Business Development Lead, Alchera Technologies

• 5+ years of experience in enterprise SaaS BD in dynamic, fast paced, and results orientated organisations
• Track record of closing high value deals in complex Infrastructure / SaaS
• Deep executive knowledge and credibility in the Infrastructure or Enterprise SaaS sector With some understanding of applied Machine Learning technology solutions
• Outstanding client engagement skills: - Polished, articulate, and credible when communicating with partners in business and social settings - Excellent written, interpersonal, verbal and listening skills - Understanding of clients’ challenges, and how Alchera can meet them creatively - Ability to present and discuss information in a manner that persuades, educates and enhances client understanding of the enterprise - Ability to foster strong collaboration between clients and Alchera
• Demonstrated ability to contribute strategically to clients and company, combined with comfort to roll sleeves up and dig into the executional detail
• Experience bringing new products and / or technologies to market
• Ability to thrive in an entrepreneurial start-up environment that’s fast-evolving while creating a vision and organization that can scale quickly
• Ability to work independently and collaborate closely with internal teams
• Strong track record for recruiting, developing and retaining a high performing talent

• BD Strategy planning & delivery
• Collaborate with CEO, and Product & Board to determine near and long-term growth objectives
• Create & take ownership of Alchera’s go-to-market strategy, partnership structures & team operating plan
• Setting, administering & delivering quarterly OKRs & providing visibility of team & individual targets
• Head-up appraisal of landscape for commercial & product positioning, including producing whitepapers & thought leadership
• Exceptional interpersonal and communication skills. Adept at articulating key commercial, legal and technical points with both clients, partners and internal teams at all levels, including at the executive level
• Work closely with cross-functional team members to drive clarity and simplicity for the Business Development organization to win with new prospects
• BD Team management
• Recruit and retain a high performing BD team as the organisation grows
• Supporting team development, demonstrating commitment to coaching & holding the team accountable through all facets of the sales cycle
• Driving Pipeline development & Commercial OKR Monitoring & Analytics
• Drive key account acquisition and develop market-leading sales processes
• Ability craft an engaging client-centric narrative, use data to scope growth
• Build, manage, drive and evolve client relationships and market partnerships inline with Alchera’s business objectives
• Grow a strong, sustainable sales pipeline and carry out regular pipeline and OKR reviews, sales forecasts, and client analysis
• Fully own the lead generation process all the way through to deal close
• Ruthlessly prioritize opportunities, dedicating resources to the most promising opportunities while constantly re-evaluating how to efficiently manage less obvious ones & how they align with objectives
• Growing our commercial offering with private sector accounts, from lead generation to contracting & upsell, as point of contact
• Define and implement required systems and tracking processes required to meet aggressive growth targets
• Contract negotiation & legal liaison
• Structure and negotiating product pricing agreements with customer procurement & legal teams, that support profitable, long-term customer relationships
• Provide leadership on pricing negotiation and contract structures for the team to use with customer procurement
• Defining new pricing models with input from account leads & product leadership
• Administering commercial contracts, seeking any points of contention to raise to legal teams

• 👩‍💻 Remote-first processes (or an office if you're in Cambridge)
• 📅 Flexible working
• 👩‍⚕️ Private healthcare
• 🏝️ Flexible holiday (min 5.6 weeks)
• ⛰️ Team off-sites
• 💵 Pension contributions
• 💻 New equipment and budget to build your own workspace (MacBook Pro or equivalent, monitors, software etc.)
• 🍿 Team activities (virtual lunches, company outings, etc)
• 🌎 Access to a network of other high-growth teams & co’s for personal & professional development (e.g. 5 a side football league, SE & ML journal clubs)

Total funding: $1m

Alchera Technologies was established in order to provide real-time data and analytics for infrastructure operators, allowing data-driven decision-making to drive better transport networks. It delivers this by providing operators of road infrastructure with historical, real-time, and predicted information about roadways so they can make decisions based on evidence instead of gut instinct.