Transformational Head of Sales Development

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential

The Opportunity

"FICO is undergoing massive growth in our software business, and we're looking for a visionary leader to transform our Sales Development team as we surge into the future.

Are you a creative technology leader looking for your next challenge?

Do you have experience leading sales development teams in a highly disruptive and rapidly evolving environment? Have you been called an "outside-the box" thinker? Are creativity, innovation, and leadership in your DNA?

You'll lead our team of talented and experienced SDRs as we scale our business at rocket speed, leading the discovery of new tools and strategies to scale and drive our team to create new opportunities and build pipeline faster than ever.

Your ideas and how you respond to rapid change and new challenges are more important than previous SDR management experience. When you apply, share examples of how you discovered that innovation and leadership are gifts that you possess. Tell us about how you were an agent for change in forging an organization's path from the past to the future. Tell us how you measured success. Even better, tell us what you did as an encore." - Hiring Manager

What You'll Contribute

• Leadership and Coaching: Lead, coach, and develop a team of Sales and Business Development Representatives responsible for identifying, uncovering, and qualifying high-converting sales conversations for large enterprise accounts in North America. Inspire and drive your team to embrace change, fostering a culture of continuous improvement and adaptability.
• Process Innovation: Design and implement new processes to enhance the efficiency and effectiveness of the sales development function. Continuously evaluate and refine these processes to align with evolving market conditions and organizational objectives.
• Playbook Creation and Implementation: Develop and implement a repeatable Sales Development playbook in alignment with the overall sales strategy and marketing plan. Ensure that the playbook supports the rapid identification and qualification of opportunities, driving the team towards consistent and sustainable growth.
• Operational Planning: Develop and execute monthly and quarterly operational plans to drive the team to meet quotas. This includes accounting for key risks, top plays, and
• contingency plans, ensuring the team can navigate challenges and capitalize on opportunities.
• Strategic Development: Collaborate with senior leadership to develop strategies that increase overall pipeline and sales productivity across key customer accounts. Act as a change agent, advocating for innovative approaches and new strategies to drive growth.
• Coaching and Support: Provide daily coaching and support to drive high-quality activity and prospect identification through incentivized campaigns, one-on-ones, and regular training sessions. Empower your team to adopt new techniques and tools that enhance their performance.
• Reporting and Tracking: Ensure accurate reporting and tracking of activities to leadership. Utilize data and analytics to identify trends, measure success, and inform future strategies for continuous improvement.
• Recruitment: Responsible for recruiting, interviewing, and making final decisions on hiring candidates for the Sales Development program. Focus on building a team that is adaptable, growth-oriented, and capable of driving transformational change.

What We're Seeking

• Proven experience leading teams.
• Strong understanding of the role of Sales Development in the enterprise B2B software industry.
• Expertise in leading and driving innovations that drove growth and efficiency.
• Familiarity with tools and technologies such as , Drift, LinkedIn Sales Navigator, ZoomInfo, Pardot, and Microsoft.
• Strong ability to develop relationships quickly over the phone, through email, and social channels.
• Strong leadership abilities including the ability to inspire colleagues
• Detailed, motivated self-starter who thrives in a complex and challenging environment of a rapidly evolving business.

Our Offer to You

• An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
• The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
• Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
• The targeted base pay range for this role is: $105,000 to $165,000 with this range reflecting differences in candidate knowledge, skills and experience.
  

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Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You'll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

FICO makes a real difference in the way businesses operate worldwide:

• Credit Scoring — More than 90% of US credit decisions involve the FICO Score.

• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.

• Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO's solutions, placing us among the world's top 100 software companies by revenue. We help many of the world's largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that's nurtured by a diverse and inclusive environment. We'll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks

Learn more about how you can fulfil your potential at

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we're proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don't meet all stated qualifications. While our qualifications are clearly related to role success, each candidate's profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

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