Business Development Representative

Heartland, a part of Global Payments, is a leader in payment technology solutions. They are seeking a Business Development Representative to identify and close new business opportunities, particularly with large restaurant brands, while collaborating with internal teams to deliver tailored solutions.

Responsibilities:

• Communicate and inspire a vision for the business to customers
• Identify and target key stakeholders, decision-makers, and influencers across technology, operations, and executive leadership
• Manage the sales process from end to end inclusive of building a funnel, qualifying leads, identifying decision makers, coordinating product demonstrations, negotiating contractual and financial terms and ensuring on-going customer satisfactions post-sale
• Understand the customer’s business objectives and ensure Xenial is viewed as a strategic partner to help meet these goals
• Manage QBR’s (Quarterly Business Reviews), performance reporting, and strategic check-ins with key stakeholders
• Partner with other business units to expand cross-sell opportunities
• Build and develop senior-level customer relationships through consultative selling and promoting customer confidence in Xenial
• Create and conduct product skills and sales meeting training to inform customers of new developments in products, technology, industry updates, company policies and procedures
• Conduct discovery calls, product demos, and solution presentations
• Maintain strong knowledge of our full suite of restaurant technology products and continuously stay current on industry trends
• Collaborate with internal teams (Sales Engineering, Product, Implementation) to craft tailored proposals and RFP responses
• Represent the company at industry trade shows, conferences, and events
• Accurately forecast pipeline, revenue, and close timelines within CRM (Salesforce)
• Meet or exceed quarterly and annual sales targets
• Net revenue growth
• Pipeline development
• Close rate and sales cycle efficiency
• Strategic account mapping and relationship development
• Execution of account growth plans

Requirements:

• Bachelor's degree in Business, Marketing, Hospitality, or related field
• 5+ years of experience in enterprise sales and/or account management in a B2B or restaurant technology company
• Prior experience responding to RFPs, negotiating long-term contracts, and working with legal teams
• Demonstrated success in closing large, strategic accounts with multi-location customers
• Proven track record of managing complex, strategic accounts with high customer satisfaction and revenue growth
• Salesforce experience
• Experience working with large, multi-location restaurant brands
• Experience with Microsoft Office and/or Google suite of Products