Business Development Representative, Direct Employers

ABOUT HOUND LABS, INC. 

Hound Labs, Inc. develops advanced breath testing technologies to address leading public health and safety issues. The Company’s flagship product is the HOUND® CANNABIS BREATHALYZER, an ultra-sensitive, analytical test that identifies active THC molecules in breath. Breath testing introduces the drug testing industry’s shortest cannabis detection window, giving employers a practical and objective solution to detect and deter recent use. By limiting cannabis detection to use occurring immediately before or during the workday, test results empower employers to maintain safe workplaces, improve hiring and retention efforts, and promote fairness in the workforce. Learn more at HoundLabs.com.  

DEPARTMENT

Sales

REPORTS TO

Chief Revenue Officer

LOCATION

Remote

ABOUT THE ROLE 

The Business Development Representative, Direct Employers will be responsible generating new business through his or her established contacts, networking, cold outreach, following up with inbound leads, and attending trade shows. The ideal candidate will have an entrepreneurial spirit and remarkable sales, negotiating, critical thinking, and teamwork skills. We are looking for someone who’s an enthusiastic goal setter with a positive attitude.  

OVERVIEW OF RESPONSIBILITIES AND DUTIES  

• Demonstrate competitive spirit that makes the team perform at their best  
• Sell into high valued prospect accounts to compliment the Sales Development Team and Marketing efforts following Hound Labs’ sales strategy 

• Negotiate and close business through online meetings, phone, and in-person meetings  
• Utilize Salesforce CRM to drive consistent sales outreach and follow up 
• Engage customers with clear, concise, and compelling written and verbal communication  
• Learn and communicate Hound Labs’ product offerings to prospects and customers  
• Demonstrate accurate forecasting and pipeline management  
• Develop an expertise for Hound Labs’ industry, the industries of its customers, and the competitive landscape  
• Work with the team to repeat success, identify areas of improvement, and execute the strategic plan of the Hound Labs sales team  

Requirements

Key Competencies 

• Tactical sales skills – senior level tactical sales skills including sales call management, questioning, objection handling, communications, professionalism, etc.   
• Strategic/complex/enterprise sales process skills – experience managing complex, high dollar value ($250K+) sales engagements. MEDDIC, Sandler Sales Institute, The Complex Sale, Solution Selling, Challenger and Strategic Selling training preferred.  
• Presentation skills – well developed presentation skills. Candidate must be able to effectively present to small and large groups. 
• Solution Selling – experience analyzing prospects’ critical business issues and pain; positioning and financially justifying solutions. Enterprise application sales vs. transactional product-oriented sales.   
• Prospecting/pipeline development – the candidate must have the territory contacts, skills, attitude and commitment to develop new business on their own. We have lead generation programs, but the candidate needs to be able to significantly contribute to pipeline development. Builder mentality. 
• Goal orientation – sets high stretch standards of performance for self and others. Low tolerance for mediocrity. Strong personal income goals, good attitude, high energy, ambition and professional goals. Bias toward action; a “doer.” Continually takes action that is revenue generating. 
• Accountability – high sense of responsibility. 100 percent acceptance of responsibility for results.  
• Independence/Entrepreneurial - experience in at least one small company and comfort working in an entrepreneurial environment. Able to deliver results without a lot of direction. 
• Intellectual curiosity, creativity, and eagerness to learn and teach.  
• Aptitude for problem solving, and the willingness to suggest alternative approaches based on experience and research.  
• Communications Skills - ability to communicate efficiently with multiple people both internally and externally.  
• Interest in Hound Labs’ mission and desire to affect change.  

Critical Success Factors / Track Record 

• A-Player with a proven track record in a complex sales environment – 5 years of successful sales in complex situations. Top 10% of company results. Over quota performance across multiple situations. Generally earns performance ratings of “excellent.” 
• At least 3 years in a row at any one company where they exceeded quota.  
• A candidate having their last 3 positions in a row with less than 2 years of tenure in each position is a red flag.  
• New Business - Demonstrated ability to effectively generate >75% of revenue from net new accounts. Hunter mentality. 
• Industry knowledge – has experience selling solutions in industries such as drug testing.  
• Bachelor’s Degree (BA/BS) required   
• Employment screening, med device, bio tech industry experience preferred. Companies similar to: Abbott, Quest Diagnostics, LabCorp, DISA, Sterling, HireRight, First Advantage. 

A-Players from TopGrading 

A Player: High Performer = top 10% talent 

A Player Potential: Exhibits the potential to function as an A player within 12 months 

A Player Attributes: 

• Smart; intellect and business savvy 
• Driven to succeed; passionate 
• Trustworthy 
• Consistent high performers 
• Adaptable to adjust to many different personalities 
• Surround themselves with high performers 
• Very hard workers 
• Resourceful; overcome obstacles 
• Effective leaders 
• Down-to-earth, well-grounded, self-aware, humble 

• Results: A Players dramatically outperform B Players and C Players 
• Resourcefulness: A Players prevent problems and find solutions 
• Energy: A Players have it and energize others 
• Cost: A Players require less supervision and are significantly better than B Players and C Players at growing revenues and boosting productivity 
• Recruiting: A Players attract other A Players 
• Fun:  A teams have more fun than “mixed” teams (A, B and C players) 

The HOUND® CANNABIS BREATHALYZER is intended to detect recent cannabis use. It does not measure whether, or how much, a person is impaired. It is intended solely for use in law enforcement, employment, and insurance settings. It should not be used for any medical or therapeutic purposes, or for any Federal drug testing programs, such as programs run by the Substance Abuse and Mental Health Services Administration (SAMHSA), the Department of Transportation (DOT), and the U.S. military.

Diversity is important at Hound Labs. We are proud to be an Equal Opportunity Employer, and make employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or any other protected class.