[Hiring] Jr. Manager Mid-Market Sales/Business Development Representative @Palo Alto University

Role Description

Sitting within the Division of Innovation at PAU and reporting to the Director of Growth Strategy, the Jr. Manager, Mid-Market Sales/Business Development Representative is a newly created role with accountability for revenue generated from customized B2B deals that package mental and behavioral health trainings for relevant mid-market and enterprise level organizations, such as hospitals, government agencies, corporations, membership organizations, startups and other entities. This role is a unique opportunity to own the full-funnel B2B pipeline and partner with the team to drive substantial revenue growth while delivering best-in-class customized training to the enterprise teams that need it most.

This role will demand an outcomes-driven mindset. The successful candidate will be hungry to identify, prioritize, and engage leads, partnering with marketing but working independently to deliver on top-of-funnel goals. This team member will be excited to partner with the product team and thought leaders to package the product, evolve it to customer demands, and drive deals that close quickly enough to hit monthly revenue targets.

A strong candidate will be proactive and confident in reaching out to and respectfully challenging team members to secure the resources and information they need to accelerate deal velocity and size.

We are a fully distributed team with an established, effective remote working culture. We’re looking for a motivated team member who can grow alongside us.

Responsibilities

• Strategy Collaboration:
  • Work closely with the growth and product teams to refine outreach strategies, messaging, and tactics to improve decision-maker engagement.
  • Move leads through the sales pipeline to hit monthly revenue target.
  • Show initiative to identify internal resources and collaborate to master the pipeline and accelerate deal movement.
  • Own and close deals from lead to won stages, driven by a solid understanding of the qualifying events that advance a deal through stages in the HubSpot Sales and Marketing tools.
  • Engage decision-makers, understand their needs, timelines, and budgets, and tailor proposals and packaging as needed.
  • Proactively utilize our HubSpot database to lead score, constantly iterating on scoring success and outreach communications in collaboration with the marketing team.
  • Negotiate effectively and close consistently against a monthly revenue target.
  • Deliver clear sales updates, reporting, forecasting, and drive a weekly stakeholder meeting to review deal status and next steps.
• Product Mastery & Packaging:
  • Proactively synthesize and become fluent in our Continuing and Professional Studies on-demand and live training product catalog.
  • Establish a sales presentation model to confidently translate individual e-commerce positioning into a custom package at the enterprise level.
  • Collaborate with product and marketing teams to package and present custom training to decision makers.
  • Work with internal product owners to deliver information, details, answers, and solutions that move deals through the pipeline.

What Success Looks Like at 90 Days

• Expert-level understanding of our entire product catalog, as well as personas and messaging.
• A first draft of a custom Sales presentation template evolved from individual e-commerce positioning for the catalog.
• Gain sufficient context from the broader team to inform a documented, repeatable sales playbook.
• Feel confident putting together proposals and quotes for potential deals.
• Demonstrated HubSpot mastery, maintaining a flawless pipeline and reporting dashboard.
• Successfully work and start closing new leads generated via cold outbound and inbound efforts, moving them through the pipeline.
• On track to hit monthly revenue targets.
• Prioritize a roadmap of initiatives and tests to positively impact sales metrics (average deal size, speed to lead, time to close, close won rate, etc.).

Qualifications

• 3+ years of relevant experience in business development, sales, or customer success; experience with higher ed or mental and behavioral health platforms and projects a plus.
• Strong communication skills with the ability to speak and write well, and also develop presentations, one-pagers, and other sales collateral.
• Recent experience with HubSpot and HubSpot’s sales tools.
• Be comfortable with autonomy, curious about new technologies and ways of working, and eager to contribute to team goals.
• Passionate about improving mental health care and excited to align with Palo Alto University’s values from a mission-driven perspective.
• Ability to travel as needed.

Ideal Experience & Characteristics

• Experience with digital education products and/or mental and behavioral health products.
• Experience with our technology stack: Hubspot, Thinkific, Accredible, GSuite, Airtable, GA4, Looker Data Studio, Claude.
• 2+ years of experience working fully remotely.

Benefits

• $60,000 base salary plus uncapped commissions.
• Medical, Dental, Vision, and 401K.
• Generous PTO, holidays, and leave policies.
• Fully remote work with flexibility and autonomy.
• Ongoing training, coaching, and development.