Business Development Manager

Monument Software, Inc.•Dallas, TX

40d•Hybrid

About The Position

At Monument, we’re building a vertical software platform for the self-storage industry. This is a rare opportunity to reinvent a $50 billion market from the ground up. Monument is a B2B SaaS platform built specifically for the self-storage industry. Our comprehensive solution integrates every essential feature operators and third-party managers need to run their self-storage businesses — from customer acquisition and payment processing to inventory management, physical access, move-ins and move-outs, delinquency management, and advanced reporting and analytics. Monument was designed from the ground up for multi-facility operators and offers enterprise-grade features such as portfolio-wide automation, REIT-level revenue management, and GAAP-compliant accounting. We are an open-ecosystem alternative to legacy incumbents and solve the complex operational challenges that come with scaling portfolios from 3 to 100+ locations. We’re looking for a Business Development Manager to drive new revenue growth by owning the full sales cycle with prospects. As a key member of our sales team, you’ll manage a defined territory, build pipeline, run high‑impact discovery and demos, and consistently close new business against a clear quota. You’ll collaborate closely with Sales, Marketing, Customer Success, and Product to bring feedback from the field and help us continuously improve our go‑to‑market engine.

Requirements

5+ years of quota‑carrying B2B SaaS sales experience in full‑cycle roles.
Sold to a similar ICP (business owners/exes) and ACV band ($60k-$120k), and can speak clearly about your quota, attainment, and pipeline mix.
Succeeded in a startup or less-structured environment where there weren’t mature playbooks, marketing machines, or big enablement resources.
Enjoy prospecting and aren’t afraid to open doors yourself via cold outreach and experimentation.
Highly accountable: you own your number, your pipeline, and your follow‑through.
Like collaborating directly with founders, product, and CS, and don’t mind wearing multiple hats.
Comfortable with ambiguity, can move fast with incomplete information, and treat change as a feature, not a bug.
High ownership and accountability for your number and your pipeline.
Competitive and goal‑oriented, but collaborative and supportive of teammates.
Curious, coachable, and open to feedback; invests in continuous improvement.
Comfortable operating in a fast‑changing, high‑growth environment.

Responsibilities

Own the full sales cycle from prospecting and qualification through negotiation and close for your assigned ICP segmentation.
Build and manage a healthy pipeline of opportunities through a mix of outbound prospecting and inbound leads and trade conferences.
Conduct structured discovery to understand customer needs, stakeholders, and buying processes; tailor demos and proposals accordingly.
Create, present, and negotiate pricing and commercial terms that align customer value with our revenue goals.
Maintain accurate opportunity, activity, and forecast data in the CRM; regularly report on pipeline health and forecast.
Partner with Marketing on campaigns, trade shows, events, and content to drive awareness and demand within your territory.
Collaborate with Customer Success to ensure smooth handoffs and strong early adoption for newly closed customers.
Provide structured feedback to Product and leadership on competitive trends, customer requirements, and market signals.
Contribute to continuous improvement of sales playbooks, messaging, and best practices; mentor more junior reps where appropriate.