Director, Client Development Jobs

CAPE Analytics is the leading provider of geospatial property intelligence. CAPE provides instant property insights for millions of residential and commercial buildings by analyzing high-resolution imagery, property records, and novel data sources using computer vision and machine learning. With a mission to better understand and protect the built environment, CAPE provides property stakeholders with risk-predictive property attributes that are more timely, accurate, and objective than on-site inspections. Comprised of insurance, real estate, and data experts, CAPE is backed by leading venture capital firms and insurance carriers.

a Bit About Us

Since our founding in 2014, CAPE Analytics has used machine learning and computer vision to pioneer a new form of property information, built specifically for the organizations that finance, protect, and invest in our homes and businesses. Our 50+ (and rapidly growing!) clients across insurance and real estate are leading a digital transformation to secure properties and livelihoods in the face of complex trends in housing and climate.

THE OPPORTUNITY

CAPE’s insurance solutions have been adopted by leading carriers across the U.S., Canada, and Australia...but we are just getting started. Over the past 8 years, we’ve constructed an analytics platform purpose-built for deep learning. On the heels of our recent $44 million Series C financing, we’re growing rapidly. In CAPE’s next phase, we’re setting out to solve a larger share of the problem, leveraging a radically expanded array of input data sources and advanced machine learning technologies.

The Director, Business Development is responsible for generating and developing new business opportunities for the CAPE suite of products. This individual will conduct business from their virtual office and travel to customer/prospect locations, when necessary. Their chief function is to contact the appropriate parties and develop relationships with potential clients. This position is accountable for developing and cultivating leads through the clear articulation of the CAPE value proposition. The role is also responsible for the management of account-based marketing campaigns, organizational design understanding, and supporting the sales team with various prospecting needs.

This position carries a highly competitive salary, commission, and stock options structures that reward your efforts monetarily with career growth opportunities readily available based on personal achievement.

This position is an Individual Contributor role.

WITHIN 1 MONTH, YOU’LL

• Work with the sales team and leadership to learn/understand the CAPE products and fully articulate the CAPE value proposition.
• Learn about insurance deal cycles and the influencing factors that can contribute to CAPE success.
• Understand the tools, technology, and processes deployed across our organization.
• Frame out a prospecting strategy in close collaboration with Enterprise Account Executive and sales leadership team.
• Meet and understand CAPE’s marketing and sales enablement efforts.

WITHIN 3 MONTHS, YOU’LL

• Understand new CAPE Innovation and develop tailored GTM strategies
• Further your understanding of CAPE and the CAPE market impact potential.
• Make thoughtful recommendations to the sales leadership team on account injection points. Independently manage external meetings in an attempt to advance carriers into the formalized CAPE Proof of Value process.
• Work closely with sales/marketing teams to build and execute account-based marketing plans.
• Drive prospect discovery and advancement conversations.

WITHIN 6 MONTHS, YOU’LL

• Begin to further develop/evolve Sr. BDR roles/responsibilities.
• Have established deep contacts internally and externally.
• Have quantifiable and sustainable success driving carrier relationship.
• Fully understand the CAPE processes and value propositions.
• Have become proficient in the tools used to advance deals cycles. Understand the impact of the business intelligence and how success can generate new/faster success.

THE SKILL SET

• Proficiency in the understanding of insurance carrier processes.
• Sell value and ROI into C-Level as well as sell into LOB.
• Ability to think critically through creative solutions to speed the sales cycles.
• Align CAPE solutions with a customer’s strategic objectives.
• Familiarity and comfort with Google suite of products, including Slides and Sheets.
• Experience in account and organization plan development.
• Experience with CRM tools, such as Salesforce.
• Strong executive communication skills. Ability to deliver engaging presentations.
• 3+ years of Enterprise sales experience (F1000).
• 3+ years within or servicing the insurance market.
• 5+ proven work experience in a sales capacity.
• Stability – Proven history of being a consistent, top performer.
• Highest level of professional courtesy, mutual respect, and ethics. High standard of excellence, professionalism, and role model behavior.
• Manage multiple concurrent sales cycles effectively.
• Interaction with senior executives across multiple industries.

THE TEAM

As a member of the CAPE sales team, you will work alongside market leaders with a proven track record of influencing and elevating the insurance market. The Strategic BDR role works across the organization, teaming with marketing, sales, and product to create and implement new and innovative go-to-market strategies. As a member of the CAPE team on the whole, you’ll work alongside brilliant, collaborative, eager and enthusiastic team members who want to make an impact across various markets.

We believe:

• Having fun together is an important part of the job
• Self-motivation leads to the best outcomes
• Talent is critical, but best when tempered with humility
• Open, direct communication is a sign of respect
• Teamwork drives success

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***CAPE Analytics is an E-verify participant.***

Cape Analytics believes in creating a more equitable environment for everyone, and is committed to standing against wage gap disparities that are widened by limited pay transparency.

Positions at Cape may also include stock options, bonus opportunities, and/or variable incentive pay (commissions) to supplement your base earnings. Additionally, Cape offers top-notch insurance options and competitive benefits- such as unlimited PTO, company outings, remote work capabilities and more!