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
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.