Business Development Manager

The ECA International Group · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 4d ago

Still open · checked 1h agoon The ECA International Group's careers page

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The job

What you'd do: You'll win net-new businesses for ECA's global mobility technology, data and consultancy, selling to Global Mobility, HR and Reward leaders. Prospecting and networking are central to building your own pipeline.
Who you'd sell to: Global Mobility, HR, Reward and Compensation leaders · Global mobilityIn their words: “Speaking with Global Mobility, HR, Reward and Compensation leaders to understand their challenges.”
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: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 4 days.
Company hiring: This is their only open sales role.

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's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
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 The ECA International Group? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Know global mobility? Love winning new business? Let's talk. We're looking for someone who knows the global mobility world, understands the challenges businesses face when moving people around the globe and, most importantly, loves turning conversations into new customers. At ECA International, we've spent years helping organisations manage their internationally mobile employees through trusted data, technology and expert advice. Now we're looking for an experienced New Business Development Manager to help us reach even more businesses. This is a proper new business role. We're not looking for someone to simply look after an existing client portfolio. We want someone who enjoys opening doors, building relationships, spotting opportunities and getting deals over the line. And if you've sold technology or SaaS solutions into the global mobility market? Even better. You'll be helping grow ECA's client base, introducing our solutions to organisations that could benefit from our expertise. That means you'll be: - Finding and winning new customers across the global mobility market. - Building your own pipeline through prospecting, networking, referrals and industry connections. - Speaking with Global Mobility, HR, Reward and Compensation leaders to understand their challenges. - Showing prospective clients how ECA's technology, data and consultancy solutions can make their lives easier. - Managing the full sales journey, from that first conversation through to negotiation and closing. - Working closely with our Marketing, Product and Consultancy teams to turn opportunities into new business. - Keeping on top of industry developments, competitor activity and new opportunities. - Representing ECA at meetings, networking events and industry conferences. - You'll have the freedom to develop relationships, explore opportunities and make a genuine impact on our growth. Requirements First and foremost, you need to understand global mobility. You might already be selling global mobility solutions, working for a mobility consultancy, or helping organisations manage international employees through technology, data or professional services. What matters is that you understand the market, know the challenges customers face and can confidently have those conversations. You'll also bring: - A proven track record of winning new business and delivering sales results. - Experience selling B2B solutions into the global mobility market. - Confidence building relationships with senior decision-makers. - A natural ability to spot opportunities and turn them into commercial wins. - Experience managing the full sales cycle, from prospecting to closing. - Strong communication, negotiation and relationship-building skills. - A proactive approach, plenty of initiative and the drive to make things happen. The icing on the cake? Experience working in HR tech, SaaS or a technology-led business. If you've sold global mobility software, subscription-based data products or technology solutions, we'd particularly love to hear from you. An established network within global mobility would also be a big advantage. Benefits Global mobility is changing, and technology is playing an increasingly important role in how organisations manage their international workforce. At ECA, we bring together global mobility expertise, trusted data, technology and consultancy to help businesses navigate those challenges. You'll be joining an international business with an established reputation, a broad range of solutions and opportunities to develop new client relationships. You'll work alongside knowledgeable colleagues across Sales, Product, Marketing and Consultancy, with the opportunity to make a real contribution to ECA's continued growth. You'll also receive - - 💼 Enhanced Stakeholder Pension Contribution - 🌴 25 days annual leave - 🏥 Health, Life Insurance + EAP Wellbeing Support - 💰 Eligible for Annual Bonus Scheme - 🎉 Long Service Awards - 🏋️‍♀️ ClassPass Membership - 👶 Enhanced Family Leave - 📚 Up to £1,000 per year for personal development & training - 🚆 Season Ticket Loan - 🏠 Flexible/hybrid Work Environment - 🚲 Cycle to Work Scheme - 👓 Free Eye Test

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