Business Development Executive

Innovative Incorporated • Hagerstown, MD

7d • Hybrid

About The Position

Innovative Incorporated is hiring one to two Business Development Executives or Senior Business Development Executives to win new managed IT and fractional CTO consulting clients across its Maryland, Virginia, West Virginia, Pennsylvania, and DC Metro service area, with a primary focus on expanding in the DC Metro region. This is a hunter role responsible for new business from initial outreach through signed agreement, selling to privately held organizations with roughly 10 to 250 employees. Buyers include owners, presidents, executive directors, CFOs, operations leaders, and, in co-managed engagements, internal IT leaders.

The role involves building trust with senior decision makers, conducting business-oriented discovery, identifying technology risks and opportunities, helping mobilizers build consensus among buying-group members, and guiding prospects through proposals, negotiations, and close. The successful candidate will sell recurring managed IT services and fractional CTO consulting, with average deals ranging from $3,000 to $8,000 per month. The position is based at Innovative’s Hagerstown, Maryland headquarters, with access to its Washington, DC office and other Carr Workplaces locations. Long-term, the employee will work from either Hagerstown or K Street at least two days per week; other days may be spent working from home or a Carr Workplaces location when not attending in-person client meetings. Regular local travel and attendance at networking events and sales meetings, including some early mornings, evenings, and weekends, are expected.

The new hire works directly with the Director of Business Development and receives support from engineering, account management, leadership, marketing, outbound programs, referrals, and technical scoping resources. The first 90 days focus on learning, shadowing live deals, and beginning discovery, with no quota and guaranteed commission. The role ramps toward a quarterly new monthly recurring revenue quota during the first year and carries the full quota from month 13 onward.

Compensation is a base salary of $90,000–$100,000 for a Business Development Executive or $110,000–$120,000 for a Senior Business Development Executive, with uncapped commission on new monthly recurring revenue and guaranteed commission during a 12-month ramp tied to activity goals. Total target earnings are $150,000–$175,000 for the Business Development Executive level and $170,000–$200,000 for the Senior level. A monthly car and fuel allowance is included as part of the compensation package.

Requirements

• At least 3 years of B2B new-business sales experience for the Business Development Executive level, or at least 5 years for the Senior Business Development Executive level.
• A demonstrable track record of achieving quota.
• Strong emotional intelligence, including the ability to read situations, adapt to individuals, and earn trust quickly.
• Experience managing a full pipeline of deals and maintaining momentum through long sales cycles.
• Experience selling technology or technical services, such as managed IT, cybersecurity, cloud, networking, or telecom.
• Enough technical knowledge to explain how a network works, discuss security and infrastructure confidently, and understand and negotiate more detailed technical requirements when needed.
• Ability to conduct basic technical discovery and communicate business technology concepts to nontechnical leaders.
• A Challenger approach to selling and the ability to build relationships with senior decision makers and consensus across buying groups.
• Ability to manage sales details, including network maps, licensing, compliance requirements, and coordination with vendors for custom needs.
• Comfort opening new relationships through prospecting, networking, and referrals, rather than relying only on inbound leads.
• Regular use of AI and automation tools to manage pipeline, communication, and sales processes efficiently.
• CRM proficiency and disciplined maintenance of a clean, current pipeline.
• Ability to attend regular events and meetings that may occur early in the morning, in the evening, or on weekends.
• Valid driver’s license and reliable transportation for regular local travel.
• Ability to work in person at the Hagerstown or K Street office at least two days per week long term, and a minimum of two days per week in Hagerstown during the initial period until the meeting and event calendar becomes a barrier.

Nice To Haves

• Previous sales experience with a managed services provider or IT services company.
• An established personal and professional business network in the DC Metro region.
• Working knowledge of compliance frameworks, cybersecurity best practices, and data governance strategies.
• Technical certifications such as CompTIA, Microsoft, or Cisco, or a background as an engineer or technician.
• Sales engineering or other technical experience.

Responsibilities

• Identify and develop net-new pipeline through target-account prospecting, referrals, networking, and follow-up on outbound-program leads.
• Own the full sales cycle, including discovery, technical-environment scoping, business-case development, proposal presentations, negotiation, and closing.
• Conduct basic technical discovery with business leaders and identify relevant technology risks or opportunities.
• Build consensus across buying groups and equip internal champions to bring other decision makers along.
• Manage a portfolio of deals of varying sizes and maintain momentum through long sales cycles.
• Work toward a new monthly recurring revenue quota, ramping to full quarterly quota after the first year.
• Transition closed clients to the projects team for onboarding and the strategic accounts team for ongoing account management, with clear scope and expectations.
• Keep CRM activities, contacts, and deals accurate and current.
• Represent Innovative at chamber, association, and industry events across the service area, particularly in the DC Metro region.
• Attend regular networking events and sales meetings, which may take place early in the morning, in the evening, or on weekends.
• Collaborate with the Director of Business Development, engineering, account management, and leadership to advance opportunities and deliver deals.
• During the initial ramp, shadow live deals, learn services and pricing, map the DC network, and build introductions and qualified opportunities.

Benefits

• Health, vision, and dental insurance for employee-only coverage at no cost after a 30-day initial probation period; additional family coverage is available at the employee’s expense.
• Short-term disability, long-term disability, and basic term life insurance equal to one times salary for employee-only coverage at no cost after a 30-day initial probation period; additional individual life insurance and family coverage are available at the employee’s expense.
• 401(k) available after the first year of employment, with an employer match of up to 5%.
• Discount on hardware and software for personal household use.
• Accrued paid time off, beginning at 16 days per year and increasing with tenure to 24 days per year after the third anniversary; time is used for both sick leave and vacation.
• Uncapped commission on new monthly recurring revenue.
• Guaranteed commission during the 12-month ramp period, tied to activity goals.
• Monthly car and fuel allowance.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed