to interpret data and insights to inform client recommendations and demonstrate impact
• Prepares and evaluates data from participant assessments, surveys, reinforcement tools, Learning Management Systems, etc. to identify areas for learning reinforcement.
• Create and maintain customer success plans, tracking progress and ensuring customer satisfaction
• Partner with sales on renewals for existing clients seeking to continue services
• Identifies and escalates cross-sell and upsell opportunities to sales
• Monitors, reports, and escalates customer feedback, issues, and opportunities as needed.
• Advocate for customer needs within the company, gathering customer feedback and sharing insights to drive product development and innovation
• Keep up-to-date with industry trends and best practices, sharing knowledge and insights with the team and our customers.

Abilities, Attributes & Other:

• Account Management: Knowledge of the practices, tasks, and tools associated with providing service and support to clients
• Cross-Selling/Upselling: Identifies and escalates opportunities for additional sales or expansion revenue
• Customer Intimacy: Models a culture of customer success to deliver on customer needs and insights throughout their journey.
• Delivers Insights: Articulates/understands customer data and strategy to position recommendations and insights. Ability to create new demand by proactively bringing new insights to target accounts.
• Engaging Customers: Maintains customer satisfaction to meet their needs. Actively engages in customer success activities such as driving adoption and monitoring to retain customers.
• Needs Analysis: Understands customer’s needs in terms of both the customer’s business situations and challenges and products/services.
• Product Knowledge: Uses knowledge and specific/product services to detail how each product/service works, what business value it offers, and the reason it appeals to our ideal customers.

Additional Information

• The Customer Success Manager is a salaried, Full-time role with standard working hours between 8:30 am – 5:30 pm, Monday - Friday; additional hours or an earlier starting time may be required as needed. Richardson Sales Performance has a remote-first hybrid work policy, meaning that employees are empowered to choose the work location that will allow them to be most productive. 
• We offer a comprehensive employee health & wellness benefits program. Salary is commensurate with experience.  

  Equal Opportunity Employer

Richardson Sales Performance is committed to cultivating a workplace that is diverse, equitable, and inclusive, and we are continuously evolving our DE&I practices making progress in this area. Our business policies and practices, including those around hiring, protect all individuals and organizations that we do business with from discrimination based on any and all non-merit based factors, including race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, genetic information (including family medical history), political affiliation, or military service.

Job requirements

Qualifications

• Bachelor's degree is preferred, preferably in Business Management, Performance Improvement, HR/Training or related field.
• Minimum of 5 years of experience in customer success, program / project management, sales management consulting, or related experience.
• Excellent communication and interpersonal skills, with the ability to build strong relationships and communicate effectively with customers and cross-functional teams
• Strong analytical and problem-solving skills, with the ability to analyze data and identify trends and insights
• Results-driven mindset, with the ability to prioritize and manage multiple projects and customers simultaneously
• Self-motivated and proactive, with a strong sense of ownership and accountability
• Proven customer success advocate
• Change Management and adoption experience
• Advanced use of Outlook, Excel, MS-Word, and PowerPoint required
• Good Understanding of CRM (Salesforce), and other sales operations tools.
• Must be willing and able to work and travel as needed, up to 25% travel required.