Business Development Manager, Fleets in EMEA


Company Type

NAUTO is an autonomous car startup on a mission to make cities safer and more efficient with better drivers. We're looking for engineering and business professionals who love to design, build and scale real-time distributed systems to join our growing team in Palo Alto.

Merging artificial intelligence with computer vision, NAUTO’s systems detect and react to what’s happening on the road ahead of a driver and within the vehicle.  NAUTO algorithms sense when there is an issue on the road ahead, or a distraction within the vehicle, and helps the driver respond. NAUTO also automatically understands when a collision is about to happen, and records the scene inside and outside of the car then. Images and data about the incident are stored in the cloud, and can be shared via NAUTO’s app and fleet management tools.

NAUTO is selling to automobile OEMs, insurance providers and commercial fleets. Its systems are running on several classes of high-volume commercial vehicles. Investors in our recent A-round included Andy Rubin’s Playground Global, Draper Nexus and strategics such as BMW, Toyota, Allianz.

Long-term, NAUTO will continue to partner with auto manufacturers to evolve its systems from an onboard safety AI into a platform that becomes the brain controlling autonomous vehicles.

Position description

The Business Development Manager (BDM) role is a unique opportunity to help grow one of the hottest Silicon Valley start-ups in the computer vision, artificial intelligence and self-driving car space.

This is a critical role as it interfaces between NAUTO drivers, fleet owners and automotive OEMs to cultivate the NAUTO brand and build demand for the service.

This role calls for a combination of business development, lead generation, sales, strategy, and analytics skills. The Business Development Manager will also have a hand in executing cross-functional initiatives that span complex partnerships, events, shaping regulations, driver experience, R&D, and brand.

You'll be tasked with growing brand awareness, leads and deals in your assigned geographies, marketing NAUTO’s systems in the most efficient and engaging way possible. You’ll knock down doors and pursue any crazy idea to help grow NAUTO. You should be as comfortable giving a 15-second elevator pitch about NAUTO to a stranger as you are to digging into deal pipeline analytics. You’ll focus on scalable efforts that can be replicated in multiple markets.

You need to be passionate about technology, comfortable in an "all hands on deck" environment, love solving data-rich real-world problems, and above all, thrive in a startup culture.

We are moving a mile a minute to make sure that NAUTO drivers and clients are able to experience the magic of having NAUTO’s AI-system on-board.

The role includes ownership of following:

1.      Building and growing a book of business in specific client verticals and geos.

2.      Planning, coordination, and execution of all deal terms.

3.      Coordinating and drafting of business development plans and budgets for your book of business, including major briefings/presentations (e.g., annual operating plans, board meetings, road shows, town halls).

4.      Providing day-to-day operational support and coordination of contractual obligations.

5.      Special ad hoc projects with high level of strategic and analytical skills required.

Essential job functions and responsibilities include:

You'll be tasked with growing brand awareness and a book of business for Nauto in the most efficient and engaging way possible.  This is a hands-on role; you are expected to excel at sourcing, relationship building, and lead generation. You have prior experience leading a business development effort and have intimate knowledge of the challenges business development professionals commonly face. You have deep pool of best practices as to how to overcome these challenges. You will be an enthusiastic leader who can foster cross-functional collaboration within the Fleets team and across the sales, product, AI-research and engineering organizations.

You will serve as a product and industry expert to help the business development team generate qualified leads, grow the sales pipeline, and ultimately help grow our customer base and drive revenue. As a business development manager, you will help all members of the team strategize the best way to target accounts and develop new opportunities for our U.S. mid-market and enterprise sales teams. You will provide continuous cross-functional input to help the NAUTO team overachieve its quota and make recommendations for improvement on phone and email outreach. Finally, you will share best practices with your counterparts across our geographic footprint.

You will be expected to

  • Drive pipeline creation.
  • Ensure both inbound and outbound leads are being qualified and pushed the sales cycle efficiently.
  • Identify and make recommendations to help improve productivity, efficiency, and processes.
  • Create, define, and document a repeatable scalable process for generating pipeline as the company grows.
  • Lead by example on best practices for meetings, calls and emails as well as scheduling inbound and outbound meetings.
  • Help recruit, coach, mentor, and motivate across a team of market-facing professionals to help each individual overachieve quota.
  • Develop & maintain business development playbook.
  • Establish 30-60-90 day plans for your account portfolio.
  • Create and deliver accurate analysis on individual/team results and maintain systems to accurately track and report metrics.
  • Ensure a smooth and consistent handoff of processes from your deal terms to product, engineering, R&D, Legal, etc.
  • Ensure team has accurate and updated NetSuite records.
  • Create cadence for review within team, conduct weekly 1:1s with each cross-functional partner, and help drive career progression paths for team.
  • Work closely with stakeholders across the company to ensure lead quality and quantity, alignment with territory strategy, and foster collaboration. 
  • Provide clear inputs to Marketing to enable integrated marketing campaigns.
  • Take a leadership role on the formulation and execution of transformative cross-functional projects.
  • From a financial performance perspective, work with Leadership Team members to identify opportunities for efficiencies in contractual terms and expenditures.
  • Prepare reliable, high quality briefings, presentations, talking points, and internal communications as well as effectively convey key messages to critical constituents and content providers to ensure clarity of scope and objectives.

Desired Skills and Experience

  • Minimum of 2+ years of relevant experience.
  • Enthusiastic leader with the ability to inspire others.
  • Deep understanding of generating pipeline through outbound/inbound activity.
  • Experience managing and improving relevant BD and Sales KPIs.
  • Desire to continuously learn and improve processes.
  • Consistent track record of quota overachievement as an individual contributor or, history of successful performance as a BDM.
  • Results oriented, metrics driven track record.
  • Excellent communication skills.
  • Proficient in NetSuite, LinkedIn Sales Navigator, and mail merges/email campaign software
  • Bachelor’s degree required, with preference for advanced degree holders who have a focus in mathematics, statistics, business or medicine/science.
  • Significant experience working directly with senior executives.
  • Ability to work on-site in EMEA.
  • Broad knowledge of the tech industry and startup environment.
  • Flexible. You are able to travel to get things running. 

The Perks

  • Ground floor opportunity with the team; shape the strategic direction of the company.
  • The rare opportunity to change the world such that everyone around you is using the product you built to get around safely. We’re not just another app, we’re moving real people and goods and helping to reinvent transportation and logistics
  • Beautiful modern workspace. Company cafeteria for three meals per day if you like.
  • Sharp, motivated co-workers in a fun office environment

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Confirmed 6 hours ago. Posted 30+ days ago.

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