Cantina: Director, Business Development

What we’re about

Cantina is an award-winning strategic design and development agency based in Boston with expertise in digital design, custom mobile app and web development, IoT, connected devices, and experience strategy. We work with companies in all major industry sectors ranging from the Fortune 500 to high growth startups. Our clients include some of the largest and most innovative companies on the planet, and we are actively exploring and doing work with clients in a variety of exciting areas including health tech, fintech, sports tech, AR, VR, machine learning, and innovation strategy. At our core, we are team of innovators, builders, designers, engineers, and strategists who love what we do. We are committed to designing and building experiences that truly matter, and that enhance the human experience. If you are excited about this opportunity, and you’ve got what it takes to make an impact in this important role, we’d love to hear from you!

 

About the role

We’re looking for a dynamic Director-level sales executive with a proven track record of developing and growing new business within a defined territory to meet aggressive sales goals; and who will actively and collaboratively help Cantina accelerate its growth and success in key industry verticals and service areas, including UX/UI design, software engineering, product & project management, and experience strategy.

 

About you

You are motivated by meeting new people, building trusted relationships, driving new business deals, working in high growth industry areas, and helping to deliver valuable and meaningful solutions for customers. You are passionate about innovation and technology and the impact design has on the human experience. You are both a leader and a team player. You are entrepreneurial and comfortable working in fast-paced and dynamic environments. You can manage complex relationships with a focus on client success, problem solving and creating win-win relationships. You are an excellent presenter and also a great listener. You know how to uncover opportunities through active discovery and asking questions. Your experience has allowed you to master the sales process, uncover challenges and effectively position solutions that are unique to each situation and client need. You are a creative thinker, who works really well with others, and you thrive within a self-guided work environment. You enjoy the culture that comes with a dynamic, growing company, and have fun along the way. You don’t take yourself too seriously and you are deeply curious and a lifelong learner.

 

Key responsibilities

  • Sell Cantina services to new clients within a defined territory and target account profile
  • Grow accounts and relationships with a target of >$1mm in sales per account annually across multiple accounts
  • Consistently engage with and learn from prospects and clients, and position and pitch Cantina services and offerings to new prospects and accounts
  • Lead the sales process both internally and externally with prospects and assist the Cantina delivery team with project scoping and proposal generation
  • Lead and manage negotiation of client contracts in consultation with legal counsel and Cantina’s executive leadership team, e.g. non-disclosure agreements (NDAs), statements of work (SOWs), master service agreements (MSAs)
  • Track and manage all sales leads and pipeline deals in a defined territory and successfully quarterback them to a fully executed and contracted sale
  • Partner with Cantina’s leadership, delivery and marketing teams to develop content that can help to drive meaningful discussions and sales conversions with prospects and clients, including industry overviews, market insight briefings, strategic discussion decks, intro/capability decks, case studies and credential content
  • Partner with Cantina’s project teams and project delivery leadership to effectively manage client needs/satisfaction, staffing/resources, and overall team performance
  • Partner with Cantina’s marketing team and delivery leadership to help execute across key marketing, brand and thought leadership initiatives, including content development (e.g. blogs), event attendance, and targeted campaigns to build and grow relationships in key strategic areas
 
Qualifications
  • Minimum 10 years experience selling technology, design, consulting and/or custom software engineering solutions and services
  • Knowledge of and interest in technology, business strategy and innovation, including IoT, AR/VR, mobile applications, web-based software, ML/AI, etc.
  • Proven track record of meeting and exceeding sales goals and quotas, with a focus on new business development, particularly within large enterprise accounts
  • Proven track record of developing, managing and growing multiple large strategic accounts and generating >$1mm in sales annually in such accounts
  • Excellent oral and written communication skills with an ability to present in front of audiences scaling up to 25+ people
  • Proven and established network of contacts and executives in a variety of functions, including product, design, marketing, innovation, strategy, software and technology
  • Experience building a territory and a book of business through active outbound selling techniques, networking, relationship building, and solution selling
  • A true “people person” adept at creating and maintaining strong client relationships
  • A team player who can successfully work within a complex delivery organization
  • Proven experience negotiating contracts and partnering with legal counsel and internal / external business stakeholders to successfully execute business deals
  • BA/BS or higher, preferably in business, marketing, engineering or computer science

 

Location

  • This is a Boston-based position

 

Compensation

  • Competitive base salary commensurate with experience
  • Uncapped commission plan based on sales and quota achievement

 

Benefits and perks

  • 100% employer-paid insurance premiums for health, dental, vision and disability
  • Optional company-paid mobile phone plan
  • Company-paid bike share program
  • Flexible Work Arrangements (such as work from home days) available upon request
  • Paid parental leave for up to six (6) weeks
  • 401(k) retirement plan with employer match
  • Vacation time accrued to twenty (20) days per year
  • Convenient, downtown Boston location
  • Snacks, refreshments, coffee, tea and more in the office
Full-time