Jr. Mgr Mid-Market Sales/Business Development Representative at Palo Alto University – Palo Alto, California
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About This Position
Palo Alto University (PAU) is a private, nonprofit university located in the heart of Silicon Valley with a singular focus on mental and behavioral health education. For five decades, PAU has been dedicated to addressing pressing and emerging challenges affecting individuals, organizations, and communities, preparing practitioners and scholars to meet the evolving needs of contemporary society. With an enrollment of approximately 1,200 graduate students and a small cohort of undergraduate students, the University offers a comprehensive portfolio of bachelor’s, master’s, doctoral, and professional programs delivered through innovative online, hybrid, and residential modalities.
PAU is distinguished by faculty who are nationally and internationally recognized for their contributions to research, teaching, and clinical practice. Through rigorous academic preparation, applied research, and extensive hands-on clinical training, PAU equips students with the knowledge, skills, and professional judgment required for meaningful impact in the behavioral health fields. Together, these elements define PAU’s mission-driven approach to education and its legacy of preparing confident, competent, and compassionate professionals who make a difference in the communities they serve.
Department: Growth
Reports to: Director of Growth Strategy
Location: Remote
Salary: $60,000 base salary plus uncapped commissions
Position DescriptionSitting within the Division of Innovation at PAU and reporting to the Director of Growth Strategy, the Jr. Manager, Mid-Market Sales/Business Development Representative is a newly created role with accountability for revenue generated from customized B2B deals that package mental and behavioral health trainings for relevant mid-market and enterprise level organizations, such as hospitals, government agencies, corporations, membership organizations, startups and other entities. This role is a unique opportunity to own the full-funnel B2B pipeline and partner with the team to drive substantial revenue growth while delivering best-in-class customized training to the enterprise teams that need it most.
This role will demand an outcomes-driven mindset. The successful candidate will be hungry to identify, prioritize, and engage leads, partnering with marketing but working independently to deliver on top-of-funnel goals. This team member will be excited to partner with the product team and thought leaders to package the product, evolve it to customer demands, and drive deals that close quickly enough to hit monthly revenue targets.
A strong candidate will be proactive and confident in reaching out to and respectfully challenging team members to secure the resources and information they need to accelerate deal velocity and size.
We are a fully distributed team with an established, effective remote working culture. We’re looking for a motivated team member who can grow alongside us.
Responsibilities:
Strategy Collaboration: Work closely with the growth and product teams to refine outreach strategies, messaging, and tactics to improve decision-maker engagement.
Move leads through the sales pipeline to hit monthly revenue target:
- Show initiative to identify internal resources and collaborate to master the pipeline and accelerate deal movement.
- Own and close deals from lead to won stages, driven by a solid understanding of the qualifying events that advance a deal
through stages in the HubSpot Sales and Marketing tools.
○ Own and close deals from lead to won stages, driven by a solid understanding of the qualifying events that advance a deal through stages in the HubSpot Sales and Marketing tools.
○ Engage decision-makers, understand their needs, timelines, and budgets, and tailor proposals and packaging as needed.
○ Proactively utilize our HubSpot database to lead score, constantly iterating on scoring success and outreach communications in collaboration with the marketing team.
○ Negotiate effectively and close consistently against a monthly revenue target. In the first 90 days, this role will collaborate with the team to analyze past deal velocity and value, and set realistic projected growth goals for the next year to define an increasing monthly target.
○ Deliver clear sales updates, reporting, forecasting, and drive a weekly stakeholder meeting to review deal status and next steps.
- Product Mastery & Packaging:
○ Proactively synthesize and become fluent in our Continuing and Professional Studies on-demand and live training product catalog. Establish a sales presentation model to confidently translate individual e-commerce positioning into a custom package at the enterprise level.
○ Collaborate with product and marketing teams to package and present custom training to decision makers.
○ Work with internal product owners to deliver information, details, answers, and solutions that move deals through the pipeline.
- Expert-level understanding of our entire product catalog, as well as personas and messaging. A first draft of a custom Sales presentation template evolved from individual e-commerce positioning for the catalog.
- Gain sufficient context from the broader team to inform a documented, repeatable sales playbook
- Feel confident putting together proposals and quotes for potential deals
- Demonstrated HubSpot mastery, maintaining a flawless pipeline and reporting dashboard
- Successfully work and start closing new leads generated via cold outbound and inbound efforts, moving them through the pipeline
- On track to hit monthly revenue targets
- Prioritize a roadmap of initiatives and tests to positively impact sales metrics (average deal size, speed to lead, time to close, close won rate, etc.)
- 3+ years of relevant experience in business development, sales, or customer success, experience with higher ed or mental and behavioral health platforms and projects a plus
- Strong communication skills with the ability to speak and write well, and also develop presentations, one-pagers, and other sales collateral.
- Recent experience with HubSpot and HubSpot’s sales tools
- Be comfortable with autonomy, curious about new technologies and ways of working, and eager to contribute to team goals.
- Passionate about improving mental health care and excited to align with Palo Alto University’s values from a mission-driven perspective.
- Ability to travel as needed
- Experience with digital education products and/or mental and behavioral health products
- Experience with our technology stack: Hubspot, Thinkific, Accredible, GSuite, Airtable, GA4, Looker Data Studio, Claude
- 2+ years of experience working fully remotely
- $60,000 base salary plus uncapped commissions
- Medical, Dental, Vision, and 401K
- Generous PTO, holidays, and leave policies
- Fully remote work with flexibility and autonomy
- Ongoing training, coaching, and development
No Discrimination: The University is an equal opportunity employer and is firmly committed to non-discrimination in its hiring and other employment practices and in the application of its personnel policies. In compliance with all applicable federal and state laws, except where a bona fide occupational qualification exists, employment decisions will be made irrespective of the staff member's backgrounds of race, color, religion, religious creed, ancestry, national origin, age (except for minors), sex, marital status, citizenship status, military service status, sexual orientation, medical condition (cancer-related or genetic condition), disability and/or any another status protected by law.
As provided by law, and when it is requested to do so, the University will offer reasonable accommodations to individuals with disabilities, if the individual is otherwise qualified to safely and to the University's standards of quality of work, perform all essential functions of the position and if it will be done without undue hardship to the University.
PAU has a high-quality work environment that attracts and welcomes a diversity of backgrounds of its employees. In your application or in a cover letter, please include information on how your background and experience has prepared you to work at a high level of quality of work with co-workers from a variety of different backgrounds.