Senior Business Development Manager

About the Role

We are seeking a high-energy, results-oriented Senior Business Development Manager to drive new revenue growth within pre-defined strategic markets. This is a pure hunter role, focused on identifying target accounts, mapping buyer personas, and aggressively pursuing new business opportunities. The ideal candidate thrives on opening doors, creating pipeline from scratch, and engaging senior decision-makers. This role is critical to establishing an early foothold in new markets and requires persistence, creativity, and a strong bias for action.

• Meet or exceed your new business pipeline and revenue targets through proactive outbound prospecting and new logo acquisition within defined markets.
• Target, prospect, identify, and prioritize high-value accounts and buying groups; execute through the sales process to open doors, build a robust pipeline, and convert opportunities.
• Own end-to-end top-of-funnel pipeline creation, driving consistent activity levels across cold outreach, social selling, and event-driven engagement.
• Develop and execute persona-led outreach strategies to engage decision-makers and influencers aligned to approved new market segments.
• Build early-stage relationships with senior stakeholders to position the company effectively and generate qualified opportunities.
• Get in front of prospects to accelerate pipeline creation and opportunity progression; attend key industry events to expand reach and drive engagement.
• Partner closely with Marketing to conceive and execute targeted prospecting campaigns and account-based programs aligned to ICPs and buyer personas.
• Collaborate with cross-functional stakeholders to progress opportunities and ensure alignment with broader go-to-market strategy.
• Represent the company in line with brand, strategy, and values while establishing credibility in new markets.
• Translate approved new market strategies into actionable territory and account plans; build, maintain, and continuously refine target account lists and contact strategies based on ICP and persona insights; prioritize accounts and contacts based on opportunity size, strategic fit, and likelihood to convert.
• Take responsibility for all aspects of the sales process – prospecting, qualification, selling the value proposition at all levels, final negotiations, and closing; document efficiently and fully; work with Account Management to ensure a successful handover after closing; manage the pipeline and ensure CRM compliance for accurate forecasting.
• Stay informed on competitive positioning and market dynamics to strengthen outreach and engagement; identify new target audiences and expansion opportunities within approved markets.
• Work closely with Marketing to refine messaging, outreach strategies, and campaign effectiveness; provide structured feedback to Product teams; contribute insights on buyer behavior, objections, and unmet needs to inform go-to-market improvements.

• 5+ years of experience in business development or sales, with a strong emphasis on outbound prospecting and new business generation.
• Proven track record in a hunter role, meeting and exceeding sales targets, being a self-starter and managing your own pipeline.
• Experience targeting mid-market and/or enterprise accounts with multiple stakeholders and complex sales cycles.
• Strategic thinker with a hands-on, results-oriented approach.
• Advanced negotiation and rapport-building skills at all levels of the organization from end user to C-suite.
• Strong financial acumen and ability to articulate value propositions to new clients.
• Bachelor's degree required; MBA or relevant advanced degree preferred.
• Willingness to travel across the region as required.

Salary range: $130,000 – $160,000 base pay only, without short-term incentive compensation or commission. For Boston, MA and New York, NY; local market rates apply.

We are an equal opportunities employer. We are committed to recruiting the best people regardless of race, colour, religion, age, sex (including pregnancy, sexual orientation, and gender identity), national origin, disability, or protected veteran status. Learn more c.gov.