Business Development Manager

Overview:

Vivi is the only wireless screen mirroring and digital signage tool designed for education. We help IT help teachers help students with classroom technology that enhances collaboration, control, and creativity.

Vivi exists because we all had that one teacher who changed our life, who went above and beyond to serve as a role model and sage. They guided discussion, connected with their students on a personal level, were just as engaging and entertaining as they were educational, and they created a dynamic learning environment by constantly involving students.

Personalised learning environments have been proven to deliver better educational outcomes for individuals through increased participation and engagement. To successfully create such an environment requires a fluid, visual dialogue between teacher and student. This is why Vivi exists. Vivi is used by over 825,000 teachers and students around the world and is setting out to provide tangible solutions to the enormous education industry with our high-growth, ambitious, and creative team. In this rapidly evolving technology landscape, Vivi is always looking for new ways to disrupt the classroom experience, enhance customer journeys, and expand globally.

The Role

Reporting to the UK Sales Manager – EMEA, the Business Development Manager owns the full sales cycle within an assigned UK R-13 and higher education territory - from prospecting and pipeline generation through to demonstration, pilot management, negotiation, and close. This role merges new-business hunting with disciplined deal management: the BDM is expected to generate their own pipeline, run high-standard product demonstrations, manage pilots to a successful close (with Solutions Engineering support on technical setup), and keep all activity, forecasting, and territory planning current in Vivi's core sales systems. 

This role is 100% remote, with up to 30% travel within the region.

Responsibilities:

• Prospecting & Pipeline Generation 
  • Run ongoing, self-sourced prospecting activity across the assigned territory — pre-call research and planning, outbound calls and email, and creative new prospecting approaches. 
  • Qualify inbound leads from marketing campaigns as sales opportunities and follow up promptly on all new and existing contacts. 
  • Maintain and consistently work a 3x ARR pipeline coverage ratio against target on an ongoing basis, so there is always sufficient qualified pipeline to hit quota. 
  Product Demonstrations & Vivi Product Knowledge 
  • Deliver product demonstrations, online or face-to-face, to a consistently high standard. 
  • Maintain elite, up-to-date working knowledge across all areas of the Vivi platform — wireless screen sharing, digital signage, emergency alerting
    and live captions -  so every demo can speak confidently to the full product suite, not just the primary use case being sold. 
  • Maintain an elite level of knowledge of competitor offerings and positioning. 
  • Overcome customer objections by selling benefits, not features, and articulate clear ROI. 
  Pilot Management 
  • Own the customer relationship throughout the pilot and drive it forward to close. 
  • Partner with the Solutions Engineer (SE) for technical setup calls and configuration during the pilot, while retaining ownership of the commercial relationship and next steps with consistent weekly check ins.  
  • Proactively track pilot usage and engagement, and act quickly on any silent or low-usage accounts to keep pilots moving toward a decision. 
  CRM, Task & Pipeline Discipline (HubSpot) 
  • Update HubSpot daily following every demo, call, pilot touchpoint, and customer check-in -  including next steps, close dates, and deal stage. 
  • Use HubSpot tasks to stay on top of and systematically chase marketing-qualified leads and all open deals, ensuring nothing stalls without a documented next action. 
  • Keep deal records accurate enough that pipeline reporting and forecasting can be trusted without manual chasing. 
  • Utilise Claude AI in line with business expectations.  
  Territory & Strategic Planning 
  • Build, work, and consistently update a territory management and strategic direction plan covering account segmentation, whitespace, and target accounts across the UK R-13 landscape. 
  • Represent Vivi at trade shows and in-market events across the territory. 
  • Work with resellers and partners to promote and sell Vivi where relevant. 
  Performance & Development 
  • Use Lattice weekly to prepare for and update 1:1s with your manager, keeping goals, talking points, and action items current. 
  • Achieve and exceed monthly and quarterly sales targets. 
  • Provide feedback, intelligence, and customer viewpoint to help improve the Vivi product and go-to-market approach. 

Qualifications: 

• New-business driven, with a hunger to hit target and succeed in sales. 

• Fluent in understanding customer needs and building pipeline. 

• Self-reliant and action-orientated, with a clear communication style. 

• Comfortable in a start-up environment where change is inevitable and frequent. 

• Passionate about education and the benefits of edtech in school settings. 

• Experienced in the edtech space, with a minimum of 3 years selling solutions to schools, MATs, FE colleges, or HE institutions in the UK. 

• Demonstrable track record of success in a target-orientated environment. 

• Disciplined CRM user, comfortable owning both pipeline generation and full-cycle deal management.