Business Development Representative (Remote, IT Services)

About the role

The client is a growing technology and IT services organization seeking a Commercial IT Account Executive to join its sales team. This is a fully remote opportunity for a self-driven sales professional who knows how to build a pipeline from the ground up, engage executive-level decision makers, uncover business challenges, and turn those relationships into revenue.

Responsibilities

• New Business Development & Pipeline Generation
• Build and maintain a robust pipeline of qualified commercial prospects.
• Identify target accounts, decision makers, and opportunities within the commercial IT marketplace.
• Generate your own pipeline through cold calling, email outreach, LinkedIn, networking, referrals, and other creative prospecting strategies.
• Research prospective organizations to understand their business, technology environment, and potential needs.
• Develop and execute strategic sales plans designed to generate measurable revenue growth.
• Take ownership of your pipeline and consistently identify new opportunities to pursue.
• Consultative & Solution-Based Selling
• Engage with executives, IT leaders, procurement professionals, operations leaders, and other key stakeholders.
• Ask thoughtful questions to uncover the customer's underlying business challenges—not simply the solution they initially request.
• Develop a clear understanding of customer needs and recommend solutions that create measurable value and ROI.
• Establish credibility and trust through a consultative sales approach.
• Navigate organizations effectively and demonstrate the ability to reach and influence key decision makers.
• Full-Cycle Sales
• Own the sales process from initial prospecting and discovery through proposal, negotiation, and close.
• Develop compelling proposals, presentations, and commercial offers.
• Navigate RFP, SOW, and proposal processes.
• Negotiate pricing, terms, and contract conditions.
• Collaborate with internal teams throughout the evaluation and closing process.
• Consistently work toward and exceed established revenue and sales goals.
• Account Growth
• Develop and maintain long-term relationships with commercial clients.
• Identify opportunities for upselling, cross-selling, and expanding existing accounts.
• Partner with internal operations teams to ensure a smooth transition following a sale.
• Maintain account health and proactively address client concerns.
• Bring new business into the organization while continuing to grow and strengthen existing relationships.
• Forecasting & Sales Management
• Maintain accurate pipeline and customer information within Salesforce.
• Provide regular sales forecasts and pipeline updates.
• Accurately assess which opportunities are likely to close and when.
• Track win/loss activity and competitive intelligence.
• Establish personal activity and revenue goals and take ownership of achieving them.

Requirements

• 3-5+ years of B2B sales experience within IT services, technology solutions, cybersecurity, staff augmentation, professional services, or a related industry.
• Proven experience selling IT services or technology solutions.
• Demonstrated history of exceeding sales goals and generating measurable revenue growth.
• Strong prospecting and cold outreach experience.
• Ability to independently generate and manage a sales pipeline.
• Experience navigating the full sales cycle, including discovery, proposals, RFPs/SOWs, negotiation, and closing.
• Strong business and commercial acumen with the ability to understand how customers make purchasing decisions.
• Excellent executive-level communication skills and the ability to communicate effectively with stakeholders at all levels.
• Strong negotiation and closing skills.
• Ability to accurately forecast sales activity and expected revenue.
• Bachelor's degree or equivalent professional experience.

Qualifications

• Proven hunter who is comfortable creating opportunities rather than waiting for inbound leads.
• Strategic, consultative seller who knows how to uncover a customer's real business problem.
• Comfortable communicating with C-suite executives and senior IT decision makers.
• Skilled at getting past gatekeepers and gaining access to the right stakeholders.
• Highly credentialed and professionally polished.
• Competitive, entrepreneurial, and motivated by measurable results.
• Organized enough to manage a substantial pipeline while accurately forecasting outcomes.
• Relationship-oriented while still maintaining a strong focus on revenue.
• Comfortable working independently in a remote environment.
• Motivated by upward mobility, flexibility, and the opportunity to build something meaningful.