SmartBug Media

Business Development Rep

• Develop and execute an annual Business Development roadmap focused on untapped verticals and geographic expansion.
• Identify and cultivate high-level strategic partnerships (channel partners, affiliates, and co-marketing alliances) to create new lead-gen flywheels.
• Perform competitive analysis to ensure our pricing and service models remain the "provider of choice" in the enterprise space.
• Lead the full sales cycle for target accounts, from initial strategic positioning to final contract negotiation and closing.
• Orchestrate multi-departmental responses to RFPs and RFIs, ensuring technical and financial alignment.
• Navigate complex procurement and legal hurdles to secure long-term service agreements and master contracts.
• Maintain a robust pipeline of qualified opportunities, ensuring accurate forecasting and CRM hygiene within HubSpot.
• Collaborate with Marketing to refine Account Based Marketing (ABM) strategies for high-value targets.
• Act as a mentor and escalation point for the BDR team to help unstick complex deals in the mid-funnel.
• Define key performance indicators (KPIs) and utilize analytics tools to track and measure campaign effectiveness.
• Prepare detailed performance reports, providing actionable insights and recommendations for optimization.
• Manage automation for lead nurturing.
• Demonstrated self-awareness, empathy, and the ability to navigate interpersonal dynamics, including effective conflict resolution.
• Mentor and coach team members, empower staff, provide ongoing feedback, and foster a collaborative, high-performing team environment.
• Take responsibility for team outcomes (both successes and failures), holding yourself and team members accountable for commitments.
• Provide ongoing guidance, support, and opportunities for team members to enhance their skills, build new competencies, and progress in their careers.
• Set clear performance standards, monitoring progress, providing regular feedback and coaching, and addressing performance gaps.

Director of Business Development

Solutions Engineer

• Partner with Sales Account Executives during pre-sales to uncover system dependencies and technical constraints.
• Conduct technical feasibility assessments to ensure integration approaches are sound and sustainable.
• Design and articulate integration strategies that demonstrate business value by connecting HubSpot with complex third-party stacks.
• Scope solution architectures and draft technical data flow diagrams that form the backbone of sales proposals.
• Support proof-of-concept (POC) builds and integration demos to illustrate solution viability.
• Act as a subject matter expert in integration frameworks, HubSpot APIs, and middleware architecture.
• Serve as the primary technical authority during discovery calls and deep-dives to assess data sources and API environments.
• Influence complex technical deals to expand project scope and solution value.
• Ensure smooth handoffs to RevOps and Development teams by providing clear documentation and expectations.
• Review data relationships, automation triggers, and sync rules across systems to ensure data integrity.
• Translate client business processes into system design logic for long-term scalability.
• Educate the sales team on technical positioning to improve deal confidence and solution accuracy.
• Mentor and coach team members on technical best practices and foster a collaborative, high-performing environment.
• Guide the team through shifting priorities and organizational transitions with flexibility and empathy.
• Take responsibility for team outcomes and hold self and others accountable for high-quality technical deliverables.
• Foster an inclusive environment where all team members feel empowered to contribute their unique strengths and technical insights.

Solutions Architect

Account Manager

• Exemplary client management relationships with franchise clients, building rapport and trust through regular and proactive communication.
• Immediately escalate client satisfaction concerns to Strategists/Supervisors to ensure timely resolution.
• Develop a deep understanding of client goals and work to meet/exceed them through thoughtful strategies and execution.
• Coordinate effectively with Account Associates for seamless campaign optimization and execution.
• Share knowledge, learnings, and best practices with teammates to foster collective growth and improve service quality.
• Work effectively and efficiently across a high volume of accounts, maintaining accuracy and quality.
• Assist with strategy planning for larger accounts, with direction from Strategists and Supervisors, identifying opportunities for growth and improvement.