Business Development Manager

GardaWorld•San Jose, CA

22d•$175,000 - $250,000•Hybrid

About The Position

ECAM is seeking an experienced Business Development Manager to own a defined territory and drive profitable new-business growth. The role covers the full B2B sales cycle, from strategic prospecting and consultative discovery through negotiation and closing, in partnership with operations, marketing, sales leadership, and other internal teams. The Business Development Manager represents ECAM’s technology-driven security solutions, including CCTV, advanced video surveillance, and live/remote video monitoring. These solutions help organizations reduce risk, prevent loss, and maintain 24/7 security. Compensation includes a $75,000 base salary and uncapped commission, with stated on-target earnings of $175,000–$250,000 per year. The position is hybrid, based in San Jose, California, with territory travel and customer-facing time as needed.

Requirements

Authorized to work in the United States.
Valid driver's license and a driving record that meets company vehicle and insurance eligibility standards.
At least 2 years of B2B business development or sales experience, with a consistent record of meeting or exceeding quota.
Ability to navigate complex sales cycles involving multiple stakeholders and decision-makers.
Strong CRM discipline, with Salesforce preferred, and effective time, territory, and pipeline management skills.
Consultative, customer-focused selling style, credibility with senior leaders, and strong follow-through to close.
Experience selling security technology or related B2B solutions, such as CCTV, video surveillance, remote monitoring, access control, guarding services, or adjacent offerings.
Experience with target environments such as construction, commercial real estate, logistics, manufacturing, or critical infrastructure.
Experience responding to RFPs and developing ROI or total-cost-of-ownership narratives to support risk mitigation and security investments.
Ability to identify, pursue, and win net-new business through proactive prospecting, disciplined follow-up, and competitive positioning.
Ability to uncover customer pain points, align solutions to business outcomes, and build value propositions with executive stakeholders.
Comfort managing long, multi-stakeholder sales cycles and navigating procurement, legal, and operational decision-makers.
Ability to articulate ROI, risk mitigation, and total cost of ownership to support investment decisions and close high-value deals.
Strong organization, data-driven execution, self-motivation, CRM discipline, forecasting accuracy, and ownership of results.

Responsibilities

Own the full new-business sales cycle, including prospecting, qualifying, and closing net-new opportunities for ECAM’s CCTV, video surveillance, and live/remote video security monitoring solutions.
Lead a consultative sales process involving discovery, stakeholder alignment, solution design, and business cases focused on risk reduction, loss prevention, and operational efficiency.
Create and deliver proposals, RFP responses, and executive-level presentations that position ECAM as a trusted long-term partner.
Maintain accurate pipeline management and forecasting in Salesforce and related tools, keeping activities, milestones, and next steps up to date.
Develop and execute a strategic territory plan by identifying high-value verticals, prioritizing target accounts, and conducting focused outreach to grow pipeline and sales velocity.
Partner with operations and internal stakeholders to align expectations, support smooth implementation, and deliver a strong post-sale customer experience.
Collaborate with Business Development and BDR teams to strengthen go-to-market execution and improve funnel conversion.
Support additional initiatives and responsibilities as business needs evolve.