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Business Development Manager, EDU

🇺🇸 Hybrid - CA

🕑 Full-Time

💰 $100,000 - $200,000

💻 Sales

🗓️ January 10th, 2023

K-12 Higher Ed
Grammarly is excited to offer a remote-first hybrid working model. Team members can work primarily remotely in the United States, Canada, Ukraine, Germany, Poland, or Portugal. Conditions permitting, teams will meet in person a few weeks every quarter at one of Grammarly's hubs in San Francisco, Kyiv, New York, Vancouver, and Berlin, or in a workspace in Kraków. 

We believe this balanced, flexible approach gives our team members the best of both worlds: plenty of focus time along with in-person collaboration that fosters trust, unlocks creativity, and further fuels innovation.

Grammarly team members in this role are required to live within a daily commutable distance to San Francisco. Grammarly may provide relocation assistance.

The opportunity 
Every day, tens of millions of people and 50,000 professional teams rely on Grammarly’s AI-enabled communication assistance to help them communicate confidently and achieve their goals. Our team members have the autonomy to take on exciting challenges in pursuit of our mission to improve lives by improving communication. Together, we’re building on more than a decade of steady growth and profitability. We’re defining the communication assistance category for individuals, enterprises, and developers with tailored service offerings: Grammarly Premium, Grammarly Business, Grammarly for Education, and Grammarly for Developers. All of this begins with our team collaborating in an inclusive, values-driven, and learning-oriented environment.

To achieve our ambitious goals, we’re looking for a Manager of Business Development to join our EDU Sales team. Reporting directly to the Head of Organizations Revenue, this role will manage Grammarly Education’s existing team of BDRs. Serving students and their institutions is a core area of our focus and how we deliver on our mission to improve lives by improving communication. As a member of the foundational vertical, this role will contribute to this function and the specific strategies required to build it. As the first North American manager of BDRs, the role will formalize this segment, integrate best-practice lead development motions with marketing and sales workflows, and optimize the team’s performance to support our growth goals for 2023 and beyond.

Your impact
As the Manager of Business Development, EDU you will manage a team of BDRs located both in North America and in Europe. Your team and work will have high visibility and will be a primary source for other teams and departments to learn about the market.

You will be evaluated and compensated based on a rubric that includes the BDR teams’ performance, new deals closed, and the extent to which you embody Grammarly’s EAGER values (ethical, adaptable, gritty, empathetic, and remarkable). The Manager of Business Development, EDU, will work with the Education Sales, Sales Engineering, Marketing, Product Marketing, and Revenue Operations teams.

  • Within your first thirty days, you will establish command over the product, first-meeting doc, pitch, demo, and Command of the Message framework. You will understand core BDR metrics and drivers and develop hypotheses for improvement areas.
  • By month three, you will establish operating cadence and reporting for day-to-day execution and implement initiatives targeting improvement in crucial drivers of BDR productivity.
  • By month six and beyond, you will begin to optimize and enhance the productivity per representative and team by understanding key inputs and critical drivers of pipeline generation.

We’re looking for someone who
  • Embodies our EAGER values—is ethical, adaptable, gritty, empathetic, and remarkable.
  • Is able to collaborate in person in San Francisco 4 weeks per quarter.
  • Has experience capturing opportunities that net new relationships for the Sales team.
  • Has experience with VP+ prospects in addition to middle management (director/manager).
  • Is able to create and execute outbound lead generation campaigns.
  • Knows how to sell on business value rather than a feature list.
  • Uses systems (e.g., CRM) for pipeline management, lead routing, pipeline projection, and related tasks. 
  • Can consider, play out, and weigh alternative scenarios based on strategic objectives. 
  • Relentlessly sets and pursues aggressive short- and long-term goals.
  • Develops and deepens relationships with people based on an understanding of their motivations, fears, and aspirations.
  • Has knowledge of K-12 or higher education organizational structures.

Support for you, professionally and personally
  • Professional growth: We believe that autonomy and trust are key to empowering our team members to do their best, most innovative work in a way that aligns with their interests, talents, and well-being. We also support professional development and advancement with training, coaching, and regular feedback.
  • A connected team: Grammarly builds a product that helps people connect, and we apply this mindset to our own team. Our remote-first hybrid model enables a highly collaborative culture supported by our EAGER (ethical, adaptable, gritty, empathetic, and remarkable) values. We work to foster belonging among team members in a variety of ways. This includes our employee resource groups, Grammarly Circles, which promote connection among those with shared identities including BIPOC and LGBTQIA+ team members, women, and parents. We also celebrate our colleagues and accomplishments with global, local, and team-specific programs. 
  • Comprehensive benefits: Grammarly offers all team members competitive pay along with a benefits package encompassing excellent health care (including mental health and fertility benefits) and ample and defined time off. We also offer support to set up a home office, caregiver and pet care stipends, wellness stipends, 401(k) matching (US only), admission discounts, learning and development opportunities, and more.
  • For San Francisco–based employment: Grammarly takes a market-based approach to compensation, meaning pay may vary depending on your location. Base pay may vary considerably depending on job-related knowledge, skills, and experience. Our compensation packages include equity; a wide range of medical, dental, vision, disability, and life insurance options; retirement benefits; and parental leave. We offer twenty days of paid time off per year (global), eleven days of paid holidays per year (US and Canada), and unlimited sick days (global).

The expected salary range for this position is outlined below by compensation zone and may be modified in the future. 

San Francisco:
Zone 1: $100,000 – $200,000/year (USD)

We encourage you to apply
At Grammarly, we value our differences, and we encourage all—especially those whose identities are traditionally underrepresented in tech organizations—to apply. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Grammarly will consider qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chance Ordinance. Grammarly is an equal opportunity employer and participant in the US Federal 

E-Verify program.

Please note that Grammarly’s COVID-19 vaccination policy requires that all team members in North America be vaccinated against COVID-19 to meet in person for Grammarly business or to work from a North America hub location. It is expected that this will be a requirement for this role. Qualified candidates in North America who cannot be vaccinated for medical reasons or because of a sincerely held religious belief may request a reasonable accommodation to this policy. For Europe, this policy requires team members to be vaccinated or produce a daily negative COVID-19 test administered on-site to work from the hub or attend in-person meetings.

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