Business Development Representative (Saas - Enterprise Accounts)

Aravo Solutions, Inc. San Francisco , CA 94104

Posted 1 week ago

Must be located in the SF area and be willing to commute to the San Francisco office

Aravo Solutions delivers market-leading, cloud-based solutions for managing third-party governance, risk, compliance and performance. We help companies protect their business value and reputation by managing the risks associated with third parties and suppliers, and to build business value by ensuring that their third-party relationships are optimized.

Since 2000, leading global brands across a diverse range of industries have counted on Aravo for their end-to-end enterprise supplier and third-party risk management. Brands including GE, Unilever, Procter and Gamble, Google, Salesforce and many more. Aravo has also distilled this experience and best-in-class technology into rapid time-to-value applications that help companies manage a wide range of programs including: anti-bribery anti-corruption, responsible sourcing, data privacy, information security, GDPR, and financial services regulatory compliance.

Aravo supports a user base of 200,000 corporate users, managing more than 5 million third party users in 36 languages and 154 countries.

Aravo was recognized as a leader by independent analyst research firm Forrester Research Inc., in The Forrester Wave: Supplier Risk and Performance Management Platforms, Q1 2018. Aravo is the top-ranked vendor in the current offering category.

Aravo has also been recognized with GRC 20/20s Value Award for Third Party Management for providing measurable value in GRC efficiency, effectiveness and agility, the GRC 20/20 Innovation Award for Aravo for GDPR. Aravo was named as a Category Leader with the highest Completeness of Offering of any provider in the Chartis RiskTech Quadrant for Third Party Risk Management Solutions, 2017, and was named a Challenger in the 2017 Gartner Magic Quadrant for IT Vendor Risk Management.

Aravos employees are inspired by contributing to a greater purpose through providing solutions that help eradicate corruption and social injustice from the worlds supply chains and third-party networks.

Aravo is headquartered in San Francisco, with offices and partners across the US, Europe and
Asia.The Role:

Aravo is growing fast and recognizes the importance of building a world-class team to fuel our continued success. With significant investment and strong leadership to expand our business, its a tremendous time to be joining the Aravo team.

This is a critically important role, as you will often be the first touchpoint our future clients have with Aravo. First impressions count, and you will need to be informed, responsive and engaging.

Aside from being the first point of contact for prospects, you will be responsible for enabling and optimizing sales team execution, productivity and performance through the management of inbound leads, management of appointment setting agencies, list generation and outbound support, RFI and RFP response support as well as SFDC and other sales support tools administration. You will also support and operationalize continued operations improvement projects.

The overall goal of this job is to engage prospects, and assist the sales team in the attainment of sales goals through implementing supporting processes and generating early stage pipeline activity that positively impacts sales team productivity, efficiency, effectiveness and results.


Early stage pipeline development

  • Manage all inbound lead activity (email, telephone, web and chat) qualify, set appointments and pass to sales as MQLs adhering to assignment rules
  • Augment inbound, with outbound activity (email, telephone, social selling) to hit business targets associated with SALs
  • Interact with prospects via telephone and email in an informed, professional and responsive manner
  • Nurture prospects in the system, keep engaged and informed until they are ready for a sales conversation.
  • Qualify prospects for the sales team to accelerate the right prospects through the sales cycle
  • Manage appointment setting agencies coordinate target lists with sales management, load appointments into SFDC, generate and communicate weekly reports for sales and marketing management.
  • Prospecting database super user generate prospecting lists for Account based prospecting and outbound marketing activity
  • Manage regular product based demo webinars to develop pipeline opportunity
  • Utilize marketing technology (Hubspot) to use intelligence and data to understand prospects and deliver quality results.

SFDC & Data Quality Management

  • Maintain accurate management of and reporting in Hubspot and SFDC
  • Ensure lead records in SFDC reflect qualifying data
  • Data quality management keep the quality of the data in SFDC and Hubspot is clean through data project work, as well as monitoring bounce-back/left company messages, ensuring hard bounces are retired etc.

RFI and RFP support

  • Coordinate and support RFI and RFP responses
  • Manage and update the Marketing Sharepoint site to ensure all sales support documentation is up-to-date.


  • Support at industry events
  • Various projects determined by sales and marketing management


  • 3-5 years in a sales and marketing operations or sales support role within a growth, B2B software company
  • Positive and energetic telephone skills; excellent listening and writing skills
  • Ability to confidentially converse with senior decision makers and communicate core value propositions in a clear and succinct manner
  • Track record of contributing to early-stage pipeline, in an environment where accurate entry and management of lead data in SFDC was required
  • Experience with SFDC and Hubspot (or similar MAP system)
  • Team player that is motivated and takes the initiative to deliver
  • Experience in compliance or risk management industries preferred
  • Must be organized and able to multi-task in a fast paced environment


  • Medical / Dental / Vision Insurance
  • Life and AD&D Insurance
  • Long-Term Disability Insurance
  • 401K with Company Matching
  • Equity Participation
  • 4 Weeks of Vacation
  • Fully Stocked Kitchens
  • Company Sponsored Charitable Day of Giving Events
  • ......and many more
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Business Development Representative (Saas - Enterprise Accounts)

Aravo Solutions, Inc.