Vice President, Business Development

Delinian

17h

About The Position

As Vice President, Business Development, you will be responsible for identifying, developing, and closing new institutional client relationships that drive BCA Research's revenue growth. This is a pure new-business role: your focus is on building pipeline and winning first-time subscribers to BCA's research and insights, not managing existing accounts. You'll work closely with Research, Marketing, Client Success, and Sales Leadership to introduce BCA's macroeconomic research and investment insights to prospective institutional investors across your territory, positioning BCA as a trusted advisor from the first conversation through contract signature and a smooth handoff to the Account Management team. Working as part of the Americas Sales team, you will: ● Develop and execute a territory business development plan to hit annual new-revenue targets. ● Identify, qualify, and pursue new institutional client opportunities across your assigned markets. ● Build and maintain a robust pipeline of qualified opportunities through networking, referrals, events, direct outreach, and industry engagement. ● Manage the full sales cycle, from prospecting through negotiation, contracting, and onboarding. ● Conduct consultative sales conversations with portfolio managers, strategists, economists, and other senior investment professionals to understand their research needs and demonstrate BCA's value. ● Coordinate meetings between prospects and BCA strategists to support the sales process. ● Partner with Marketing on campaigns, events, and lead-generation initiatives. ● Maintain accurate pipeline and opportunity tracking in Salesforce CRM, and provide regular forecasts to Sales Leadership. ● Monitor market and competitor activity within your territory to identify emerging opportunities. ● Hand off new clients to Account Management with the context needed for a strong start to the relationship. Measures of Success ● New business revenue generated against territory targets ● Pipeline volume, quality, and conversion rate ● Sales cycle efficiency, from first contact to signed contract ● New-logo acquisition across target segments and territories ● Forecast accuracy and CRM discipline

Requirements

5+ years of successful B2B business development or institutional sales experience, ideally selling subscription-based research, financial information, SaaS, or professional services.
Demonstrated success prospecting, developing, and closing new institutional client relationships, consistently meeting or exceeding new-business targets.
Experience managing complex, consultative sales cycles involving multiple stakeholders.
Strong understanding of institutional investors and their research needs, including asset managers, hedge funds, pension funds, sovereign wealth funds, insurance companies, and investment banks.
Interest in and knowledge of global macroeconomics, investment strategy, financial markets, and asset allocation.
Experience using Salesforce or a similar CRM to manage pipeline, forecasting, and opportunity tracking.
Excellent communication, presentation, and negotiation skills.

Nice To Haves

CFA designation or progress toward a CFA, CAIA, or similar professional qualification.
Existing network of relationships with portfolio managers, strategists, economists, CIOs, asset allocators, and research professionals within institutional investment organizations.

Responsibilities

Develop and execute a territory business development plan to hit annual new-revenue targets.
Identify, qualify, and pursue new institutional client opportunities across your assigned markets.
Build and maintain a robust pipeline of qualified opportunities through networking, referrals, events, direct outreach, and industry engagement.
Manage the full sales cycle, from prospecting through negotiation, contracting, and onboarding.
Conduct consultative sales conversations with portfolio managers, strategists, economists, and other senior investment professionals to understand their research needs and demonstrate BCA's value.
Coordinate meetings between prospects and BCA strategists to support the sales process.
Partner with Marketing on campaigns, events, and lead-generation initiatives.
Maintain accurate pipeline and opportunity tracking in Salesforce CRM, and provide regular forecasts to Sales Leadership.
Monitor market and competitor activity within your territory to identify emerging opportunities.
Hand off new clients to Account Management with the context needed for a strong start to the relationship.