Business Development Representative
Pivotal
full-time
Posted on:
Location Type: Hybrid
Location: Palo Alto • California • United States
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About the role
- Prospect, qualify, and nurture leads into sales‑accepted opportunities; support account planning and territory targeting across Defense, Public Safety, and PAV segments to create net‑new and expansion pipeline.
- Own opportunity tracking and pipeline hygiene (stages, close plans, next steps), enabling accurate weekly forecasting and clear visibility to bookings, revenue, and risk.
- Maintain decision‑quality account intelligence in CRM and SharePoint (stakeholder maps, use cases, buying process, meeting outcomes, proposals, and customer communications) to improve win probability and accelerate cycle time.
- Drive deal execution from initial interest through proposal/quote, negotiation support, and award by coordinating internal stakeholders and removing friction to keep opportunities advancing toward close.
- Coordinate responses to RFPs, RFIs, ROMs, grants, and unsolicited submissions, ensuring each package reflects the win strategy, value proposition, ROI, and customer mission priorities—and is built to convert into revenue.
- Support proposal development by managing timelines, inputs, and internal approvals; coordinate quotes/pricing inputs (as applicable), build compliant documentation, and prepare the team for customer negotiations to improve on‑time, high‑quality submissions.
- Partner with Sales, Engineering, Programs/Operations, Finance, Contracts/Legal, and leadership to shape compliant, compelling offers that are deliverable, differentiated, and positioned to win.
- Coordinate customer discovery calls, meetings, and briefings; capture requirements, decision criteria, and close plans—and translate findings into next steps that advance pipeline and expand within accounts.
- Support NDA execution and contracting readiness in collaboration with Contracts to reduce cycle time, accelerate bookings, and maintain a strong customer experience.
- Support aircraft delivery to the customer by coordinating cross‑functional handoff activities (Programs/Operations, Engineering, Customer Support, and Contracts), tracking delivery milestones, and ensuring customer readiness for acceptance and post‑delivery success.
- Maintain a professional follow‑up cadence with customers and partners across the deal lifecycle (evaluation, purchase, delivery handoff, renewal/expansion), coordinating internal stakeholders to deliver timely responses and meet commitments.
- Support sales enablement and revenue campaigns aligned to Defense, Public Safety, and PAV audiences; coordinate messaging and collateral that improves conversion from lead to meeting to qualified opportunity.
- Assist with planning and executing trade shows, conferences, demonstrations, and industry events to generate leads, set meetings with target accounts, and create qualified pipeline.
- Coordinate logistics (travel, schedules, materials, demos) and ensure rapid lead capture, follow‑up assignment, and CRM documentation after each engagement to maximize conversion.
- Help maintain and improve the sales operating cadence, workflows, and tools (CRM, dashboards, templates) that increase pipeline generation, stage conversion, and forecast accuracy.
- Support data collection and analysis on the revenue funnel (activity, conversion, deal velocity, cycle time, and win/loss insights) to improve visibility and decision‑making in business development.
- Contribute to a repeatable, scalable capture and sales process that strengthens account execution, improves customer experience, and increases win rates and expansion revenue over time.
Requirements
- 4+ years of experience in business development, inside/outside sales, account management, sales operations, or proposal coordination, with a clear track record supporting revenue growth.
- Experience supporting multi‑market or multi‑segment sales motions, including account planning, pipeline management, and coordinating cross‑functional deal teams.
- Familiarity with RFP/RFI‑based processes and/or structured proposal environments, including requirements capture and contribution to win strategy.
- Proficiency with CRM systems, SharePoint, Microsoft 365, and reporting tools; strong written and verbal communication skills for customer‑facing work, forecasting rigor, and KPI tracking.
Benefits
- medical
- dental
- vision
- 401k plans
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
business developmentaccount managementsales operationsproposal coordinationpipeline managementrequirements capturewin strategyforecastingKPI tracking
Soft Skills
communicationcoordinationnegotiationcustomer experiencefollow-upcollaborationplanningorganizationleadership