• Execute sales and business development strategies to meet revenue and pipeline targets • Build strong market understanding to identify target customer segments, partnership opportunities, and growth levers • Drive pipeline growth through outbound prospecting, networking, partnerships, and inbound lead conversion • Source, pitch, and support onboarding of channel partners (brokers, insurers, TPAs, and other distributors) • Drive partnership sales enablement by equipping partners with the right materials, training, and ongoing support to generate qualified leads • Collaborate with partners on go-to-market initiatives and joint value propositions • Support the development of scalable sales and partnerships processes, including playbooks, collateral, and workflows • Track leads, opportunities, and performance using CRM tools (e.g., HubSpot), ensuring accurate reporting and visibility • Work closely with Marketing to align on targeting, messaging, and lead generation efforts • Partner with internal teams (Product, Clinical, Marketing) to refine offerings and improve customer and partner outcomes • Contribute to continuous improvement of sales and partnerships processes using data and performance insights

• Consistently meet sales and profitability goals. • Follow-up, qualify, engage, and manage leads and opportunities via Salesforce.com. • Position product and service solutions to clients. • Use disciplined account planning to maintain client relationships, enhance customer satisfaction, and increase account penetration. • Partner with account executives in cross-sell and upsell opportunities; penetrate additional buyers in accounts, identify their needs and configure appropriate offerings. • Accurately and consistently report sales forecasts and opportunity funnels. • Participate in industry organizations such as ISSA, ISACA, OWASP etc. • Work with GuidePoint Security vendors to understand and position their technologies, understand and articulate their value proposition to clients. • Assist marketing in driving attendance to GuidePoint events and activities. • Represent GuidePoint Consultants to clients and articulate our areas of expertise. • Set proper expectations and maintain open communication with clients and vendors throughout the sales process lifecycle.

• Lead, coach, and inspire a team of BDRs • Design and execute a comprehensive BDR strategy • Continuously refine and improve BDR workflows • Work closely with Sales, Marketing, and Customer Success • Generate regular reports on BDR performance

Role Description ThoughtFull is hiring a Business Development Manager to drive growth across the Philippines and support regional expansion across Southeast Asia. This role will focus on building a strong sales pipeline while developing and activating partnerships across brokers, insurers, TPAs, and other distribution channels. You’ll play a key role in executing go-to-market strategies, generating revenue through both direct sales and partnerships, and spearheading and guiding hyperlocalised market entry strategies that support long-term growth. - Execute sales and business development strategies to meet revenue and pipeline targets - Build strong market understanding to identify target customer segments, partnership opportunities, and growth levers - Drive pipeline growth through outbound prospecting, networking, partnerships, and inbound lead conversion - Source, pitch, and support onboarding of channel partners (brokers, insurers, TPAs, and other distributors) - Drive partnership sales enablement by equipping partners with the right materials, training, and ongoing support to generate qualified leads - Collaborate with partners on go-to-market initiatives and joint value propositions - Support the development of scalable sales and partnerships processes, including playbooks, collateral, and workflows - Track leads, opportunities, and performance using CRM tools (e.g., HubSpot), ensuring accurate reporting and visibility - Work closely with Marketing to align on targeting, messaging, and lead generation efforts - Partner with internal teams (Product, Clinical, Marketing) to refine offerings and improve customer and partner outcomes - Contribute to continuous improvement of sales and partnerships processes using data and performance insights Qualifications - 5–7 years of experience in business development, sales, or partnerships (experience in HR solutions, employee benefits, insurance, brokers, or TPAs preferred) - Proven ability to generate pipeline and close deals, either through direct sales or partner channels - Experience working with or managing partnerships and distribution channels is a strong advantage - Strong communication and stakeholder management skills, with the ability to collaborate across teams and external partners - Comfortable working with targets, pipeline tracking, and CRM systems (e.g., HubSpot) - Process- and data-driven, with the ability to contribute to building scalable systems and workflows - Adaptable and proactive, able to thrive in a fast-paced, evolving environment - Regional exposure in Southeast Asia is a plus Requirements - Note: This role is open to candidates who are currently based locally in the Philippines and fluent in the local language. - Unfortunately, we’re not able to offer visa sponsorship at this time. Benefits - Basic Salary Range: SGD4,000 - SGD6,000 Company Description Thoughtfull is an equal opportunity employer. We provide equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you have a disability or special need, please inform us for accommodation.