Market Development Manager, Sales Hunter (Remote near Atlanta or Charlotte)

Remote Market Development Manager (Sales Hunter) based in the Atlanta or Charlotte area. Candidates must reside in the Southeast to be considered.

About the role

In this individual-contributor role, you will drive new client acquisition within the mid-market segment across an assigned geographic territory. The position targets mid-value prospects and converts them into long-term customers through consultative, value-based selling. In addition to new client acquisition, you will identify cross-sell opportunities within existing clients and partners.

Responsibilities

• Drive new client acquisition within the mid-market segment, targeting multiple new accounts per year and contributing approximately $2M in new revenue.
• Generate new business revenue by identifying, prospecting, managing, and closing new opportunities across the assigned territory.
• Lead early-stage sales cycles including prospecting, discovery, qualification, solution positioning, and commercial negotiation to secure new business.
• Drive cross-selling revenue by identifying expansion opportunities within existing client accounts across the Presort Services portfolio.
• Deliver high-caliber, value-based presentations that incorporate fiscal impact and ROI to demonstrate the business case for Presort Services solutions.
• Develop and execute outbound strategies to generate pipeline, including cold calling, email campaigns, LinkedIn and other professional outreach, account-based prospecting, referrals, and network collaboration.
• Leverage Salesforce to manage activity, track pipeline, and submit accurate monthly and quarterly forecasts to sales leadership with strong CRM hygiene.
• Sell to a mix of clientele including company owners and VP-level contacts, engaging decision-makers early in the buying process.
• Understand client mailing needs and business objectives to position the most relevant solutions and articulate measurable value.
• Own and manage the assigned geographic territory with a structured approach to coverage and prioritization.
• Monitor competitor activities, pricing, and positioning to inform win strategies and develop differentiated value propositions for target prospects.
• Track regional market trends, emerging customer needs, and postal and mailing industry developments to stay ahead of market changes and inform territory strategy.
• Regularly analyze territory sales data including pipeline metrics, conversion rates, and account activity to identify trends, adjust tactics, and optimize territory performance.
• Develop and maintain a formal territory sales plan including account segmentation, a prioritized target account list, and a structured go-to-market outreach strategy; update regularly to reflect territory changes and performance.
• Provide regular feedback to sales leadership on territory performance, competitive intelligence, and market opportunities.
• Actively participate in industry networking organizations including local Postal Customer Councils, Printing Industry Associations, and other regionally relevant trade groups.
• Attend trade shows, industry events, and association meetings to build brand presence, generate referrals, and stay current on industry trends.
• Build and maintain a strong professional network within the postal, mailing, print, and logistics community across the assigned territory.

Requirements

• 5+ years of B2B outside sales experience with a proven track record in new business development, sales hunting, and territory management.
• Minimum 3 years of demonstrated success prospecting and closing new accounts, with consistent quota attainment as evidence.
• Willingness and ability to travel 35-50% for in-person client meetings, site visits, and strategic account engagements.
• Proven consultative and value-based selling capabilities with successful engagement at the C-suite and VP level.
• Proficiency in Salesforce or a comparable CRM platform with strong pipeline management and forecasting discipline.
• Excellent verbal and written communication skills with the ability to deliver compelling, audience-tailored presentations.
• High initiative, competitive drive, and strong work ethic; a disciplined self-starter who responds quickly and maintains a positive, resilient attitude.
• Strong territory management skills including structured coverage planning, account prioritization, and market penetration strategy.
• Strong time management and organizational skills with the ability to work independently, self-direct activity across a large multi-state territory, and consistently prioritize high-value opportunities.

Preferred Qualifications

• Background in logistics, shipping, supply chain, postal services, print and mail, lettershop, or related industries.
• Experience with outbound tools such as ZoomInfo, Outreach, SalesLoft, or LinkedIn Sales Navigator.
• Active membership or participation in postal industry associations such as Postal Customer Council or equivalent trade groups.

About Pitney Bowes Presort Services

Pitney Bowes Presort Services performs mail sorting, handling work typically done by the USPS®, and receives discounted postage rates for this service. By sharing a portion of these discounts with clients, we provide end-to-end solutions from mail pickup to delivery into the postal system, ensuring optimal postage savings. Our national network of operating centers processes over 17 billion pieces of mail annually.

Pay

Base salary range: $95,000 to $110,000 annually, with actual pay depending on skills, experience, and location. This role includes uncapped commission.