Business Development Manager
Business Development Manager New Business Development & Profitable Revenue Growth Work Location: Fully Remote | Territory: California and other selected states Employment: Full-Time | Travel: Twice per year Position Overview Our Client is seeking a results-driven Business Development Manager (BDM) to acquire new clients and accelerate profitable revenue growth. This is a fully remote, new-business-focused B2B sales position. The BDM will prospect, develop decision-maker relationships, build a qualified pipeline, and convert opportunities into long-term client partnerships. California remains the primary market, with expansion into other selected states aligned with company priorities. The successful candidate thrives in a remote environment, demonstrates independent ownership, and consistently converts prospecting activity into measurable results. Key Responsibilities 1. New Business Development - Identify and prospect new organizations in our clients' target markets. - Generate qualified opportunities through outbound outreach, referrals, digital networking, phone, email, LinkedIn, and virtual meetings. - Conduct virtual discovery meetings, presentations, and service demonstrations. - Build relationships with decision-makers and navigate multi-stakeholder buying processes. - Manage opportunities through proposal, negotiation, and close. - Achieve quarterly and annual new-business revenue and profitability targets. 2. Remote Sales & Relationship Development - Build strong prospective-client relationships through video meetings, phone calls, and digital communication. - Establish disciplined remote outreach and follow-up routines. - Use industry associations, professional networks, and virtual events to create opportunities. - Manage assigned markets independently while collaborating with internal teams. - Participate in company-required travel twice per year. 3. Development of Newly Acquired Accounts - Develop accounts personally acquired by the BDM, including additional departments, programs, locations, and services. - Cultivate additional stakeholders and generate referrals and introductions. - Remain eligible for commissions on newly acquired accounts for approximately 18 months, subject to the final compensation plan. - Support transition of mature accounts to the existing-account management structure after the development period. 4. Pipeline, CRM & Forecasting - Maintain accurate CRM records, activity histories, opportunity values, and next steps. - Provide reliable forecasts and sufficient qualified pipeline coverage. - Identify stalled opportunities and act promptly to advance or close them. - Participate in regular virtual sales reviews and accountability meetings. 5. Revenue, Profitability & Market Intelligence - Generate profitable new revenue and protect gross margins when developing proposals. - Coordinate complex pricing and service commitments with leadership and Operations. - Monitor client needs, competitor positioning, procurement opportunities, and emerging markets. - Share actionable market intelligence and expansion opportunities with leadership. 6. Cross-Functional Collaboration - Coordinate with Client Success, Operations (Interpreting, Translation, Vendor Management), Finance, and executive leadership. - Ensure new clients are transitioned effectively and commitments are operationally feasible. - Communicate prospect expectations clearly and secure internal alignment before promising pricing or service capabilities. Role Boundaries This is a new-business acquisition role, not a traditional account management position. The BDM does not own our client’s accounts that existed before their involvement, unless leadership specifically assigns an opportunity. Existing-client retention and organic account growth are not under this role’s responsibilities. Performance Expectations Year 1 new-revenue target: $500,000, ramped by quarter: Q1 $50,000; Q2 $100,000; Q3 $150,000; Q4 $200,000. Year 2 target: approximately $750,000 in new annual revenue. Targets may be reviewed based on market conditions and territory opportunity. Scorecard: new revenue, gross profit, quota attainment, qualified pipeline, opportunities created, virtual discovery meetings, proposals, new accounts won, conversion rates, sales-cycle progress, referrals, and CRM accuracy.
Requirements
Qualifications - 3-7+ years of successful B2B business development or consultative sales experience. - Proven record of acquiring new clients and generating measurable revenue through self-sourced opportunities. - Strong virtual presentation, negotiation, prospecting, and follow-up skills. - Experience with complex sales cycles, CRM systems, and pipeline forecasting. - Excellent independent work habits, accountability, and communication in a remote environment. - Ability to travel twice per year. - Preferred: professional services sales, language access, education, government, nonprofits, legal services, or accessibility markets. Compensation - Base salary: $80,000-$90,000 annually (target $85,000). - Target variable compensation: approximately $45,000 at 100% of quota. - Target on-target earnings (OTE): approximately $130,000. - Uncapped commission with accelerators; high-performance earning potential of approximately $150,000- $175,000+. - Final commission terms will prioritize profitable new-business growth and gross profit. What Success Looks Like First 90 days: learn our client ’s services and target markets, build a territory plan, establish consistent remote prospecting, develop qualified pipeline, and begin converting opportunities. First 12 months: generate approximately $500,000 in new revenue, acquire strategic new clients, establish a sustainable pipeline, and create a foundation for $750,000+ in annual new revenue at full productivity. The Ideal Candidate A proactive hunter who creates opportunities instead of waiting for leads; a disciplined remote professional who builds trust, follows through, protects margins, and converts relationships into measurable profitable growth.