Business Development Manager, SaaS Solutions

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

📋 Description

• Drive revenue growth in software and explore new market segments within assigned accounts and territories.

• Create and secure new SaaS business from existing clients, new accounts, and untapped markets.

• Develop a compelling commercial rationale for SaaS adoption, generating demand even in the absence of a software budget.

• Manage enterprise proposals and the RFP/RFT processes for intricate opportunities.

• Enhance the sales team’s capability to sell software in conjunction with equipment.

• Oversee the generation, qualification, and accuracy of the SaaS sales pipeline.

• Engage in proactive outreach through outbound and cold prospecting efforts.

• Control the entire sales cycle until contract execution.

• Collaborate with account-aligned Sales Managers on software opportunities and attach rate targets.

• Construct quantified ROI and total cost of ownership analyses.

• Formulate commercial proposals for SaaS-related operational expenses.

• Advise customers on areas such as connectivity, remote visibility, energy management, fault detection, diagnostics, and optimization.

• Identify internal advocates and manage IT, data, and cybersecurity evaluations.

• Coordinate with subject matter experts for tender submissions and commercial proposals.

• Streamline and standardize sales processes, proposal documentation, and tender responses.

• Maintain disciplined usage of CRM and adhere to qualification standards.

• Organize and engage in industry events, trade shows, and conferences.

• Keep abreast of market trends, competitive landscapes, and regulatory changes.

• Provide market and competitive insights to inform the product roadmap.

• Work collaboratively with product teams, technical sales, marketing, SaaS operations, and customer success.

• Cultivate relationships with customers and stakeholders, leveraging measured value to drive renewals and expansions.

⛳️ Requirements

• A minimum of five (5) years of experience in quota-carrying software or SaaS sales.

• Demonstrated success in achieving recurring revenue (ARR or MRR) targets.

• Most of the sales pipeline generated through self-sourced outbound prospecting and market research.

• Proven track record of securing new business and displacing existing solutions.

• Strong skills in pipeline development, opportunity qualification, and forecasting.

• Experience in preparing enterprise proposals, RFPs, RFTs, or tender submissions.

• Proficient in stakeholder mapping and crafting account strategies for complex, multi-site organizations.

• Capability to manage consultative sales processes that last six to twelve months.

• Technical knowledge in HVAC-R, building systems, or energy management.

• Ability to convert technical results into commercial value.

• Skill in influencing, coaching, and enabling a sales organization without direct authority.

• Familiarity with CRM systems, forecasting, and pipeline reporting.

• Excellent organizational, communication, and self-management skills.

• Legal authorization to work in the United States; no sponsorship will be offered.

• Willingness to travel up to approximately 50% of the time.

• Preferred: Seven (7) or more years of total B2B sales or business development experience, including at least five (5) years in software, analytics, or connected services subscriptions.

• Preferred: Experience in HVACR, heating, refrigeration, building systems, energy, or related technical sales.

• Preferred: Familiarity with building analytics, fault detection and diagnostics, energy management, remote monitoring, or IoT platforms.

• Preferred: Experience in converting an existing equipment base into recurring digital revenue.

• Preferred: Understanding of decarbonization and compliance drivers.

• Preferred: Exposure to contractor and service-partner channels, along with overlay, specialist, or partner-sales models.

• Preferred: Experience in enterprise RFP/RFT responses and sales enablement documentation.

• Preferred: Formal training in MEDDICC, Challenger, or Command of the Message, along with advanced consultative selling, account strategy, or CRM-based sales management training.

🏝️ Benefits

• Competitive base salary aligned with the local market.

• Annual merit review process.

• Comprehensive medical insurance plans.

• Dental and vision coverage.

• 401(k) retirement plan.

• Flexible time-off policies.

• Paid parental leave.

• Vacation leave.

• Holiday leave.

• Continuous employee development from onboarding through to senior leadership.

• Access to employee resource groups.

• Fully remote work arrangement.