Business Development Specialist

Department:
Sales

Reports To:

Business Development Manager
Status:
Full-Time | Hybrid (2–3 days in-office, remainder remote)

The Sales – Business Development Specialist (BDS) is a frontline revenue-generating role responsible for converting inbound opportunities into long-term client engagements across accounting, tax, and advisory services.

This role operates within a high-performance, consultative sales environment, engaging directly with business owners—typically generating $5M+ in annual revenue—to identify financial gaps and position solutions that deliver:

• Financial clarity
• Cash flow visibility
• Strategic tax
• Forecasting and business insight

This is an inbound, conversion-focused role driven by an internal marketing engine. Success is defined by the ability to:

• Lead structured, consultative conversations
• Control the sales process from first contact to close
• Maintain disciplined pipeline ownership
• Execute consistent follow-through
• Build relationships that drive long-term revenue

Convert qualified inbound opportunities into high-value client engagements through disciplined execution, consultative selling, and relationship-driven growth.

• Serve as the first point of contact for inbound prospects
• Conduct structured advisory conversations with business owners
• Identify financial challenges (tax inefficiencies, cash flow issues, lack of visibility)
• Lead conversations with confidence and control
• Apply structured discovery and questioning techniques
• Position accounting, tax, and advisory services as strategic solutions
• Handle objections and move opportunities toward a defined next step or close
• Own and manage pipeline from lead to close
• Maintain 100% CRM visibility and accuracy
• Track deal progression and next steps
• Prevent stalled opportunities through proactive follow-up
• Partner with Business Development Manager and Fractional CFO
• Support high-value and complex engagements
• Participate in deeper advisory conversations
• Build relationships with business owners and decision-makers
• Represent Carter & Company at networking events
• Convert relationships into consultation opportunities
• Strengthen pipeline beyond inbound sources
• Execute consistent follow-up cadence
• Maintain ownership from first contact through close
• Ensure all commitments and next steps are completed