Business Development Manager

GardaWorld•Sacramento, 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 position is a full-cycle B2B sales role, covering strategic prospecting, consultative discovery, solution design, negotiation, and closing. The manager represents ECAM’s technology-driven security solutions, including CCTV, advanced video surveillance, and live or remote video monitoring, helping customers reduce risk, prevent loss, and maintain security around the clock. The role works closely with operations, marketing, sales leadership, Business Development, and BDR teams to support effective go-to-market execution, smooth implementation handoffs, and strong customer outcomes. The work site is in Sacramento, California, and the position is hybrid, with territory travel and customer-facing time as needed. Compensation includes a $75,000 base salary and stated on-target earnings of $175,000–$250,000 per year.

Requirements

Authorized to work in the United States.
Valid driver's license and a driving record meeting 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.
Demonstrated ability to navigate complex sales cycles involving multiple stakeholders and decision-makers.
Strong CRM discipline; Salesforce is preferred, along with effective time, territory, and pipeline management skills.
Consultative, customer-focused selling style and ability to engage senior leaders and 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 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 with 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.
Strong organization, data-driven execution, self-motivation, forecasting accuracy, and ownership of results.

Nice To Haves

Familiarity with target environments such as construction, commercial real estate, logistics, manufacturing, or critical infrastructure.

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.
Maintain accurate pipeline management and forecasting in Salesforce and related tools, keeping activities, milestones, and next steps current.
Develop and execute a strategic territory plan by identifying high-value verticals, prioritizing target accounts, and conducting focused outreach.
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.