Business Development Manager US

L10n People Ltd•california, -

9d•$80,000 - $90,000•Remote

About The Position

The Business Development Manager is a fully remote, new-business-focused B2B sales role responsible for acquiring new clients and accelerating profitable revenue growth. California is the primary market, with expansion into other selected states based on company priorities. The role involves prospecting, developing decision-maker relationships, building a qualified pipeline, and converting opportunities into long-term client partnerships. The position requires independent ownership of assigned markets and travel twice per year. The BDM develops accounts they personally acquire, including by expanding into additional departments, programs, locations, and services. They may remain eligible for commissions on newly acquired accounts for approximately 18 months, subject to the final compensation plan, and support the transition of mature accounts to the existing-account management structure after the development period. This is a new-business acquisition role, not traditional account management; pre-existing client accounts are outside the role unless leadership specifically assigns an opportunity. The Year 1 new-revenue target is $500,000, ramped by quarter: $50,000 in Q1, $100,000 in Q2, $150,000 in Q3, and $200,000 in Q4. The Year 2 target is approximately $750,000 in new annual revenue. Targets may be reviewed based on market conditions and territory opportunity. Performance is measured using new revenue, gross profit, quota attainment, pipeline and opportunity activity, meetings, proposals, wins, conversion rates, sales-cycle progress, referrals, and CRM accuracy. Compensation includes an annual base salary of $80,000–$90,000, with a target of $85,000; target variable compensation of approximately $45,000 at 100% of quota; and target on-target earnings of approximately $130,000. Commission is uncapped, with accelerators and stated high-performance earning potential of approximately $150,000–$175,000 or more. Final commission terms will prioritize profitable new-business growth and gross profit.

Requirements

3–7+ years of successful B2B business development or consultative sales experience.
Proven record of acquiring new clients and generating measurable revenue through self-sourced opportunities.
Strong virtual presentation, negotiation, prospecting, and follow-up skills.
Experience with complex sales cycles, CRM systems, and pipeline forecasting.
Excellent independent work habits, accountability, and communication in a remote environment.
Ability to travel twice per year.

Nice To Haves

Experience in professional services sales, language access, education, government, nonprofits, legal services, or accessibility markets.

Responsibilities

Identify and prospect new organizations in the client’s target markets.
Generate qualified opportunities through outbound outreach, referrals, digital networking, phone, email, LinkedIn, and virtual meetings.
Conduct virtual discovery meetings, presentations, and service demonstrations.
Build relationships with decision-makers and navigate multi-stakeholder buying processes.
Manage opportunities through proposal, negotiation, and close.
Achieve quarterly and annual new-business revenue and profitability targets.
Build prospective-client relationships through video meetings, phone calls, and digital communication, and maintain disciplined remote outreach and follow-up routines.
Use industry associations, professional networks, and virtual events to create opportunities.
Manage assigned markets independently while collaborating with internal teams.
Participate in company-required travel twice per year.
Develop personally acquired accounts across additional departments, programs, locations, and services; cultivate stakeholders and generate referrals and introductions.
Support the transition of mature acquired accounts to the existing-account management structure after the development period.
Maintain accurate CRM records, activity histories, opportunity values, and next steps.
Provide reliable forecasts and sufficient qualified pipeline coverage; identify stalled opportunities and act to advance or close them.
Participate in regular virtual sales reviews and accountability meetings.
Generate profitable new revenue and protect gross margins when developing proposals.
Coordinate complex pricing and service commitments with leadership and Operations.
Monitor client needs, competitor positioning, procurement opportunities, and emerging markets; share actionable market intelligence and expansion opportunities with leadership.
Coordinate with Client Success, Operations (Interpreting, Translation, Vendor Management), Finance, and executive leadership.
Ensure new clients are transitioned effectively and commitments are operationally feasible.
Communicate prospect expectations clearly and secure internal alignment before promising pricing or service capabilities.