Business Development Manager, SaaS Solutions

Copeland

1d•$120,450 - $181,500•Remote

About The Position

The Business Development Manager, SaaS Solutions drives new software revenue and opens new market segments across assigned accounts and territories, working alongside Copeland account-aligned Sales Managers. The role generates net-new SaaS business by finding software opportunities within existing customers, prospecting into accounts where Copeland has no existing relationship, and developing new markets and verticals for Copeland’s SaaS solutions. It is a domain-specialist and market-development role without account ownership, with direct accountability for SaaS pipeline generation, market development, attach rate, and recurring revenue outcomes. The manager owns the sales cycle from initial engagement through contract execution, builds commercial cases for adoption, and develops demand where customers do not yet have a software budget. The role leads enterprise proposals and RFP/RFT processes for complex opportunities, supports account-aligned Sales Managers, and helps the sales organization sell software alongside equipment. It also collaborates with product, technical sales, marketing, SaaS operations, and customer success teams, and returns to customers after deployment to measure delivered value and encourage renewal and expansion. This is a fully remote sales position with travel of approximately 50% across customer sites, field sales territories, and industry events. The stated total compensation range, including base salary and bonus target, is $120,450–$181,500, commensurate with skills, talent, capabilities, and experience. Copeland requires legal authorization to work in the United States and will not provide sponsorship.

Requirements

At least five years of quota-carrying software or SaaS sales experience, with proven attainment against an ARR or MRR target.
A demonstrated new-business hunting record, with most pipeline self-sourced through outbound prospecting and market research rather than inherited accounts, inbound leads, or renewal-led growth.
A record of winning net-new business and displacing incumbent solutions in accounts without a prior software relationship, including identifying and developing markets or segments.
Strong pipeline development, opportunity qualification, and forecasting capabilities.
Experience preparing enterprise proposals, RFPs, RFTs, or tender submissions and coordinating cross-functional input for complex, multi-stakeholder bids.
Proven stakeholder mapping and account strategy across complex, multi-site customer organizations, including independently reaching executive, finance, IT, and sustainability stakeholders.
Experience managing consultative sales processes lasting six to twelve months and involving multiple decision-makers.
Technical aptitude to develop credibility in HVAC-R, building systems, or energy management and translate technical output into commercial value in discussions with facilities engineers.
Ability to influence, coach, and enable a sales organization without direct reporting authority.
Strong organizational skills, including experience with CRM systems, forecasting, pipeline reporting, and standardizing sales processes and documentation.
Resilience, self-direction, and comfort working without an established playbook.
Effective communication with customers, teams, and internal stakeholders, with credibility among both engineers and executives.
Legal authorization to work in the United States; sponsorship is not provided.
Willingness to travel approximately 50%.

Nice To Haves

At least seven years of total B2B sales or business development experience, including at least five years in software, analytics, or connected-services subscriptions.
Experience in HVACR, heating, refrigeration, building systems, energy, or related technical sales, or a demonstrated ability to acquire deep technical domain knowledge quickly.
Direct experience with building analytics, fault detection and diagnostics, energy management, remote monitoring, or IoT platforms.
Experience as the first or an early software seller in a hardware-led organization, converting an installed equipment base into recurring digital revenue.
Understanding of decarbonization and compliance drivers, including refrigerant regulation and phase-down, energy reporting, and ESG or rating frameworks.
Exposure to contractor and service-partner channels and to overlay, specialist, or partner-sales models.
Experience owning or contributing to enterprise RFP/RFT responses and standardizing sales enablement documentation, ideally in a platform, analytics, or SaaS business.
Formal training in a modern sales methodology such as MEDDICC, Challenger, or Command of the Message, along with advanced consultative selling, account strategy, or CRM-based sales management training.

Responsibilities

Own SaaS pipeline generation, qualification, and forecast accuracy across assigned accounts, territories, and target segments, with most pipeline self-sourced.
Proactively prospect into new and underdeveloped accounts, including outbound and cold outreach to stakeholders with no existing commercial relationship.
Manage the full sales cycle from initial engagement through contract execution, aligning customer needs with product capabilities and value propositions.
Work with account-aligned Sales Managers to identify, prioritize, and pursue software opportunities and agree on shared attach targets for named accounts.
Build quantified ROI and total-cost-of-ownership cases covering energy savings, refrigerant loss avoidance, product loss and shrink reduction, maintenance efficiency, and emissions or compliance outcomes.
Structure commercial proposals to fit customers’ SaaS operating-expense funding practices.
Guide customers through digital adoption, from connectivity and remote visibility through energy management, fault detection and diagnostics, and broader optimization; plan land-and-expand paths from initial sites to full fleets.
Identify and develop internal customer champions and navigate IT, data, and cybersecurity reviews with technical teams.
Own end-to-end RFP, RFT, and proposal processes for enterprise SaaS opportunities, coordinating internal subject-matter experts on tender submissions and commercial proposals.
Support account-aligned Sales Managers on large enterprise opportunities through stakeholder mapping, proposal coordination, and sales support.
Improve and standardize sales processes, proposal documentation, and tender-response practices across the SaaS business.
Use CRM tools and consistent qualification standards to maintain pipeline visibility, forecasting, and account activity.
Organize and participate in industry events, trade shows, and conferences to promote Copeland SaaS and digital solutions.
Monitor market trends, competitive conditions, and regulatory environments, and provide structured market and competitive intelligence to inform the product roadmap.
Collaborate with product, technical sales, marketing, SaaS operations, and customer success partners.
Build and sustain relationships with customer decision-makers and internal stakeholders, and measure post-deployment value to support renewal and expansion.
Travel approximately 50% to customer sites, field sales territories, and industry events.