Business Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the representative for ITS at significant industry events, conferences, webinars, and other thought-leadership opportunities by connecting with industry leaders, sharing ITS insights, and fostering valuable relationships with potential clients.

• Integrate security best practices into daily activities, ensuring that data protection and risk mitigation are prioritized at every phase of a project or task.

• Generate and qualify new sales leads for ITS’s primary products through cold outreach, networking, events, marketing-generated leads, and targeted account research.

• Oversee and manage the complete sales cycle, from lead generation to opportunity closure, while efficiently tracking and reporting progress through Microsoft Dynamics CRM.

• Keep abreast of industry trends, the competitive landscape, and emerging technologies to discover new business growth opportunities.

• Conduct needs assessments to comprehend customers’ challenges and goals, propose customized solutions, and prioritize opportunities based on alignment with ITS’s capabilities.

• Acquire a solid working knowledge of ITS solutions to facilitate early-stage discussions and demonstrations, address common customer inquiries independently, and engage subject-matter experts when necessary.

• Create and deliver persuasive sales presentations, product demonstrations, webinars, and conference-style presentations that effectively convey the value of ITS software and services.

• Lead the proposal development process for assigned opportunities by drafting and adapting customer-facing content and coordinating internal feedback to ensure proposals are accurate, customized, and compelling.

• Collaborate cross-functionally and within the Sales and Marketing team to synchronize sales strategies with market feedback, share insights, and collectively drive growth across all sectors.

• Prepare contract terms and pricing agreements in coordination with relevant internal stakeholders, ensuring favorable outcomes for both the customer and ITS.

• Stay knowledgeable about ITS’s product suite and advocate for solution enhancements to maintain our offerings at the forefront of the industry.

• Develop and present engaging status updates for internal executive briefings, ensuring the content aligns strategically with the interests and priorities of ITS senior leadership.

⛳️ Requirements

• Bachelor’s degree preferred, or equivalent experience.

• Five or more years of relevant experience in business development, sales, or a closely related client-facing role.

• Experience selling technology solutions or SaaS products in a B2B environment is highly preferred.

• Background in the assessment, credentialing, certification, education technology, or testing-services industry is strongly preferred.

• Proven experience taking significant ownership of complex customer opportunities across multiple stages, such as prospecting, discovery, solution alignment, proposal development, demonstrations, negotiation, and closure.

• Experience in independently managing priorities across several active opportunities, accounts, or customer initiatives.

• Proficiency with CRM software, such as Salesforce, HubSpot, or Microsoft Dynamics, as well as Microsoft Office applications, including Word, Excel, and PowerPoint.

• Willingness to travel occasionally to meet with clients and participate in industry events.

🏝️ Benefits

• Remote and hybrid work options.

• Student-loan assistance.

• Tuition assistance and certification bonuses.

• Professional-development opportunities.

• Dog-friendly Baltimore office—and we love our work-from-home dogs too.

• Health, dental, vision, FSA, HSA, and pet insurance.

• Traditional and Roth 401(k) plans.

• Company-paid life, short-term disability, and long-term disability insurance.

• Charitable-donation matching.

• Recognition as one of Baltimore’s Top Workplaces, as voted by employees.