Manager - Growth & Expansion

Designation:

Position Type: Individual Contributor (IC)

Reports To:

Industry: Background Verification (BGV)

Role

Manager - Growth and Expansion

Acting as the face of FactSuite to prospective clients, the Manager is accountable for identifying new business opportunities, conducting compelling product demonstrations, negotiating contracts, and closing deals. The role involves active pipeline management, market intelligence gathering, and collaboration with internal teams to ensure seamless client onboarding and long-term partnership success.

Roles and Responsibilities:

New Business Acquisition & Pipeline Management

• Build and maintain a robust sales pipeline of 3-4x monthly quota through strategic prospecting and targeted outreach
• Execute end-to-end sales cycles from lead generation to contract closure for new logo acquisition
• Conduct compelling product demonstrations and presentations tailored to specific client needs in Enterprise segments
• Achieve and exceed monthly/quarterly sales targets for new Monthly Recurring Revenue (MRR)
• Develop and implement territory plans to maximize market coverage and opportunity identification

Sales Technology & Tool Proficiency

• Utilize sales intelligence tools like Apollo.io for lead generation and prospect research
• Leverage HubSpot CRM for pipeline management, activity tracking, and sales forecasting
• Employ LinkedIn Sales Navigator for targeted prospecting and relationship mapping
• Maintain accurate and timely records of all sales activities and client interactions in CRM systems
• Optimize sales tech stack usage to improve efficiency and productivity

Market Intelligence & Strategic Positioning

• Develop deep understanding of BGV industry trends, competitive landscape, and emerging market opportunities
• Identify and qualify new market segments and verticals for business expansion
• Gather and analyze market feedback to refine sales strategies and value proposition
• Position FactSuite as a premium, concierge service provider in competitive scenarios
• Maintain up-to-date knowledge of industry regulations and compliance requirements

Sales Process Excellence & Documentation

• Maintain accurate and timely records of all sales activities, pipeline status, and client interactions in HubSpot
• Prepare and present regular sales forecasts and performance reports to leadership
• Develop and refine sales collateral, proposals, and contract documents
• Ensure smooth handover of new clients to Customer Success team with comprehensive briefing
• Track and report on key sales metrics including conversion rates, sales cycle length, and pipeline velocity

Revenue Growth & Expansion Initiatives

• Identify and pursue cross-selling and upselling opportunities within newly acquired accounts during initial engagement phase
• Develop strategies to convert competitive accounts by highlighting FactSuite's differentiated value proposition
• Drive contract negotiations to closure while maintaining premium positioning and profitability

Internal Collaboration & Process Improvement

• Collaborate with Marketing team to develop targeted campaigns and optimize lead generation strategies
• Work with Customer Success team to ensure smooth client transition and early-stage relationship building
• Participate in weekly sales reviews and quarterly business planning sessions
• Continuously refine sales methodologies and approaches based on performance data