Business Development Manager - Mid Market

The Business Development Manager - Mid Market will drive growth by identifying, engaging, and converting new business opportunities within the mid-market segment. This role is designed for a consultative sales professional who excels at building relationships, leading strategic conversations, and closing complex SaaS deals. You will own the full sales cycle, from prospecting and qualification through executive presentations, negotiations, and successful handoff. Working in a remote-first environment, you will collaborate with cross-functional teams to deliver tailored solutions that address customer challenges.

Accountabilities

• Generate new revenue opportunities, manage strategic sales processes, and develop strong customer relationships within the target market.
• Achieve annual sales objectives by driving new business opportunities for governance, risk, and compliance solutions and services.
• Identify, prospect, qualify, and develop target accounts with a strong focus on acquiring new customers.
• Execute a structured, research-driven sales process from opportunity discovery and qualification through technical evaluation, proposal, negotiation, and closing.
• Apply consultative selling techniques to understand customer challenges and position solutions that deliver measurable business value.
• Conduct compelling executive presentations and product demonstrations tailored to customer priorities and strategic objectives.
• Maintain accurate pipeline management, opportunity tracking, forecasting, and account information within CRM systems.
• Build trusted relationships with senior executives and key stakeholders to support long-term partnerships and expansion opportunities.
• Collaborate with internal teams including pre-sales, product, services, and customer support to ensure successful customer transitions.
• Represent the organization at industry events, conferences, and networking opportunities to strengthen market presence and generate referrals.
• Develop market insights, competitive intelligence, and thought leadership to support sales strategy and business growth.

Requirements

• An experienced B2B SaaS sales professional with a strong track record of driving new business and managing complex sales cycles.
• Proven ability to sell subscription-based SaaS solutions, including complex deals typically ranging from $50K to $200K+
• Experience managing full sales cycles with multi-month evaluation and negotiation processes.
• Strong consultative selling skills with the ability to uncover customer needs and align solutions to business outcomes.
• Demonstrated ability to prospect, build pipelines, and consistently achieve revenue targets.
• Confidence presenting to and influencing senior executives and decision-makers.
• Strong relationship-building skills with the ability to create long-term customer partnerships.
• Experience using CRM platforms such as Salesforce or similar sales management tools.
• Proficiency with Microsoft Office 365, virtual meeting platforms, and remote collaboration tools.
• Understanding of governance, risk, and compliance (GRC) challenges and solutions is highly preferred.
• Bachelor’s degree from an accredited institution is preferred but not mandatory.
• Strong communication, negotiation, organization, and problem-solving skills.

Benefits

• Competitive base salary range of $90,000-$110,000, plus bonus and commission opportunities.
• Fully remote work opportunity within the United States.
• Remote-first work environment focused on flexibility and collaboration.
• Healthcare benefits.
• 401(k) plan with employer match.
• Paid time off.
• Quarterly wellness days.
• Employee Assistance Program (EAP).
• Flexible Spending Account (FSA).
• Pet insurance benefits.
• Opportunity to grow within a technology-focused organization and make a direct impact on revenue growth.