Sales and Business Development Representative

Job Description

Company Overview

At SPAN Enterprises, LLC, we are dedicated to developing innovative software solutions that simplify complex business processes. Our products empower organizations to manage tax filing, compliance, and workforce management confidently. Guided by our core values—Create, Commit, and Candor—we strive to deliver exceptional products while fostering a collaborative, creative, and customer-focused environment.

Position Overview

As a Sales and Business Development Representative at SPAN Enterprises, you will drive revenue growth by nurturing warm leads and inbound opportunities through to close. This role is primarily focused on engaging prospects who have already shown interest — through inbound inquiries, marketing campaigns, or handoffs from our SDR team — and guiding them through discovery, solution selling, and deal closing. You'll also support pipeline growth through supplemental outbound prospecting when needed, working closely with Marketing, Product, and Sales Engineering to align solutions with customer needs. This role includes representing SPAN at industry events and conferences.

Success in this role is measured by lead-to-close conversion rates, quota attainment, pipeline quality, and customer satisfaction at the point of sale.

Core Focus Areas

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• Solution Selling & Deal Closing
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• Lead Nurturing & Pipeline Management
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• Market Intelligence
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• Sales Process Optimization
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• Primary Responsibilities
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1. Solution Selling & Closing

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• Engage in discovery conversations to understand customer pain points, goals, and technical requirements
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• Tailor presentations and product demonstrations to align with customer needs and use cases
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• Work with Sales Engineers and Product teams to build customized proposals and proof of concepts
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• Navigate sales cycles involving multiple stakeholders and decision-makers, and drive deals to close
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• Own quota attainment across assigned pipeline
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2. Lead Nurturing & Pipeline Management

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• Manage and respond promptly to inbound leads and warm handoffs from the SDR team
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• Nurture relationships through consistent, timely follow-up to keep prospects engaged and moving toward close
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• Maintain accurate, up-to-date records of all prospect interactions and pipeline status in the CRM
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• Supplement pipeline with your own outbound outreach and lead generation as needed
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• Collaborate with Marketing to execute targeted campaigns and events that drive awareness and interest
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3. Market Intelligence

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• Stay informed on trends, challenges, and innovations in the tax compliance/SaaS industry and relevant customer verticals.
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• Track competitor products, pricing, and positioning to inform sales strategy
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• Gather prospect feedback to help shape product development and messaging
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• Share market insights with Sales Leadership, Marketing, and Product teams to refine go-to-market strategy
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• Represent SPAN at industry conferences and trade shows, with periodic travel required 5%
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4. Sales Process Optimization

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• Analyze personal sales data to improve efficiency and effectiveness
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• Share feedback and best practices with peers to strengthen team performance
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• Adopt and champion new tools, processes, and methodologies introduced by sales leadership
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• Identify bottlenecks or gaps in the sales cycle and recommend improvements
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What We're Looking For

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• Minimum 5 years of SaaS sales experience, with a proven track record of closing warm/inbound deals
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• Strong consultative selling skills — comfortable guiding prospects through evaluation and decision-making
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• Experience with CRM tools (Salesforce, HubSpot, or similar) and pipeline forecasting
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• Excellent verbal and written communication skills
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• Willingness and ability to travel for conferences and trade shows [specify frequency]
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• Self-motivated with strong time management and organizational skills
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• B2B SaaS experience preferred; tax, compliance, or fintech experience a plus
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Join SPAN Enterprises, LLC, where your creativity and technical expertise will help shape how our products and brand are experienced by customers worldwide.