Business Development Manager

GardaWorld•San Jose, CA

21d•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 manages the full B2B sales cycle, from strategic prospecting and consultative discovery through negotiation and close, while collaborating with operations, marketing, sales leadership, and internal business development teams to support smooth implementation and strong customer outcomes. The position represents ECAM’s technology-driven security offerings, including CCTV, advanced video surveillance, and live or remote video monitoring. The work focuses on helping organizations reduce risk, prevent loss, and maintain around-the-clock security. The role is based in San Jose, California, and is hybrid, with customer-facing territory travel as needed. Compensation includes a $75,000 base salary and stated on-target earnings of $175,000–$250,000 per year, with uncapped commission.

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 track 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 and credibility engaging senior leaders, with the 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.
Strategic prospecting, disciplined follow-up, competitive positioning, and ability to win net-new business.
Ability to uncover customer needs, align solutions to business outcomes, and develop value propositions with executive stakeholders.
Ability to manage long, multi-stakeholder sales cycles and navigate procurement, legal, and operational decision-makers.
Ability to articulate ROI, risk mitigation, and total cost of ownership to support investment decisions.
Strong organization, data-driven execution, self-motivation, CRM discipline, forecasting accuracy, and ownership of results.

Nice To Haves

Familiarity 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.

Responsibilities

Own the full new-business sales cycle, including prospecting, qualifying, and closing net-new opportunities for ECAM’s CCTV, video surveillance, and live or 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 long-term partner.
Maintain 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 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.