Client Development Director
As Client Development Director you will have commercial responsibility for the business development of a portfolio of our existing subscription clients including managing renewals and driving expansion.
The role is vital to the company's overall growth strategy, and you will function as part of a small sales team working collaboratively on opportunities. The role requires working at pace and under tight deadlines and carries targets with expectations to meet or exceed targets.
Why work at Bulbshare?
We’re on a mission to solve the world's biggest social and commercial challenges through the power of customer collaboration. Our leading-edge technology and world-class teams help some of the most iconic brands in the world (LEGO, Nestlé, Coca-Cola) by creating unique online communities that collaborate and provide real-time insights, ideas, and content. These customer-led insights fuel new ideas for products, marketing campaigns, content creation and much, much more. As Bulbshare rapidly accelerates its growth, we are looking for an exceptional Client Development Director to join our team and contribute to our mission.
We offer our talent -
- Work hard, have fun environment - We work hard to deliver a fulfilling, exciting workplace environment for each Bulbshare employee. Our teams are composed of smart, talented, curious people who love a good challenge.
- Values driven culture where we connect, collaborate & co-create.
- Remote first company (fully remote)
- Unlimited PTO
- Tech provided
- Company sick pay
Diverse, experienced, friendly team which will welcome you, support you and challenge you. We are proud to be an equal opportunity employer. We celebrate diversity and create an inclusive work environment in which all our colleagues experience belonging, have their unique needs respected and met, have equal access to opportunities and resources, and feel fully engaged to contribute to the company’s success.
As a Client Development Director, your key responsibilities will include:
Client Renewals
- Proactively manage the commercial renewal of annual subscription clients.
- Maintaining close relationships through monthly and quarterly business reviews, ensuring a direct line into decision-makers.
- Working collaboratively with the Collab Team to assess client health and to ensure we are demonstrating value and positive conditions for renewal.
- Engage clients early (3-6 months from contract end) to scope their go-forwards requirements and potential growth opportunities.
- Preparing and presenting renewal proposals, scenarios, and quotes
- Negotiating pricing and terms
- Preparing contracts and SOW drafting
- Liaising with Procurement to respond to info requests / requirements and navigating procurements processes
- Proactively addressing contract / relationship issues arising during the term
Client Expansion
- Identify opportunities for growth and prioritize subscription clients by expansion potential (high / medium / low)
- Develop sales account plans for your client portfolio to help deepen relationship beyond current decision makers.
- Support the Collab Team to drive add-on expansion - implement process, train and provide commercial support processing add-on orders as required.
- Build strong relationships with clients by creating trust and confidence at multiple levels within their organizations.
- Develop tools and collateral to showcase Bulbshare offer to clients through monthly and quarterly meetings to drive expansion agenda.
- Partner with the Collaboration Team to identify and respond to expansion opportunities - tracking them through the sales cycle.
- Scope new opportunities and then follow-up promptly with proposals and quotes
- Lead the sales cycle from expansion opportunity identification to contract negotiation working with clients and Bulbshare teammates.
- Continuously drive pipeline growth and proactively manage deals through every stage to ensure sufficient coverage and rate of sales to deliver your quota
General
- Collaborate with teammates in research, community, and product to ensure deals are handed over and we remain commercially engaged (e.g., joining monthly / quarterly reviews) to support expansion and renewal.
- Work closely with Finance and CCO, to ensure all revenue is tracked and reported, accurate forecasting and clear pipeline reporting.
- Serve as a catalyst for change and continuous improvement - leverage existing resources, developing new materials, and work with teammates to refine and implement changes to our sales strategy / process.
- Contribute to a positive team culture of performance, collaboration, and openness.
- Be an evangelist for the transformative power of community-led growth through Bulbshare.
About Bulbshare:
To learn more about Bulbshare, visit https://bulbshare.com.
What We Do
SMG is an enterprise-level experience management (XM) provider that offers a software with a service (SwaS) solution—uniquely combining technology with hands-on professional services to help organizations generate new revenue, grow existing revenue, reduce churn and detractors, and drive operational efficiencies. By delivering insights across the enterprise and measuring experiences at every touchpoint, our differentiated partnership model helps clients change the way they do business.
