Manager, Business Development

To qualify for the Manager, Business Development position at Axonius, candidates should have at least 2 years of people management experience along with a background in tech sales as a BDR or Account Executive, ideally working with Enterprise accounts. Candidates must also demonstrate a passion for mentoring BDRs, possess a strong understanding of prospecting best practices, and exhibit excellent communication skills. Familiarity with tools like Salesforce and sales best practices will be beneficial in succeeding in this role.

As the Manager, Business Development at Axonius, your primary responsibilities include leading and mentoring a team of BDRs and SDRs, hiring and onboarding new team members, and implementing strategies to optimize team performance. You'll coach BDRs to meet and exceed monthly performance goals, collaborate closely with sales leadership for strategy alignment, and use data-driven insights to make decisions related to performance and pipeline initiatives. It's a multifaceted role where your leadership directly contributes to the success of the sales team.

Axonius is committed to fostering career growth for its employees, including the Manager, Business Development. The company provides ongoing growth opportunities through mentorship programs, a learning and development stipend, and company-wide courses. Leadership supports team members in realizing their long-term career paths by investing in their development, ensuring that there is room for advancement and personal growth within the organization.

The team environment at Axonius for the Manager, Business Development role is collaborative and supportive. You'll work with talented professionals who prioritize teamwork and are ready to help each other succeed. The company holds regular team events and happy hours to foster camaraderie, making it not just a workplace, but a community where everyone is encouraged to contribute and participate in achieving common goals.

Axonius offers a comprehensive benefits package for the Manager, Business Development role, including 100% coverage of healthcare premiums, dental and vision coverage, and a competitive 401(k) match. Other attractive benefits include generous parental leave policies, additional time off for significant life events, and a focus on corporate social responsibility. With an emphasis on diversity, equity, and inclusion, Axonius ensures a supportive environment for all employees.

In preparing for this question, consider discussing data analysis to identify areas needing improvement, incorporating effective training sessions for the team, and establishing clear performance metrics to keep the team aligned with business goals. Highlight how leveraging technology and refining processes can lead to continuous improvement in their performance.

For this question, emphasize a personalized approach, where you assess each BDR's strengths and weaknesses. Discuss your methods of providing constructive feedback, setting clear performance goals, and conducting regular one-on-ones to offer continuous support and guidance. Demonstrating your commitment to their growth will be essential.

When answering this, provide a specific example that showcases strategic thinking, such as using targeted outreach combined with data insights to generate leads. Explain how you measured success and adapted the strategy based on performance metrics, which aligns with the responsibilities expected at Axonius.

Discuss your experience with tools like Salesforce, Outreach, and LinkedIn Sales Navigator, focusing on how they've helped streamline processes and improve communication within the team. Mention specific functions of these tools that have directly contributed to better lead management and conversion rates.

Explain how you would first understand the company's strategic goals and then set clear, measurable objectives for your team that align with those goals. Address the importance of ongoing communication with other departments to ensure alignment and adjust strategies as necessary to achieve these objectives.

In your response, highlight the significance of data in identifying trends and assessing team performance. Emphasize how you utilize metrics to make informed decisions on the team's strategy, set realistic targets, and refine prospecting approaches, which resonates with the analytical nature of the role at Axonius.

Discuss a structured approach to address underperformance, such as identifying the root cause of the issue, working closely with the individual to set improvement goals, and providing the necessary resources or training to help them succeed. Emphasize that open communication and support are crucial in overcoming performance challenges.

Describe past experiences where you successfully collaborated with other departments, outlining strategies for effective communication and project alignment. Explain how you would create an environment that encourages teamwork and ensures that efforts across different teams are in sync with the larger business goals.

Be ready to discuss a specific scenario where you played a critical role in implementing a change, focusing on the challenges faced, how you navigated resistance, and the final outcome. Highlight the importance of involving the team in the process to maintain morale and engagement.

Your answer should reflect your understanding of Axonius's mission and values, as well as how your background aligns with the role. Discuss your passion for developing future business leaders and how you see your experience contributing to an innovative and dynamic environment while echoing the values Axonius stands for.