Sr. Business Development Manager

IBISWorld•Austin, TX

About The Position

IBISWorld is building its presence in Austin and is hiring for its new sales team in the business intelligence market. The Business Development Manager initiates the sales cycle by engaging leads from the in-house lead-generation team and inbound interest, using outreach tools, and identifying new opportunities independently. The role is often the first point of contact for prospects and involves communicating with C-level executives, qualifying opportunities, presenting how IBISWorld’s platform, APIs, and data integration offerings address business needs, building relationships, booking webinars, and closing appropriate deals. The BDM partners closely with Sales Directors, sharing insights into prospects’ challenges, goals, and growth plans so the team can offer suitable solutions. The position also contributes to shaping how IBISWorld sells and collaborates in its new Austin office. Responsibilities include prospecting and managing a pipeline, supporting renewals and account growth for API and data integration offerings, and keeping current on products, target markets, and competitors.

Requirements

Talent for cold calling and significant phone stamina.
Proven success working directly with clients across a variety of industries, backgrounds, and levels, especially C-level executives.
Ability to identify net-new prospects with API and data integration needs and position IBISWorld integrations to close larger, multi-product deals.
Technical curiosity and ability to understand and explain APIs, data integrations, and platform capabilities.
Ability to manage an opportunity pipeline and meet tight deadlines.
Outstanding interpersonal, verbal, and written communication skills.
Strong work ethic and organizational skills, including the ability to manage and prioritize responsibilities and deadlines.
Flexibility in responding to unexpected assignments and workload changes based on management priorities.
Ability to collaborate effectively while also being self-motivated and autonomous.
Ability to give product presentations in person or online to various user groups.

Nice To Haves

Bachelor’s degree and sales experience are preferred.
Experience with Salesforce or a similar CRM is strongly preferred.

Responsibilities

Engage prospects and scope their requirements to understand business problems, objectives, and growth plans and assess solution suitability.
Identify prospects’ pain points and match IBISWorld industry research to their needs.
Qualify prospects’ technical environments and data workflows to identify opportunities for API and data integration solutions, including APIs, Microsoft Copilot, Anthropic Claude, and Snowflake.
Work with Sales Directors to nurture initial client relationships and qualify prospect requirements.
Make significant daily outbound calls and send emails to engage new and existing accounts.
Identify and pursue API and integration upsell opportunities within existing accounts and support renewals of API and data integration contracts.
Close SMB or transactional deals with smaller prospects when appropriate.
Manage a pipeline and move prospects through the sales cycle.
Use tools such as 6sense, Outreach, and Lusha to support targeted lead generation.
Develop proactive and creative ideas and strategies to build the client base.
Develop and maintain knowledge of products, including APIs and data integrations, as well as trends and competitors in target markets.
Research target industries and companies proactively and thoroughly.
Work autonomously and take ownership of personal activity and performance.