Sr. Director, Business Development - AI Solutions Group

The Sr. Director, Business Development at Veritone will oversee the entire sales cycle, from prospecting to closing deals. This role involves providing tailored AI solutions to clients, engaging with them to understand their challenges, and developing strategic sales plans to meet revenue targets. Additionally, you will manage a robust sales pipeline, collaborate with cross-functional teams, mentor junior employees, and stay informed on industry trends to adapt sales strategies accordingly. With these responsibilities, you will play a vital role in helping businesses harness the power of AI.

To excel as a Sr. Director, Business Development at Veritone, candidates should have over 10 years of successful sales experience in related fields such as AI and data consulting. A deep understanding of AI technologies, digital transformation, and industry knowledge is essential. Additionally, a Bachelor’s degree in a technical or business field is required, while an MBA from a top-ranked University or experience in enterprise software can be a bonus. A proven track record of navigating complex sales cycles and exceeding revenue targets is crucial for this role.

The Sr. Director, Business Development role at Veritone is unique due to its strong focus on strategic leadership in the AI Solutions Group. Unlike typical sales executive roles, this position requires a significant depth of technical knowledge in AI and data-driven solutions, as well as the ability to engage with C-suite executives and other key stakeholders. The role involves not just selling solutions, but also guiding clients through the complexities of AI implementation, ensuring that innovations align with their business objectives.

A successful Sr. Director, Business Development at Veritone needs a mix of technical expertise, strong sales acumen, and exceptional interpersonal skills. The ability to articulate complex ideas clearly to diverse audiences is vital, as is a customer-centric focus that prioritizes understanding and addressing client needs. Experience in sales strategy development, pipeline management, and market insights will also be crucial. Collaboration with internal teams and a persistently results-oriented mindset are important to achieving business goals in this role.

The opportunities for growth as a Sr. Director, Business Development at Veritone are significant. You will be positioned to influence the future of AI solutions across various sectors, driving tangible results for your clients. By leading strategic initiatives and mentoring a driven sales team, you can steadily progress within the company, potentially moving into senior leadership roles. Moreover, with Veritone's commitment to professional development, you will have access to training and resources that can enhance your career trajectory.

When approaching complex sales cycles, I emphasize a relationship-driven method. First, I thoroughly research the client’s business and challenges. This allows me to tailor my approach to meet their unique needs. I maintain clear communication throughout the process, ensuring that stakeholders are engaged and informed at every stage. Additionally, I leverage my negotiation skills to build trust and achieve mutually beneficial outcomes.

In my previous position, I developed a multi-tiered sales strategy that focused on identifying key decision-makers within target organizations. By conducting in-depth needs assessments and providing customized presentations, I successfully increased our client acquisition rate by 40%. This plan also involved continuous follow-ups and utilizing feedback to refine our offerings, ultimately creating stronger relationships and higher retention.

Staying informed about industry trends is critical for any Sr. Director, Business Development role. I regularly attend industry seminars and webinars, read reputable publications, and engage with thought leaders in the AI space through networking events and online forums. This continuous learning approach allows me to maintain a competitive edge and apply relevant insights to my sales strategy.

In business development, I consider several key metrics critical for success: revenue growth, client acquisition rates, customer retention rates, and the average deal size. Additionally, monitoring sales pipeline health and the time taken to close deals provides valuable insights into the effectiveness of sales strategies and enables timely adjustments.

Handling objections effectively starts with active listening. I ensure to fully understand the client's concerns and validate their feelings. After addressing each concern with clear, concise information and offering solutions tailored to their specific needs, I work collaboratively to alleviate their worries. It's essential to turn objections into opportunities by demonstrating the value of our AI solutions.

In a previous role, I faced an aggressive target but managed to exceed it by 25%. My strategy involved intensive market research to identify high-potential leads and customizing my outreach efforts. By creating tailored presentations that spoke directly to the prospects' pain points, I was able to engage senior management effectively and close several high-value contracts within a short timeframe.

Collaboration is paramount in my sales process. I work closely with marketing, product development, and customer support teams to align strategies and ensure our solutions meet customer expectations. This collaborative approach fosters a seamless customer experience, as we can address any issues swiftly and ensure clients receive value from our offerings right from the start.

To prioritize my sales pipeline, I assess each lead based on potential revenue, the likelihood of closing, and alignment with our strategic goals. I use a scoring system to rank opportunities, allowing me to focus on high-impact prospects while still nurturing less immediate leads. Regular reviews of the pipeline help me adapt to changes in market conditions or client priorities.

One of the most challenging aspects of business development in AI solutions is navigating the complexity of client needs and matching them with the right technology. To overcome this, I believe in establishing strong relationships built on trust. By engaging clients in discussions about their challenges and objectives, I can effectively present our solutions and ensure that our AI offerings truly address their specific requirements.

My plan to contribute to Veritone’s mission centers on leveraging my extensive knowledge in AI technologies and proven sales strategies. By closely collaborating with clients to understand their unique challenges, I will tailor solutions that empower them through enhanced decision-making capabilities. Above all, I am committed to fostering long-term relationships that lead to sustained value for our clients.