Business Development Manager Jobs

About The Position

Requirements

• Bachelor’s degree preferred, or equivalent experience.
• Five or more years of relevant experience in business development, sales, or a closely related client-facing role.
• Experience selling technology solutions or SaaS products in a B2B environment is strongly preferred.
• Experience in the assessment, credentialing, certification, education technology, or testing-services industry is strongly preferred.
• Demonstrated experience taking meaningful ownership of complex customer opportunities across multiple stages, such as prospecting, discovery, solution alignment, proposal development, demonstrations, negotiation, and close.
• Experience independently managing priorities across multiple active opportunities, accounts, or customer initiatives.
• Proficiency with CRM software, such as Salesforce, HubSpot, or Microsoft Dynamics, and Microsoft Office applications, including Word, Excel, and PowerPoint.
• Willingness to travel occasionally to meet with clients and attend industry events.
• Applicants must be currently authorized to work in the United States on a full-time basis.

Nice To Haves

• Ability to quickly learn and confidently communicate complex products and solutions in a customer-facing setting.
• Strong consultative selling skills, including active listening, thoughtful needs assessment, and value-based positioning.
• Highly self-directed and resourceful, with the ability to independently prioritize work, take initiative, solve problems, and drive progress across multiple responsibilities.
• Comfortable operating in a lean, evolving environment with a broad scope of ownership, including lead generation, pipeline management and reporting, early solution alignment, proposal writing, opportunity close, and operational handoffs.
• Strong organizational and project-management skills, with close attention to detail and data discipline.
• Strong written and verbal communication skills, including the ability to interpret customer needs and develop clear, compelling, and tailored presentations, proposals, and other customer-facing materials.
• Strategic thinker with a results-oriented mindset and strong follow-through.
• Sound judgment when evaluating opportunities, including the ability to qualify and disqualify prospects effectively.
• Ability to build and nurture client relationships, instill trust and confidence, and influence key stakeholders at all levels of an organization.
• Collaborative team player who actively contributes to a positive work culture and fosters teamwork.

Responsibilities

• Represent ITS at key industry events, conferences, webinars, and other thought-leadership opportunities by engaging with industry leaders, presenting ITS perspectives, and building meaningful relationships with potential customers.
• Incorporate security best practices into daily work, ensuring that data protection and risk mitigation are considered at every stage of a project or task.
• Generate and qualify new sales leads for ITS’s core products through cold outreach, networking, events, marketing-generated leads, and targeted account research.
• Own and manage the entire sales cycle, from lead generation through opportunity close, while effectively tracking and reporting progress using Microsoft Dynamics CRM.
• Monitor industry trends, the competitive landscape, and emerging technologies to identify new avenues for business growth.
• Conduct needs assessments to understand customers’ challenges and objectives, propose tailored solutions, and prioritize opportunities based on alignment with ITS’s capabilities.
• Develop a strong working understanding of ITS solutions to lead early-stage discussions and demonstrations, address common customer questions independently, and engage subject-matter experts when appropriate.
• Prepare and deliver compelling sales presentations, product demonstrations, webinars, and conference-style presentations that clearly communicate the value of ITS software and services.
• Lead proposal development for assigned opportunities by drafting and adapting customer-facing content and coordinating internal input to ensure proposals are accurate, tailored, and persuasive.
• Collaborate cross-functionally and within the Sales and Marketing team to align sales strategies with market feedback, share insights, and collectively drive growth across all segments.
• Prepare contract terms and pricing agreements in coordination with appropriate internal stakeholders, ensuring favorable outcomes for both the customer and ITS.
• Stay informed about ITS’s product suite and advocate for solution enhancements to help ensure our offerings remain cutting-edge.
• Develop and present compelling status updates for internal executive briefings, ensuring the content aligns strategically with the interests and priorities of ITS senior leadership.

Benefits

• Remote and hybrid work options.
• Student-loan assistance.
• Tuition assistance and certification bonuses.
• Professional-development opportunities.
• Dog-friendly Baltimore office—and we love our work-from-home dogs too.
• Health, dental, vision, FSA, HSA, and pet insurance.
• Traditional and Roth 401(k) plans.
• Company-paid life, short-term disability, and long-term disability insurance.
• Charitable-donation matching.