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About the Role
Forerunner is seeking a Business Development Manager to establish and lead the business development function from our Portland, ME office. This role involves managing and growing a team of Business Development Representatives while owning outbound strategy for both public-sector and private-sector pipelines.
Responsibilities
- Lead, manage, coach, and develop a team of Business Development Representatives.
- Hire and onboard new BDRs, establishing repeatable training processes.
- Set and track individual and team targets, ensuring accountability to SLAs, activity metrics, and pipeline goals.
- Own outbound strategy for identifying and engaging high-potential accounts in government agencies and private-sector operators.
- Develop and refine segment-specific playbooks for messaging, sequences, and targeting.
- Collaborate with Account Executives to ensure smooth handover of qualified opportunities.
- Manage the BDR tech stack and processes, including CRM hygiene, sequencing tools, and reporting.
- Establish regular reporting on pipeline generation, conversion rates, and team performance for Sales leadership.
- Continuously test and iterate on outbound approaches based on segment performance.
- Partner with Sales leadership on account segmentation, territory design, and go-to-market priorities.
- Share market feedback, objections, and competitive intelligence with Marketing and Product teams.
- Represent the voice of top-of-funnel prospects as Forerunner expands into the private sector.
Requirements
- 5+ years of business development or sales experience.
- 1-2 years of direct management experience of an SDR/BDR or similar outbound team.
- Proven track record of building or scaling an outbound motion to generate repeatable pipeline.
- Experience selling into both government/public-sector accounts and private industry (construction, energy, infrastructure, or similar) is a strong plus.
- Effective coaching and communication skills, with the ability to provide direct feedback and build trust.
- Analytical and process-minded, comfortable with CRM and tracking key metrics.
- Ability to create structure in ambiguous environments.
- Must be based in or willing to work from the Portland, ME office.
Skills
- Business Development
- Sales Management
- Outbound Strategy
- Pipeline Management
- Coaching
- Communication
- CRM
- Data Analysis
- Process Improvement
Location
- Portland, ME
Work Type
- Onsite
Experience Level
- 5+ years of business development or sales experience
- 1-2 years directly managing an SDR/BDR or similar outbound team
Salary/Compensations
- Base pay: $100,000-$115,000 annually
- OTE: $150,000-$180,000
Benefits
- Competitive compensation
- Health coverage
- Vision coverage
- Dental coverage
- Commuter benefits
- Quarterly wellness reimbursement
About the Company
- Forerunner builds intelligent software to connect systems for government and regulated industries, turning fragmented information into actionable decisions.
- We focus on improving critical infrastructure resilience by providing field crews with better tools and decision-making capabilities.
- Forerunner is an early-stage company with an interdisciplinary team motivated by challenging problems.
- The team works hard to support one another and engages directly with partners in the field.
- As a member of a small, growing team, your contributions will have a meaningful impact on business and technical direction.
- Unique perspectives and backgrounds are welcomed, and individual opinions are valued.
Equal Opportunity
- Forerunner is an equal opportunity employer committed to embracing diversity and the perspectives of individuals from all backgrounds.