Business Development Lead, SMB

Energy CX•Chicago, IL

About The Position

The Business Development Lead, SMB will build Energy CX’s first dedicated SMB sales function. The role begins as a hands-on seller for the first 1–2 quarters, including onboarding and developing deep product and industry knowledge. After that, the lead will manage a team and develop newly promoted BDRs and external hires into high-performing Account Executives. The role partners with Middle Market and Enterprise sales leaders, while the team receives support from the company’s BDR team. The position is suited to someone who can build a team and develop people in a fast-paced environment.

Requirements

At least 2 years of sales management experience.
Background as a quota-carrying seller, with experience closing full-cycle deals end to end.
Ability to coach and develop representatives rather than doing the work for them.
A data-driven approach, using pipeline and performance metrics to diagnose problems and guide decisions.
Comfort working in a fast-paced, builder environment.

Nice To Haves

Experience selling solutions or commodity procurement services.
Experience in commodity brokerage sales or a related industry.

Responsibilities

Build a management system that develops talent and drives pipeline.
Grow an SMB team that consistently achieves its revenue targets.
Develop representatives into talent ready for Account Executive roles on the Middle Market and Enterprise teams.
Provide executive leadership with accurate, data-driven revenue forecasts.
Coach and manage performance through weekly pipeline reviews, deal-level mentorship, and KPI tracking.
Analyze team performance data, monitor active deals, and forecast revenue for future quarters.
Hire, onboard, and structure the SMB team to ensure appropriate coverage and a suitable mix of skills.
Build a talent pipeline of future Middle Market and Enterprise representatives.
Build and document systems and playbooks that enable the SMB function to scale.