This role plays a critical part in fueling Keystone Group International’s revenue growth engine, operating at the intersection of business development, sales operations, and client experience.
This role serves as the operational backbone that keeps our pipeline moving, our prospects engaged, and our BD infrastructure running with precision and purpose. This role owns the design, execution, and continuous improvement of KGI’s business development and sales operations systems and processes.
This role brings genuine BD operations instinct, connects dots across conversations, data, and relationships to identify where opportunity exists and what needs to happen next to advance it. This role works closely with the VP of Client Growth to design and execute the systems, campaigns, and touch points that move prospects through the sales cycle and keep existing clients engaged and growing.
This role partners with the VP of Client Growth to identify target accounts, engagement strategies and execute with discipline to turn warm relationships into closed business. Support KGI’s growth by building things such as a nurture sequence, a partner event follow-up plan, and pre-call briefs that make a senior leader more effective in the room. This role is measured by the movement created in pipeline and the quality of experience clients and prospects have with Keystone at every touchpoint.
This role is designed for someone who can quickly step in, take ownership of core BD and sales operations processes, and begin driving impact within the first 90 days.
This role is best suited for someone who:
- Enjoys building and improving systems that support revenue growth
- Thrives in a behind-the-scenes role that drives outcomes through others
- Highly detail-oriented, with the ability to connect dots across data, conversations, and relationship networks
This role is not:
- A quota-carrying sales role
- A purely administrative support role
Position Responsibilities
Business Development & Sales Support (net new opportunities):
- Provides behind the scenes support that adds value to our prospects while keeping KGI top of mind and nurturing them through our pipeline by leveraging activities such as networking events, meetings, phone calls, email
- Collaborate with the VP of Client Growth to identify expectations and deliverables in support of the overall client lifecycle, specifically in the sales process
- Schedule initial calls, discovery calls and meetings
- Support the nurturing of pipeline prospects
- Prepare brief for BD/Sales calls and meetings to include prospect mapping, and/or history, recent engagement, pain points
- Prepare and send proposals or other sales materials
- Follow-up on outstanding proposals / SOWs
- Synthesize market, prospect, and client data into actionable insights that inform BD strategy, outreach prioritization, and next best actions
- Partner with the VP of Client Growth to develop strategies and tactics and independently drive execution and iteration within defined priorities
- Own coordination and execution of strategic partner events, including target identification, invitation strategy, logistics, and post-event follow-up to drive pipeline conversion
- Own the end-to-end execution and optimization of BD campaigns (e.g., target outreach, re-engagement, event follow-up), including build, launch, performance tracking, and continuous improvement
- Leverage technology and automation to design, document, and continuously improve BD and sales processes, systems, and workflows to increase sales velocity
Client Experience + Sales (existing clients):
- Partner with the VP of Client Growth and VP of Delivery to prepare for client meetings, including building pre-call briefs, summarizing account history, and identifying expansion opportunities
- Own post-meeting documentation including meeting recaps, action item tracking, and follow-up communications
- Monitor client engagement signals across email, events, and CRM activity to flag accounts that may be warming, cooling, or ready for a next conversation and proactively bring recommendations to the VP of Client Growth for cross-sell/upsell opportunities
- Assist in the preparation of Quarterly Business Review (QBR) materials, client presentations, and renewal documentation in partnership with Delivery and Sales leaders
- Over time, and as relationship credibility is established, participate in select client or prospect interactions in a supporting capacity with a development path toward owning specific touchpoints independently
Data Management & Reporting:
- Own CRM hygiene and data quality standards, ensuring consistency and reliability across the organization
- Own pipeline visibility and reporting accuracy to enable informed BD decision-making
- Identify gaps in current BD and sales processes and proactively implement improvements to increase efficiency and effectiveness
Success Metrics
Success in year one includes:
- Increased pipeline velocity and conversion rates
- Improved CRM data accuracy and reporting reliability
- Measurable pipeline contribution from campaigns and events
- Increased capacity for senior leaders to focus on high-value prospect conversations
- Campaign effectiveness: touches, open rates, opportunities gained
- Percent of pipeline influenced by campaigns/events
- Number of Existing Clients with new or expanded scopes of work influenced
- Success in the first 90 days includes establishing CRM discipline, improving pipeline visibility, and launching at least one targeted campaign or event follow-up initiative
Experience, Skills & Abilities:
- Bachelor’s degree preferred; 3–5 years of experience in business development, inside sales, or sales operations, ideally within professional services or consulting
- Ability to identify and advance opportunities by connecting insights across client interactions, data, and relationship networks
- Clear and concise communication and interpersonal skills with a strong sense of urgency and quick response time
- Strong ability to build rapport and relationships with executives in person and virtually
- Proficiency in CRM software (e.g., HubSpot) and proposal/SOW tools (e.g., Qwilr or similar)
- Track record of meeting or exceeding performance targets
- Self-motivated with the ability to work independently and as part of a team
- Excellent time management and organizational skills
- Knowledge of consultative selling techniques and selling complex consulting services
Work Environment:
- This role is primarily in-office, with flexibility in scheduling.
- This individual will spend many hours at a desk
- Minimal travel is needed for this role, will only be on an as needed basis such as attending a conference, trade show, etc.
Other duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.
Duties, responsibilities and activities may change at any time with or without notice.
Benefits
The role offers a starting salary of $85,000.00 with the potential for increase based on experience and the skills the candidate brings. Benefits include medical, dental, and vision coverage, a 401(k), and paid time off.
At-Will Employment
This position is at-will, meaning employment may be terminated at any time, with or without cause or notice, in accordance with applicable law.
We are an Equal Opportunity Employer and consider all qualified applicant without regard to protected characteristics under applicable law.
