[Hiring] Business Development Manager @vivi.io

Role Description

Reporting to the UK Sales Manager – EMEA, the Business Development Manager owns the full sales cycle within an assigned UK R-13 and higher education territory - from prospecting and pipeline generation through to demonstration, pilot management, negotiation, and close. This role merges new-business hunting with disciplined deal management: the BDM is expected to generate their own pipeline, run high-standard product demonstrations, manage pilots to a successful close (with Solutions Engineering support on technical setup), and keep all activity, forecasting, and territory planning current in Vivi's core sales systems. This role is 100% remote, with up to 30% travel within the region.

Responsibilities

• Prospecting & Pipeline Generation:
  • Run ongoing, self-sourced prospecting activity across the assigned territory — pre-call research and planning, outbound calls and email, and creative new prospecting approaches.
  • Qualify inbound leads from marketing campaigns as sales opportunities and follow up promptly on all new and existing contacts.
  • Maintain and consistently work a 3x ARR pipeline coverage ratio against target on an ongoing basis, so there is always sufficient qualified pipeline to hit quota.
• Product Demonstrations & Vivi Product Knowledge:
  • Deliver product demonstrations, online or face-to-face, to a consistently high standard.
  • Maintain elite, up-to-date working knowledge across all areas of the Vivi platform — wireless screen sharing, digital signage, emergency alerting, and live captions — so every demo can speak confidently to the full product suite, not just the primary use case being sold.
  • Maintain an elite level of knowledge of competitor offerings and positioning.
  • Overcome customer objections by selling benefits, not features, and articulate clear ROI.
• Pilot Management:
  • Own the customer relationship throughout the pilot and drive it forward to close.
  • Partner with the Solutions Engineer (SE) for technical setup calls and configuration during the pilot, while retaining ownership of the commercial relationship and next steps with consistent weekly check-ins.
  • Proactively track pilot usage and engagement, and act quickly on any silent or low-usage accounts to keep pilots moving toward a decision.
• CRM, Task & Pipeline Discipline (HubSpot):
  • Update HubSpot daily following every demo, call, pilot touchpoint, and customer check-in — including next steps, close dates, and deal stage.
  • Use HubSpot tasks to stay on top of and systematically chase marketing-qualified leads and all open deals, ensuring nothing stalls without a documented next action.
  • Keep deal records accurate enough that pipeline reporting and forecasting can be trusted without manual chasing.
  • Utilise Claude AI in line with business expectations.
• Territory & Strategic Planning:
  • Build, work, and consistently update a territory management and strategic direction plan covering account segmentation, whitespace, and target accounts across the UK R-13 landscape.
  • Represent Vivi at trade shows and in-market events across the territory.
  • Work with resellers and partners to promote and sell Vivi where relevant.
• Performance & Development:
  • Use Lattice weekly to prepare for and update 1:1s with your manager, keeping goals, talking points, and action items current.
  • Achieve and exceed monthly and quarterly sales targets.
  • Provide feedback, intelligence, and customer viewpoint to help improve the Vivi product and go-to-market approach.

Qualifications

• New-business driven, with a hunger to hit target and succeed in sales.
• Fluent in understanding customer needs and building pipeline.
• Self-reliant and action-orientated, with a clear communication style.
• Comfortable in a start-up environment where change is inevitable and frequent.
• Passionate about education and the benefits of edtech in school settings.
• Experienced in the edtech space, with a minimum of 3 years selling solutions to schools, MATs, FE colleges, or HE institutions in the UK.
• Demonstrable track record of success in a target-orientated environment.
• Disciplined CRM user, comfortable owning both pipeline generation and full-cycle deal management.