Business Development Manager

About the Position

We're looking for a Business Development Manager to build and lead our business development function out of our Portland, ME office. You'll manage and grow a team of Business Development Representatives while owning outbound strategy across both our public-sector pipeline (city, county, and state agencies) and our growing private-sector pipeline (construction, ports/terminals, and energy/renewable operators).

What You'll Do

• Lead the BDR Team
• Manage, coach, and develop a team of Business Development Representatives, including day-to-day pipeline reviews, call coaching, and career development.
• Hire and ramp new BDRs as the team grows, building repeatable onboarding and training.
• Set clear individual and team targets, and hold the team accountable to SLAs, activity metrics, and pipeline goals.
• Drive Pipeline Across Both Segments
• Own outbound strategy for identifying and engaging high-potential accounts across both government agencies and private-sector operators.
• Build and refine segment-specific playbooks — messaging, sequences, and targeting differ meaningfully between a county floodplain office and a ports operator, and you'll make sure the team treats them that way.
• Partner with Account Executives to hand off qualified opportunities and ensure smooth conversion through the funnel.
• Build the Systems Behind the Team
• Own the BDR tech stack and process — CRM hygiene, sequencing tools, and reporting — so the team's pipeline data is clean and trustworthy.
• Establish a weekly/monthly reporting rhythm for pipeline generation, conversion rates, and team performance that you can bring to Sales leadership.
• Continuously test and iterate on outbound approach based on what's converting in each segment.
• Partner Cross-Functionally
• Work closely with Sales leadership on account segmentation, territory design, and go-to-market priorities.
• Share market feedback — what prospects are saying, objections that keep surfacing, competitive intel — with Marketing and Product.
• Represent the voice of top-of-funnel prospects as Forerunner expands further into the private sector.

About You

• Have 5+ years of business development or sales experience, including at least 1-2 years directly managing an SDR/BDR or similar outbound team.
• Have a track record of building or scaling an outbound motion — you know how to turn a rough target list into a repeatable, measurable pipeline engine.
• Are comfortable operating across genuinely different buyer types.
• Experience selling into both government/public-sector accounts and private industry (construction, energy, infrastructure, or similar) is a strong plus.
• Are an effective coach and communicator. You can give direct, specific feedback on calls and messaging, and you build trust quickly with the people you manage.
• Are analytical and process-minded. You're comfortable in a CRM, you track the metrics that matter, and you create structure where there isn't any yet.
• Are based in or willing to work from our Portland, ME office. We're a distributed company, but this role is anchored there given the team it leads.

For You

• The base pay for this position is $10,000-$115,000 annually with an OTE of $150,000-$180,000.
• This posting may span more than one career level. Compensation is determined based on a variety of factors, including an individual’s skills, experience and qualifications.
• Forerunner is an equal opportunity employer committed to embracing diversity and the perspectives of individuals from all backgrounds.