At a Glance
- Tasks: Drive strategic growth initiatives in government and healthcare sectors.
- Company: Join Totara, a global leader in learning and performance platforms.
- Benefits: Enjoy enhanced parental leave, private healthcare, and professional development opportunities.
- Other info: Hybrid role with a supportive, diverse, and inclusive workplace culture.
- Why this job: Make a real impact by closing deals and expanding market presence.
- Qualifications: Experience in business development or enterprise sales, preferably in B2B SaaS.
The predicted salary is between 36000 - 60000 € per year.
Totara is a global learning, engagement and performance platform serving enterprise, government, and public sector organisations. Backed by a committed private equity investor, Totara is in an exciting phase of fast-paced growth, fuelled by both organic expansion and strategic mergers & acquisitions. We are building a world-class, scalable commercial organisation to accelerate growth, expand our direct UK market presence, and increase enterprise value over the coming years.
As a Business Development Manager at Totara, you will play a pivotal role in driving the company’s strategic growth initiatives across UK target verticals including Government and Healthcare markets. You’ll work to identify, develop and close new business opportunities with new customers. This will be a combination of reactive tender driven response activity and opportunities we are proactively working on that have been generated by SDR and marketing demand generation activities. Your efforts will help extend Totara’s footprint in enterprise learning, talent, and performance management. This role will report into our Head of Sales.
Responsibilities:- New Business Acquisition: Identify and qualify high-potential prospects in target markets and sectors (government and healthcare). Manage the full sales lifecycle—from prospecting (supported by SDR and marketing teams), and proposal development to contract negotiation and deal closure. Respond to appropriately qualified tenders in a timely and high-quality manner. Deliver compelling product presentations (supported by pre-sales teams) and tailored solution pitches to senior stakeholders. Accurate and realistic forecasting of deals and sales data for Totara stakeholders in line with Revenue Operations standard operating procedures and playbooks.
- Strategic Market Expansion: Analyse market trends, customer needs, and competitive positioning to inform regional growth strategies. Identify potential verticals, geographic markets, or segments for expansion. Collaborate with marketing and product teams to align campaigns and messaging with market opportunities.
- Cross-Functional Collaboration: Work with the marketing and SDR teams to generate leads and execute targeted campaigns. Collaborate with the product team to relay customer feedback and inform roadmap priorities. Partner with the implementation and customer success teams to ensure smooth handovers and long-term client satisfaction.
- Business development or enterprise sales experience, preferably in B2B SaaS, edtech, HR tech, or learning systems.
- Experience managing long term prospect relationships across commercial or public sector customers.
- Demonstrated success in closing complex deals with enterprise-level organisations.
- Exceptional communication, negotiation, and interpersonal skills.
- Ability to work independently in a remote-friendly, global team environment.
- Familiarity with LMS, LXP, or HRIS solutions is a strong advantage.
- Hybrid role, primarily home based but with a central London office available and with a willingness to travel as required for client meetings, sales conferences, and internal team events.
- Develop and maintain functional and industry expertise.
- Background in learning and development, HR solutions, or talent management.
- Proficiency with CRM systems (e.g., HubSpot ideally) and sales enablement tools.
- Strong understanding of solution selling and consultative sales methodologies.
- Enhanced Parental Leave
- Private Healthcare
- Life Insurance 4x Salary
- Professional Development Opportunities
- Annual Wellbeing Allowance
- New Joiner home working set-up allowance
- Additional Paid Leave: Birthday off, Working days between Christmas and New Years Eve
We’re committed to building a diverse, equitable and inclusive workplace where everyone feels they belong. We welcome applications from people of all backgrounds, identities and experiences, and we’re happy to make adjustments to support you through the recruitment process - please just let us know.
Business Development Manager employer: Totara
At Totara, we pride ourselves on being an exceptional employer that champions growth and innovation in the learning and performance sector. Our hybrid work culture fosters flexibility and collaboration, allowing you to thrive in a supportive environment while working on impactful projects within the government and healthcare markets. With a strong commitment to professional development, enhanced parental leave, and a focus on diversity and inclusion, Totara offers a rewarding career path for those looking to make a meaningful difference.
StudySmarter Expert Advice🤫
We think this is how you could land Business Development Manager
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, webinars, or even local meetups. The more you engage, the better your chances of landing that Business Development Manager role at Totara.
✨Tip Number 2
Showcase your skills! Prepare a killer pitch that highlights your experience in B2B SaaS and your knack for closing deals. When you get the chance to present, make it memorable and tailored to what Totara needs.
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. It shows your enthusiasm for the role and keeps you fresh in their minds as they make their decision.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re genuinely interested in joining the Totara team.
We think you need these skills to ace Business Development Manager
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Business Development Manager role. Highlight your experience in B2B SaaS, especially in government and healthcare sectors, to show us you understand our market.
Showcase Your Achievements:Don’t just list your responsibilities; we want to see your successes! Include specific examples of deals you've closed or targets you've exceeded to demonstrate your impact in previous roles.
Be Clear and Concise:When writing your application, keep it straightforward. Use clear language and avoid jargon where possible. We appreciate a well-structured application that gets straight to the point!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re keen on joining our team!
How to prepare for a job interview at Totara
✨Know Your Market
Before the interview, dive deep into the government and healthcare sectors. Understand the current trends, challenges, and opportunities within these markets. This knowledge will not only impress your interviewers but also help you tailor your responses to show how you can drive growth for Totara.
✨Showcase Your Sales Skills
Prepare to discuss specific examples of how you've successfully closed complex deals in the past. Use the STAR method (Situation, Task, Action, Result) to structure your answers. Highlight your negotiation skills and how you've built long-term relationships with clients, especially in B2B SaaS or similar environments.
✨Engage with the Team
Since this role involves cross-functional collaboration, be ready to talk about how you've worked with marketing, product, and customer success teams in previous roles. Share examples of how you’ve contributed to lead generation and campaign execution, showing that you’re a team player who values collaboration.
✨Prepare for Role-Specific Questions
Anticipate questions related to LMS, LXP, or HRIS solutions, as familiarity with these tools is a strong advantage. Brush up on your knowledge of solution selling and consultative sales methodologies, and be prepared to discuss how you would apply these in your approach to new business acquisition at Totara.
