Director of Business Development

An investor-backed startup located in the Raleigh-Durham area, Infinia ML enables large enterprises, healthcare innovators, and technology companies to apply machine learning to their unstructured data challenges. Our work is focused on intelligent document processing, where we automate workflows that have traditionally required a human-level understanding of written content. We have developed a flexible, standardized platform for the processing of that written content in documents - think medical records, contracts, invoices, insurance claims, emails, etc.

Our technical team is led by Chief Scientist Lawrence Carin, Ph.D., one of the world s foremost experts on machine learning.

The Role

This position will focus on the day-to-day functions of the Business Development team, directly reporting to Infinia ML s VP of Business Development. We re looking for a detail-oriented and driven individual who will help us identify profitable business opportunities and develop long-term business growth strategies. Must be comfortable negotiating agreements and working on contract details.

This role does have a process management component. Must be comfortable working on contract details, scoping workflows, and negotiating agreements. Management experience is required. Sometimes this job will feel like product channel development.

As the Director of Business Development you will:

• Identify and develop new business opportunities, including selling Infinia ML solutions and growing revenue.
• Build relationships with customers, distributors, partners, and vendors.
• Evaluate existing partnerships and sales efforts with an eye toward building on what works and changing what doesn t.
• Manage key customer relationships and work to build new ones.
• Expand the profile and reach of Infinia ML.
• Help lead sales, business development, customer service, and client relationship management teams.
• Develop and strengthen internal and external relationships that will lead to increased lead generation and market share.
• Build cross-functional teams to guide and nourish sustainable, long-term growth. You will be leading lots of hiring over the next few years.
• Draft and negotiate contracts with prospective and current customers
• Foster and work to maintain an entrepreneurial growth culture throughout the company and across all teams and work functions.
• Conduct webinars and presentations to raise the brand or product profile.
• Help to shape the company s long-term objectives and determine plans for how to meet them.

While we ll look to you for fresh ideas, you won t be starting from scratch. The Infinia ML team has some resources ready to go. These include:

• Our company website
• Sales collateral, including decks and case studies
• Prospecting and lead generation software
• Marketing automation software
• HubSpot CRM tools
• Existing channel partner relationships

You Must Be:

• Someone who has successfully developed and closed new business in past roles.
• Thoroughly versed in the solutions and software sales playbook with a solid understanding of how to pitch an offering in terms of its ability to help a partner more effectively go to market.
• Experienced in developing relationships with executive decision-makers.
• Motivated by incentives. Compensation for this role will depend heavily on your ability to sign new business and close deals.
• Comfortable working with world-class technical team members and immersing yourself in technical product details.
• Comfortable managing a process and a team
• Able to generate big ideas and execute them yourself.
• Able to impose order and clarity onto situations of ambiguity and nonlinearity.

Ideally, You Have:

• Bachelor s degree in business administration, marketing, or related field, MBA a plus
• 5+ years of sales or business development experience
• 3+ years of supervisory or management experience
• Working knowledge of applied artificial intelligence/machine learning.
• Strong working knowledge of HubSpot or an equivalent CRM tool.
• Experience in software, professional services, or complex enterprise solutions environments.

The Team

You ll be constantly collaborating with a tight-knit group of sales and marketing professionals:

Mike McDonel - VP, Business Development | Responsible for all things new business, start to finish. This means a strategic look at how we go to market, traditional sales outreach,

offering development, and more. You ll report to Mike.

Kate Genser - Director of Marketing | Tactics, execution, core funnel ownership. Kate s goal is to build a machine for attracting and converting leads. Reports to the CEO but often works independently to build a strong top of the funnel.

Colton Barnett - Partner Manager | Builds strategic and channel partnerships for Infinia ML to better go to market through partners with complementary products and services. Reports to Mike, but you will be working with Colton throughout the sales cycle as well.

Kelly Maddy - Business Development Rep | Sources new lead opportunities and books meetings with prospective customers. Reports to Mike, but you will be working with Kelly throughout the sales process as you grow into a similar role.