Manager, Business Development

📋 Description

• • Own and accelerate Acquia’s growth across a defined territory and vertical portfolio by creating, nurturing, and closing new business opportunities with the world’s most ambitious brands. You will be the strategic quarterback who turns C-level vision into multi-year, high-value partnerships that expand Acquia’s footprint in experience-driven industries.
• • Build and execute a data-driven territory plan that maps every target account, stakeholder, and buying center; you will prioritize prospects by revenue potential, digital-maturity score, and propensity to adopt open-source solutions, ensuring that every week begins with a laser-focused set of actions and ends with measurable pipeline growth.
• • Run the full sales cycle—from first cold outreach through procurement, legal, and signature—while orchestrating cross-functional teams of solution engineers, customer success managers, and executive sponsors; your ability to translate technical capabilities into board-level ROI narratives will turn skeptical committees into enthusiastic champions.
• • Develop deep expertise in Acquia’s open-source platform, including Drupal Cloud, Marketing Cloud, and CDP offerings, so you can design bespoke solutions that solve content velocity, personalization-at-scale, and data-activation challenges; you will co-create success metrics with prospects and then prove value through tailored pilots and proof-of-concepts.
• • Establish yourself as a thought leader in the digital-experience space by speaking at industry events, publishing LinkedIn articles, and hosting executive roundtables; your insights on composable architectures, privacy-first marketing, and AI-driven optimization will position Acquia as the indispensable partner for next-generation CX initiatives.
• • Collaborate with marketing to craft account-based campaigns that combine intent data, technographic signals, and compelling storytelling; you will provide feedback loops that sharpen messaging, refine ideal-customer profiles, and ensure every MQL converts into a qualified opportunity within SLA.
• • Negotiate complex enterprise agreements that balance customer flexibility with Acquia’s long-term revenue objectives; you will structure multi-year subscriptions, usage-based pricing, and professional-services bundles that maximize ARR while minimizing churn risk.
• • Mentor junior sellers and sales development reps by sharing battle-tested frameworks for discovery, objection handling, and executive alignment; your coaching will lift team attainment and create an internal culture of continuous learning and quota over-achievement.
• • Maintain pristine CRM hygiene in Salesforce, logging every interaction, next step, and competitive insight so that leadership can forecast with confidence and product teams can spot emerging market needs before rivals do.
• • Deliver quarterly business reviews to Acquia’s executive staff that highlight wins, pipeline health, competitive threats, and strategic asks; your ability to tell a concise, data-rich story will secure additional resources and accelerate key deals.
• • Champion customer advocacy by transitioning new logos into reference accounts that fuel future sales cycles; you will coordinate case-study development, joint webinars, and conference keynotes that turn early adopters into lifelong evangelists.
• • Stay ahead of regulatory shifts—GDPR, CCPA, WCAG—and translate compliance requirements into compelling value propositions that help prospects de-risk digital-transformation initiatives while unlocking new budget lines.
• • Leverage Acquia’s partner ecosystem (system integrators, agencies, technology alliances) to extend reach and credibility; you will co-sell with Accenture, Bounteous, and AWS to deliver turnkey solutions that shorten sales cycles and increase average deal size.
• • Experiment with emerging channels such as developer communities, product-led growth motions, and marketplace listings to uncover net-new revenue streams; your curiosity and willingness to test, measure, and iterate will keep Acquia on the cutting edge of go-to-market innovation.