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 fastpaced growth, fuelled by both organic expansion and strategic mergers & acquisitions.
We are building a worldclass, 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.
Knowledge, Skills and Experience:
- Business development or enterprise sales experience, preferably in B2B SaaS, edtech, HRtech, 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
Desirable:
- 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.
Perks and Benefits:
- 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.
