Business Development Manager – Conference Events & Business Development Services
Velo Solutions
Cyber Security
Job Level
Lead
Tech Stack
Cyber Security
About the role
- Lead and oversee the Customer Success, Pre-Sales, Post-Sales, and Solutions Consultancy teams to deliver exceptional customer experiences and drive business growth
- Report to Chief Revenue Officer and coach/develop Heads of each function ensuring alignment between customer needs and company objectives
- Define and execute the end-to-end customer lifecycle strategy across pre-sales, onboarding, adoption, value realisation, and renewal
- Build scalable processes, metrics, and playbooks that align with iProov’s growth ambitions and global expansion
- Serve as the executive voice of the customer, influencing commercial strategy and product roadmap decisions
- Champion a customer value-first mindset, ensuring measurable ROI for customers and maximising time-to-value and retention
- Oversee technical design and solutioning process, ensuring architectural integrity and scalability of biometric identity solutions
- Partner closely with Sales to deliver pre-sales excellence, competitive differentiation, and accelerated deal velocity
- Own key metrics including Net Revenue Retention (NRR), expansion revenue, and churn mitigation; identify early warning signals and proactively address account risks
- Act as a bridge between customers, Product, Engineering, and Marketing to ensure solutions address market needs and scale efficiently across new markets and regions
Requirements
- Extensive technical and commercial background with hands-on experience in sales engineering, solution architecture, or presales consulting, ideally within enterprise SaaS, cybersecurity, biometric authentication, or identity verification
- Proven track record of driving customer satisfaction, retention, and expansion in a technology-led environment, with measurable impact on Net Revenue Retention (NRR) and growth metrics
- Strong grasp of architectural patterns, APIs, SDKs, integrations, and security principles, with the ability to guide customers through technical decision-making and coach teams
- Demonstrated ability to lead technical solutioning efforts from discovery and requirements gathering through solution design, technical validation, and executive presentation
- Experience in building, scaling, and maturing PreSales, Customer Success, and Solution Architecture functions, creating operational playbooks and processes
- Exceptional leadership and people development skills, with proven ability to coach and grow Heads of PreSales and Customer Value Enablement into high-performing leaders
- Strategic thinker able to align customer needs with business objectives and influence roadmap and go-to-market strategy
- Data-driven mindset with experience using CRM tools (Salesforce preferred), customer success platforms, and health analytics to track performance and identify risks and opportunities
- Executive presence with excellent communication and interpersonal skills, capable of influencing stakeholders across Sales, Product, Engineering, and C-Suite
- Thrives in a fast-paced, scale-up environment and willing to be hands-on to unblock complex opportunities or escalations
- Customer-obsessed and passionate about delivering exceptional experiences
