Business Development Manager US

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.