Business Development Coordinator

Business Development Coordinator

WHO WE ARE

We are a digital transformation consultancy, Registered Salesforce Consulting Partner and Certified B Corp with big dreams for the future of philanthropy. Our diverse team of techies and do-gooders works closely with foundations to help them unlock the full potential of their processes, teams, and technology so that they can do their good—even better.

We’ve worked with some of the world’s largest foundations, including the William and Flora Hewlett Foundation, and Tides USA.

HOW WE WORK

We’re an ideal match if you seek autonomy, mastery, and purpose in your work. We take pride in a participatory work culture, where learning trumps ego. Curiosity, experimentation and a human-centred approach are core to how we do meaningful work together and to how we respond to the evolving needs of our clients.

We live our values of accountability, candour, empathy and daring. Policies are transparent and team members are empowered to make decisions about areas that affect them most. This allows our team to work flexible hours and from where they are most inspired (even pre COVID-19!). We trust each other to stay accountable and get stuff done.

WHO YOU ARE

We are seeking a versatile, goal-oriented go-getter, eager to join a B Corp and blend a passion for sales, business development, and client success with a desire to make an impact on philanthropy.

In this role, you will be a key player in helping Grantbook’s Growth team (sales and marketing) achieve targets. Key areas of responsibility will include support for both external and internal facing sales processes: lead development and prospecting (including research), lead nurturing, pitch and proposal development, opportunity management, and sales operations.

You demonstrate sharp sales and negotiation skills, a keen sense of how to deliver value throughout the buying journey of prospective and active clients, and a talent for sales operations. And bonus points if you bring experience working in philanthropic and nonprofit sectors and you understand the context and appreciate the nuance of building relationships in these spaces. 

What You’ll Be Doing

Support the Growth team across the pipeline to secure new business and grow existing client base, build strong, long-term relationships, and help to develop infrastructure for growth.

Key support for Growth function to achieve success against targets:

• Expand Market Share to $7M in 2025
• Create and maintain a robust pipeline with a monthly average of $600K in new opportunities created; maintain a minimum Win Rate of 20% 
• Maintain a Time to Close of maximum 80 days

1. Grow New Business: Support Expanding Market Share in 2025

• Support the Growth team throughout the sales process to achieve our objectives to grow our market share by expanding existing business and securing new clients
• Develop leads and support prospecting efforts, including research and building/maintaining strategic account plans
• Effectively nurture leads and manage opportunities through the pipeline
• Support sales & marketing colleagues to develop targeted pitches and proposals and create assets that will land us partnerships with our ideal clients
• Support the Growth and delivery teams in structuring complex SOWs, proposals, and reviewing and executing contracts (sales enablement)
• Administer processes and analyze performance and reporting data within Salesforce to support sales 
• Where necessary, provide coverage for Senior Sales Lead and Account Management Lead for active deals in pipeline; support refining infrastructure for regular account syncs to stay up to date on key accounts 
• Work with the Growth team and our CEO on strategic client and business development tours, helping to develop vision, messaging, and key assets to support these tours
• Help to inform our content and conference strategy and identify key opportunities for us to showcase our work
• Help to inform our content and conference strategy and identify key opportunities for us to showcase our work, in partnership with Director of Growth and Marketing & Brand Experience Lead

2. Grow Existing Business & Build Lasting Relationships: Drive Client Retention & Extend Journey

• Support Account Management Lead and Director of Growth in identifying opportunities to expand and work more strategically with existing accounts, support lead generation, and source feedback to improve account management strategies and tactics in order to:
• Increase the average lifetime value of existing clients
• Increase client conversion to subscriptions, total value of subscriptions
• Increase the number of multi-year contracts with existing clients
• Contribute to creating and maintaining a robust pipeline with a monthly average of $600K in new opportunities created; maintain a minimum Win Rate of 20% 
• Support organization-wide efforts to decrease client churn rate
• Support Account Management Lead and Director of Growth in refining the process to develop up-to-date strategic account plans and manage sales operations (including contracting) for existing clients, as well as implement account management best practices to ensure client success
• Support company-wide efforts to continue to refine sales processes and infrastructure to drive future growth (i.e., Optimize renewals), including strategic collaboration with Grantbook Delivery Leads
• Support Account Management Lead and Delivery Leads in identifying opportunities to re-engage lapsed and/or dormant clients
• Support the Growth team in efforts to deeply understand our clients’ pain points and needs (e.g., by asking insightful follow up questions to clients or project managers)
• Understand market landscape, pricing structure, and how to best drive value for Grantbook and our clients
• Help to inform case studies that act as inspiration for clients beginning their journey with us; help sharpen how we communicate our purpose and articulate the impact we can offer to new clients that are exploring our services

Skills & Qualifications 

• University Degree, College Diploma, or Equivalent Experience in Sales/Business Development, or related field
• Minimum 2 years of related experience
• Experience working within philanthropic and/or nonprofit sectors is strongly preferred
• Ability to work in a fast-paced environment and comfortable managing and prioritizing multiple projects simultaneously 
• Experience working in a B2B company in professional or technology services or consulting is preferred
• Strong research and writing skills 
• Excellent English communication skills, both oral and written
• Must be highly organized with the proven ability to multitask
• Experience with Salesforce (or similar CRM tool) an asset
• Proficient in G-Suite (we are a Google shop and are big users of Google Slides, Sheets, and Docs)

Compensation & Benefits

Grantbook currently has a tiered salary model where levels and the accompanying compensation are determined by the experience and skills you bring to the team. The Business Development Coordinator role sits in Grantbook’s Growth & Operations Level A or B depending on experience, with a starting salary range of $62,000 - $69,000. In addition, Grantbook boasts an Employee Ownership Trust which allows team members to participate in profit sharing.

All team members receive four weeks of paid vacation per year, a comprehensive benefits package, and, after one year with Grantbook, are eligible to buy into Grantbook’s Employee Share Ownership Plan. For more information, visit our Culture & Careers page.

Where We Work

Grantbook’s headquarters are in Toronto, where the majority of our team is located. We also encourage candidates located elsewhere in Canada to apply and work with us remotely. 

How We Hire

As a company dedicated to social good for our clients, our team, and the world, we are as transparent as possible about how we work. That includes how we hire. 

A word of advice: we greatly value communication skills, empathy, and self-awareness in our team. This means the cover letter is a major factor when we hire. Current team members report that putting together their application took them 1-2 hours. Please keep this in mind as you prepare your application!