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About the Role

The Business Development Manager drives net-new pipeline within high-value, high-growth accounts, including startups, unicorns, and enterprise disruptors. This proactive, hunter-focused role partners with Account Executives to execute strategic outbound prospecting, develop account-based strategies, and create qualified sales opportunities in whitespace accounts.

Responsibilities

• Own outbound pipeline generation across a defined set of strategic (Tier A) accounts.
• Develop and execute account-based prospecting strategies, including multi-threaded outreach, persona mapping, and trigger-based engagement.
• Identify and prioritize whitespace opportunities within high-growth and VC-backed companies.
• Partner with Account Executives to align on account plans, messaging, and deal strategy.
• Conduct high-quality discovery to uncover business challenges, growth initiatives, and IT priorities.
• Engage senior executives and decision-makers using personalized, insight-driven outreach.
• Leverage sales tools, data platforms, and market intelligence to improve conversion rates.
• Build pipeline through a mix of cold calling, email, social engagement, and event-driven outreach.
• Maintain accurate pipeline tracking and activity metrics within CRM systems.
• Continuously refine messaging based on industry trends (AI, data, security, cloud, etc.).

Requirements

• 1–3 years of experience in B2B technology or IT sales (enterprise or commercial accounts preferred).
• Prior experience as a Sales Development Representative or Business Development Representative with a strong outbound prospecting track record.
• Demonstrated success meeting or exceeding pipeline generation targets in a quota-carrying environment.
• Proven ability to penetrate net-new accounts and engage stakeholders at the Director level or above.
• Experience leveraging modern sales tools (Salesforce, Outreach, Sales Navigator, intent data platforms).
• Fluency in SHI AX, CRM, Microsoft Office tools.
• Experience in startup, VC-backed, or high-growth technology companies (selling into or working within) is preferred.

Skills

• Advanced outbound prospecting skills (cold calling, sequencing, multi-channel engagement).
• Strategic account research and whitespace identification (funding signals, hiring trends, technology stack analysis).
• Ability to generate pipeline within startup, unicorn, and high-growth ecosystems.
• Strong opportunity qualification and handoff to Account Executives.
• Ability to connect technical solutions to business outcomes (growth, efficiency, security, scale).
• Strong business acumen with the ability to quickly understand complex customer environments.
• Executive-level communication skills with the ability to engage senior stakeholders.
• High level of curiosity, learning agility, and resilience in a high-activity environment.
• Competitive drive with a focus on performance metrics and exceeding goals.
• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
• Self-Development: Can actively seek feedback and use it constructively for personal growth.
• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
• Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
• Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
• Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.
• Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.

Experience Level

• 1-3 years of experience

Salary/Compensations

• $40,000 - $100,000 (base salary and bonus)

Benefits

• Medical
• Vision
• Dental
• 401K
• Flexible spending
• Continuous professional growth and leadership opportunities
• Health, wellness, and financial benefits
• World-class facilities and technology

About the Company

• Since 1989, SHI International Corp. has helped organizations change the world through technology.
• SHI is a $16 billion global provider of IT solutions and services.
• Over 17,000 organizations worldwide rely on SHI’s concierge approach.
• SHI employs 7,000 people.
• SHI is the largest minority- and woman-owned enterprise in the U.S.

Equal Opportunity

• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status