Business Development Manager (Enterprise) (ITAD)

Department: Business Development (Enterprise)

Reports To: Inbound Sales Leader

Company Overview

Mender is here to offer a better way forward for our planet and our clients by providing custom-tailored IT Asset Disposition solutions consisting of secure data destruction, equipment refurbishment and resale, and responsible recycling of corporate IT hardware. Mender's mission is to offset the demand for mining growth and mend the relationship between corporations and our natural world by promoting a circular economy. We are rapidly expanding from a strong base and desire to grow the business substantially from its current state to maximize our impact. We provide global asset disposition, among other services, and build long-term relationships with our clients returning substantial value to our employees, communities and natural world as we serve them.

Job Overview

The Business Development Manager (BDM) will focus on the highest return activities that lead to setting external sales meetings with targeted accounts across the country. The key to success in this role is to bring net new large enterprises to mender, where we can develop, grow revenue, and deliver a wide range of services through long-term contracts.

The BDM is expected to:

· Set and run meetings with decision-makers in large enterprise organizations

· Participate in weekly internal sales meetings

· Maintain Pipedrive and recording activity

· Lead all sales activity from prospecting through closing

· Collaborate with mender marketing and partner teams to create effective outbound messaging

Key Responsibilities

1. Lead Generation and Qualification

a. Help identify and research target industries and high-potential companies within the identified sectors. Create Mender overviews for those companies.

b. Develop warm introductions through networking, connecting, and delivering branded content that has been developed for the BDMs.

c. Conduct cold calls and emails to the extent needed to get penetration to target accounts.

d. Leverage ConnectPoint's methodology by engaging in connecting activities to seek warm introductions, generate and leverage quality content on social media platforms to create interest in Mender’s solutions, and engage in the market daily to generate net new clients.

2. Business Development and Account Management

a. Work the mender Sales Process and progress prospects through the steps

b. Address and resolve client objections

c. Develop and Submit Proposals and SOW’s for signature

d. Support onboarding of clients

e. Manage client relationship ongoing running QBR’s and identifying and selling opportunities for account growth and improvement

3. Product, Services and Deliverables Knowledge

a. Take personal responsibility to do a deep dive on the solutions that Mender sells and be able to converse easily about mender as a platform and a company.

b. Review inbound opportunities from clients and resulting settlements and learn the basics of IT hardware and associated values associated with your target accounts

c. Develop an in-depth understanding of mender standard reporting and the associated operational steps supporting those reports.

4. Internal Teams Collaboration

a. Work with marketing to create nurture marketing campaigns around content for mender and how they deliver superior service in this area.

b. Participate in weekly Business Development “Level 10” and “One to One” meetings ensuring consistent internal communications, alignment and updates

c. Engage with internal software platforms to track performance and ensure effective forecasting

Performance Expectations & Metrics

Success in this role will be measured by the following:

a. Gross Profit Target: $900,000 in gross profit in the first full 12 months

b. Activity Metrics: Consistent outbound activity resulting in a high volume of qualified external meetings and proposals

c. Pipeline Management: Maintaining a healthy, advancing pipeline in Pipedrive with measurable movement through discovery, proposal, and close stages

d. Proposal Volume: Number of qualified opportunities progressed to proposal and contract stage

e. CRM Hygiene: Accurate, up-to-date logging of sales activities, discovery notes, and opportunity status

f. Client Retention and Growth: Contribution to long-term client value through upsell opportunities, QBRs, and ongoing engagement

30/60/90-Day Success Plan

a. 30 Days: Complete onboarding, understand Mender’s offerings and client personas, build a prioritized target account list

b. 60 Days: Initiate outreach campaigns, secure qualified meetings, and contribute to discovery calls

c. 90 Days: Deliver qualified proposals, generate pipeline momentum, and close early-stage opportunities

Minimum Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

· Proven Hunter

· Comfortable orchestrating 6-9 month sales cycles

· 5-10 yrs selling complex IT solutions into Fortune 1000 -ITAD Experience a plus

· Demonstrated relationships and knowledge of technical solutions and sales process.

Competencies

· Excellent verbal and written communication skills.

· Excellent presentation and facilitation skills.

· Sales process understanding and rigor.

· Strong project management skills and demonstrated ability to “herd cats.”

· Skill in establishing and maintaining effective working relationships.

· Demonstrated creativity in preparing decks and other collateral.

· Demonstrated proficiency with software tools including PowerPoint, Word, Excel, and Pipedrive or similar CRM.

Compensation and Expenses

· $75,000-$90,000 Annual Salary paid biweekly

· Total OTE: 200K (uncapped)

· Commission Eligibility as outlined below (paid in 2nd payroll of each month for prior month’s performance)

· $100 monthly cell phone reimbursement

· Eligible for company 401K and Family Healthcare/Vision/Dental Benefits

· 2 weeks annual vacation earned on accrual basis

· Yearly performance review

Reimbursement for travel as required