Business Development Manager

Exely · Tbilisi, GA

Base: Not disclosed
OTE: Not disclosed
Posted: 2mo ago

Still open · checked 1h agoon Exely's careers page

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The job

What you'd do: Hunt new hotel clients for Exely's hotel websites and booking/automation software through cold calls, cold meetings, and in-person visits (about 80% face-to-face). Target: 5 new live hotels per month.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 73 days. Ask why it's been hard to fill.
Company hiring: This is their only open sales role.

Red lights

None spotted.

Green lights

States the quota. You know the number before the first call.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
5.
Is the territory new or existing? Who had it before?
An existing book is a head start. Greenfield means building from zero.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Exely? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Exely is a global IT company specialising in online solutions and websites for hotel industry. We help hoteliers increase their direct sales and automate operations. With a client base of over 5000 properties from 56 countries, ranging from small hotels to large resorts, we are committed to delivering exceptional customer service and support. Our distributed team works from 20 countries in APAC and EMEA regions and speaks 35+ languages providing an exceptional possibility to share global exchange experience. This job in a nut shell As a Business Development Manager at Exely, you will be responsible for End-to-End sales cycle: identifying potential B2B clients (hoteliers), making cold calls, developing relationships, and closing deals. In addition, you will work closely with our marketing team to develop effective sales strategies and campaigns. The ideal candidate should have excellent communication and negotiation skills, as well as a strong ability to build and maintain relationships with clients. Please note that this position requires work from the office, but 80% of the working time you’ll spend on fieldwork visiting clients, identifying their needs, making presentations. Responsibilities The main objective is customer acquisition. We expect you to bring in at least 5 clients per month after completing the training and adaptation (1-2 months on average). In order to achieve this goal, the Business Development Manager: - Travels a lot to meet with hotel managers, presenting Exely solutions (approximately 80% of the work is face-to-face meetings with clients in the client's territory); - Generates leads through cold calling, cold meetings, attending events and with the help of the marketing team; - Handles incoming leads and converts them into customers; - Building trusted relationships with hospitality professionals and attending events for hoteliers as a representative of Exely; - Go on business trips; - Provide market research to the management team; - Work diligently with CRM. During adaptation period (first 60 days) we expect you will: - Successfully pass product knowledge trainings in after 02 weeks; - Bring at least 5 clients (hotels) and make them "live"; - Identify and research potential clients to build a strong pipeline; - Reach out to prospects via cold calls and meetings (door-to-door, online, etc.) to generate 50-60 warm leads/month; - Track and report on lead generation and outreach activities on CRM (Bitrix). Requirements - At least 1 year proven B2B sales experience; - Excellent communication skills required: willingness to make cold phone calls, ability to handle objections, excellent presentation skills; - Knowledge and experience with sales techniques is desirable; - Customer-oriented approach: You can effortlessly establish rapport with customers, comprehend their actual requirements, possess an overwhelming urge to aid, not just sell at any cost; - You are a problem solver and have cases to prove it; - Must be based in Tbilisi and willing to work from office (Tbilisi, 15, Ilia Chavchavadze Anenue); - Proficiency in Georgian as a native language, at an advanced level in English; - Experience in TravelTech (Online Travel Agency, Channel Manager, Booking Software, and other SaaS products for the hospitality sector) would be highly beneficial; - Proficiency in CRM and computer software is required. Benefits - Competitive salary based on your experience; - Commissions depend on the sales volume; - Prioritising employee wellbeing and providing the necessary facilities for their comfort (medical insurance after probation end, corporate equipment, dedicated onboarding manager); - You will have a well-structured onboarding and constant support from an experienced manager. Initially, you will be accompanied by members of our international team to meetings; - Clear business objectives, opportunities for growth within the company; - Scheduling: from Monday to Friday, form 9 AM till 6 PM; - The start-up environment is fast-paced and constantly growing, with full support from our established international team; - Network with colleagues from around the world; - Online&Offline camps, workshops and gatherings; - Network with colleagues from all over the world (Random Coffee Program). If you’re interested in this position, please send us your CV with a brief self-introduction story and we’ll get back to you shortly.

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