Business Development Manager

gaiia

3d•Remote

About The Position

gaiia builds modern OSS/BSS software for U.S.-based CSPs. We sell into a relationship-driven market with a small, well-defined TAM, where credibility, timing, and trust matter more than volume. Our growth depends on generating high-quality pipeline through the right mix of outbound, partnerships, referrals, and in-person engagement. We’re looking for a senior, hands-on business development professional who owns pipeline creation end to end — not a traditional SDR, but someone comfortable doing the work required to consistently create real opportunities with senior buyers.

Requirements

5+ years of experience in business development, sales, or a similar role; telecom, CSP, or infrastructure experience is a strong plus.
Proven ability to generate pipeline in a small or mid-sized TAM where precision matters more than volume.
Comfortable with outbound work — calls, emails, follow-ups — while operating at a senior level.
Strong relationship builder who can earn trust quickly in in-person and remote settings.
Highly self-directed, accountable, and comfortable owning outcomes with minimal oversight.
Willing and excited to travel and be the face of gaiia at industry events.

Responsibilities

Own new pipeline creation across multiple channels: outbound, events, partnerships, customer referrals, and other creative, high-yield approaches.
Proactively engage target CSPs through cold outreach, warm introductions, and industry networking.
Take responsibility for pipeline results, not just activity — meetings that convert, opportunities that progress.
Manage outreach into a defined account list (2,000-3,000 CSPs), prioritizing accounts most likely to be in market.
Work closely with sales leadership to refine targeting, messaging, and timing based on what’s working.
Use industry events, conferences, and hosted dinners as a core pipeline lever.
Act as gaiia’s primary on-site presence at events: running the booth, hosting conversations, and leading dinners.
Proactively identify and engage target prospects ahead of events to drive meetings, booth traffic, and dinner attendance.
Ensure strong post-event follow-up that turns conversations into qualified opportunities.
Partner with an internal events/marketing function that handles logistics, sponsorships, and execution details.
Build and maintain strong relationships with industry partners, consultants, and influencers who can drive introductions and referrals.
Develop repeatable referral and partner-led pipeline motions over time.
Represent gaiia as a credible, trusted presence in the CSP ecosystem.