Business Development Manager US

L10n People•California, CA

5d•Remote

About The Position

Our client is seeking a results-driven Business Development Manager to acquire new clients and accelerate profitable revenue growth. This is a fully remote, new-business-focused B2B sales position, with California as the primary market and expansion into selected states according to company priorities. The role requires independent ownership of prospecting, decision-maker relationships, pipeline development, and conversion of opportunities into long-term client partnerships. The Business Development Manager develops newly acquired accounts for approximately 18 months, including opportunities across additional departments, programs, locations, and services, subject to the final compensation plan. Mature accounts transition to the existing-account management structure after the development period. This is an acquisition role, not traditional account management: pre-existing client accounts are excluded unless leadership specifically assigns an opportunity, and existing-client retention and organic account growth are outside the role's responsibilities. Year 1 new-revenue target is $500,000, ramped across the quarters: Q1 $50,000, Q2 $100,000, Q3 $150,000, and Q4 $200,000. The Year 2 target is approximately $750,000 in new annual revenue. Targets may be reviewed based on market conditions and territory opportunity. Compensation includes an $80,000–$90,000 annual base salary (target $85,000), approximately $45,000 in variable compensation at 100% of quota, and target OTE of approximately $130,000. Commission is uncapped with accelerators, with stated high-performance earning potential of approximately $150,000–$175,000+. Final commission terms prioritize profitable new-business growth and gross profit. In the first 90 days, the successful candidate is expected to learn the client's services and target markets, build a territory plan, establish consistent remote prospecting, develop qualified pipeline, and begin converting opportunities. Within the first 12 months, success means generating approximately $500,000 in new revenue, acquiring strategic new clients, establishing a sustainable pipeline, and laying the foundation for $750,000+ in annual new revenue at full productivity.

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

Sales experience in professional services, language access, education, government, nonprofits, legal services, or accessibility markets.

Responsibilities

Identify and prospect new organizations in 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, including additional departments, programs, locations, and services; cultivate stakeholders and generate referrals and introductions.
Support the transition of mature 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 promptly 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, and 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.