Business Development Manager - EdTech Sales

Overview: Building sales function from scratch. Hire/train AEs, build playbook, develop strategy, make calls, close deals. Focus on results not activity.

What You'll Own:
- Sales Team Development: Hire, train, manage 2-3 full-cycle AEs; onboarding programs; weekly pipeline reviews; 1-on-1s
- Sales Infrastructure: Build sales playbook (qualification, discovery, demo, objection handling, closing); implement/optimize HubSpot CRM; develop prospecting strategies; design outcome-focused metrics
- Market & Strategy: Target K-12 online schools initially; account-based strategies; win/loss analysis
- Direct Sales: Close deals personally, handle escalations, model best practices

EdTech Reality:
- Sales cycles: 12-18 months
- Seasonal patterns: summer dead, Q2/Q4 busy
- Multiple stakeholders; budget constraints; risk aversion
- Build pipeline 3-4x quota

Success Timeline:
- Months 1-2: 50-70 dials/day, close 1-2 deals, hire first AE, build playbook, set up HubSpot
- Months 3-6: 30-40 dials/day, team of 1-2 AEs, 50% selling / 50% coaching
- Months 6-12: 20-30 dials/day, team of 3 AEs hitting 6-9 deals/month

Compensation:
- Base: $1,200-$1,600/month USD
- Commission: 8% personal deals + 2% team override
- Average deal size: ~$10,000
- Team bonus when hitting targets

Requirements (Must Have):
- "Coin operated" / focused on making money
- 3+ years B2B sales, 1+ year sales leadership
- Track record closing $5K-$50K deals
- Strong prospecting (quality over quantity)
- Results-driven (revenue, not activity metrics)
- Proven 6+ month sales cycle management
- Hands-on HubSpot CRM (pipelines, sequences, automation, reports)
- Exceptional English (native/near-native) - daily calls with US school admins
- Self-directed and entrepreneurial
- Patience for 12-18 month cycles

Strongly Preferred:
- Experience selling to schools/universities
- Education procurement knowledge
- EdTech, SaaS, or subscription sales background
- HubSpot Sales Hub Professional/Enterprise experience

Application Requirements:
1. Resume/CV
2. 200-300 word explanation of a sales process/playbook built (situation, what created, results)
3. Answer: "What's the biggest mistake sales teams make selling to schools with long buying cycles? How would you avoid it?"
4. 2-3 minute video introduction
5. HubSpot experience with specific examples