Principal Business Development Manager

Mesa Laboratories, Inc. • ,

3d • $157,500 - $197,125 • Onsite

About The Position

The Principal Business Development Manager is responsible for driving revenue growth through the acquisition of new customers and the development of previously untapped market segments. This role serves as a strategic hunter, identifying, qualifying, and converting prospective customers that are not currently doing business with the organization. This position is exclusively focused on new logo generation and white space market expansion. The incumbent will build executive-level relationships, develop targeted market penetration strategies, and lead complex sales pursuits from prospect identification through contract execution. The role does not maintain, service, or grow existing customer accounts and is measured primarily on new customer acquisition and new revenue generation.

Requirements

• Bachelor's degree in Business, Marketing, Life Sciences, Engineering, or related field.
• 10+ years of business development, strategic sales, or commercial experience with a demonstrated focus on new customer acquisition.
• Proven track record of consistently exceeding new business revenue targets.
• Experience leading complex consultative sales cycles involving multiple stakeholders and decision-makers.
• Demonstrated ability to open doors and build relationships at executive levels.
• Strong negotiation, presentation, and influencing skills.
• Experience working independently in a highly visible, growth-oriented role.

Nice To Haves

• Advanced degree (MBA, MS, or equivalent).
• Experience within life sciences, healthcare, diagnostics, laboratory services, manufacturing, building/environmental management systems or technology sectors.
• Experience launching products or entering new market segments.
• Familiarity with CRM systems, market intelligence tools, and business development

Responsibilities

• Generate and close new business opportunities with customers that have no existing commercial relationship with the company.
• Develop and execute territory and account penetration plans focused on targeted industry segments, geographic regions, and strategic growth markets.
• Identify and engage key decision-makers, influencers, and executive sponsors within target organizations.
• Create and maintain a robust pipeline of qualified prospects capable of achieving annual revenue growth objectives.
• Lead complex sales cycles from initial outreach through negotiation, contracting, and handoff to account management teams.
• Identify underserved markets, emerging industries, and new applications for company products and solutions.
• Develop strategic approaches to penetrate new market segments and customer groups.
• Gather competitive intelligence and market insights to inform business development strategies.
• Partner with marketing to refine messaging, campaigns, and value propositions for new target markets.
• Represent the company at industry conferences, trade shows, networking events, and customer meetings to create awareness and generate opportunities.
• Establish executive-level relationships with prospective customers.
• Build compelling business cases that demonstrate value and differentiation.
• Lead customer discovery efforts to understand unmet needs and strategic objectives.
• Develop account strategies for high-value prospects and coordinate internal resources to support pursuit activities.
• Negotiate commercial terms and facilitate contract execution.
• Partner closely with Product Management, Marketing, Technical Sales, and Operations to support new market entry initiatives.
• Ensure seamless transition of newly acquired customers to account management and customer success teams following onboarding.
• Provide market feedback to support product roadmap development and strategic planning.

Benefits

• Competitive wages
• Potential bonus opportunities
• Equity awards
• Commission
• Tiered Medical, Dental and Vision Insurance options
• Health savings (HSA) accounts
• Healthcare & dependent care flexible spending (FSA) accounts
• Company paid short term and long-term disability
• Company paid life insurance and AD&D
• Flexible Time Off Policy
• Paid sick leave of 48 hours per calendar year
• Four (4) weeks paid Care Giver leave after 1 year of service or in accordance with state leave laws
• 401(k) plan that provides a 4% Safe Harbor company match on a 4% employee contribution that begins on Day 1
• Employee Wellness and Financial Assistance Resources through Cigna and NY Life
• Nine (9) paid company holidays per year

What This Job Offers

• Job Type: Full-time
• Career Level: Principal