Business Development Manager
About The RoleWe’re hiring a Business Development Manager (BDM) to accelerate growth across the United States in one or more of our vertical markets, including Utilities, Data Centers, Corrections, Energy, Logistics, Airports, and Critical Infrastructure.This is a new business role built for someone who enjoys creating momentum from the ground up—identifying the right targets, opening doors, and turning early conversations into qualified opportunities. While we have a long history and proven solutions, we operate with an entrepreneurial, high-ownership mindset: we test, learn, refine, and execute quickly. You’ll work closely with Regional Sales and internal teams to ensure strong handoffs and sustained progress through the pipeline.What You’ll Do (Key Responsibilities)Execute a planned, structured prospecting strategy to identify, contact, and qualify new opportunities across assigned vertical(s)Engage and develop relationships with End Users, System Integrators, Consultants, VARs, Distributors, and PartnersConduct discovery meetings to uncover operational needs, risk drivers, stakeholder priorities, and buying triggersBuild account intelligence: stakeholder maps, purchasing pathways, timelines, and competitive landscapeDeliver tailored introductions, presentations, and value conversations aligned to vertical use-casesMaintain disciplined CRM practices (e.g., Salesforce): activity logging, notes, next steps, stage progression, and forecastingCollaborate with Sales to transition qualified opportunities and maintain velocity through the sales cycleRe-engage dormant accounts and expand relationships where there is untapped potentialProvide market feedback on emerging trends, competitor activity, and signals that influence strategyParticipate in regular pipeline reviews with Sales Leadership and own performance against KPIsWhat You Bring (Qualifications)Proven success in B2B business development, lead generation, or solution selling (enterprise / complex environments preferred)Track record of building pipeline through outbound prospecting, consultative discovery, and stakeholder managementAbility to communicate credibly with technical and non-technical audiences and navigate complex buying groupsStrong organization, follow-through, and comfort juggling multiple pursuits without losing momentumCRM proficiency (Salesforce preferred) and confidence working from activity metrics and pipeline targetsWillingness and ability to travel within the U.S. as neededThe Mindset We’re Looking ForBuilder mentality: you like creating opportunity, not waiting for itEntrepreneurial approach: resourceful, self-directed, and energized by ambiguityHigh ownership: you take accountability for outcomes, not just activityCustomer-first curiosity: you ask great questions and translate insights into actionBias for execution: you move opportunities forward with clarity and paceAssets (Nice to Have)Experience selling into Utilities, Data Centers, Corrections, Energy, Airports/Transportation, Critical Infrastructure (or adjacent regulated environments)Familiarity selling into OT (Operational Technology) or regulated, safety-critical environments common in utilities, energy, transportation/airports, data centers, and critical infrastructureFamiliarity with security technologies, critical infrastructure protection, or integrated solutionsEstablished network of end users, integrators, consultants, or channel partners in relevant verticalsWhat We OfferThe opportunity to help scale growth in mission-critical environmentsA collaborative team with deep expertise and strong internal partnershipCompetitive total rewards (salary, benefits, time off, retirement savings; details shared during the process)Equal Opportunity & AccessibilityWe are committed to an inclusive and accessible workplace. If you require accommodation at any stage of the recruitment process, please let us know.