Business Development Pipeline Manager
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Joining the Leapfrog team means being part of a growth company and a different kind of digital agency. We help brands capture new customers and revenue growth opportunities through leading and innovative digital direct marketing technology.
Many brand direct marketers create significant brand awareness and intent with their digital media efforts but lack the tools, connected data and analytic insights required to truly capture the brand intent being generated. Leapfrog’s highly integrated LFX Conversion Platform and innovative agency solutions capture that demand by using data to drive continuous performance optimization at every point in the purchase path.
Leapfrog provides leading brands with the marketing strategy, implementation and optimization capabilities required to deliver both the highly accountable results and ROI they seek. With flexible engagement and pricing models that anchor to the achievement of business objectives, the Leapfrog model allows a brand to configure the relationship they need for today’s challenging and rapidly changing digital landscape.
Founded in 1995, the company has a legacy of continuous innovation within the digital direct marketing space. This commitment to continuously uncover new opportunity contributes to client relationships which average 7+ years and team member ability to keep learning within the digital arena.
We are looking for an account development and strategic sales professional with a proven track record of hunting new business leads and delivering impact in a crowded and complex sales environment.
Key Responsibilities:
Build a Consistent & Scalable Flow of Marketing-Driven Leads
- Sourcing and populating the new prospect pipeline with qualified leads that align with Leapfrog Online’s qualified prospect screening criteria
- Conduct secondary research on potential leads to qualify and secure sales intelligence
- Identify key decision makers and influencers within prospects
- Develop content for sales efforts and leverage tools like SalesForce, Pardot and Tout App for sourcing, managing, analyzing and reporting on pipeline progress and outcomes
- Engage leads in effective discovery; assessing immediate and long-term challenges and gaps
- Leverage multiple approaches for sourcing qualified leads: trigger/event-based opportunities, content-driven social media, industry events, client referrals, website inquiries, vendors and other partners
- Develop and manage relationships with agency sourcing organizations to ensure a regular flow of qualified RFI’s and RFP’s
Drive Business Impact
- Source, drive and work with closing team on large, complex new sales opportunities that align to Leapfrog strategic goals
- Prioritize between multiple solution paths for opportunity; i.e LFX Conversion Platform services, predictive analytics, full-suite engagements
- Lead and optimize the existing lead generation and nurturing process
Create and Drive an Ongoing Lead Nurturing Process
- Drive qualified leads through the discovery stage working with larger Business Development team to close
- Monitor qualified leads for trigger events/disruptions (management changes, announced agency searches, etc.)
- Contribute to prospect meeting preparation providing facilitation for content creation, content flow and final presentation
Qualifications:
Organizational fit first; we seek someone who can successfully partner with our existing Business Development team to align and drive sales generation on an aggressive path starting immediately. In order to do that well, we believe you need:
- 7+ years of proven success building sales pipelines
- Sales experience within mid-sized growth companies in the digital/marketing technology space
- Proven success of engaging C-Suite prospects in discovery and strategic marketing discussions
- Experience in managing the “pipeline” and lead nurturing process through tools such as Salesforce
- Self-motivated and goal-driven; limited direction needed
- The ability to zero-in on priorities and focus on the most important levers that drive sales that are aligned to company objectives
- The ability to quickly assess challenges/issues and bring pragmatic, actionable solutions to the table
- Ability to effectively build relationships, promote a collaborative team environment and influence others
- Experience selling to insurance, financial services, travel and hospitality industries a plus
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