Business Development Manager, SaaS Solutions

🔥 4 minutes ago

🇺🇸 United States – Remote

💵 $120.5k - $181.5k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Copeland

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1921

Copeland is a global company with a presence in multiple regions including North America, Europe, Asia Pacific, Latin America, and the Middle East & Africa. The company provides its services in a variety of languages to cater to different markets. Copeland is engineered for sustainability, indicating a commitment to eco-friendly practices. They offer resources for investors, news updates, career opportunities, patent information, and are focused on accessibility and privacy. This suggests a company that operates in a multinational and possibly diverse set of industries, with a strong emphasis on sustainability and inclusivity.

📋 Description

• Drive new software revenue and open new market segments across assigned accounts and territories • Generate and win net-new SaaS business through existing customer accounts, new accounts and new markets • Build the commercial case for SaaS adoption and create demand where no software budget exists • Own enterprise proposal and RFP/RFT processes for complex opportunities • Develop the sales organization's capability to sell software alongside equipment • Own SaaS pipeline generation, qualification and forecast accuracy • Prospect proactively through outbound and cold outreach • Manage the full sales cycle through contract execution • Collaborate with account-aligned Sales Managers on software opportunities and attach targets • Build quantified ROI and total cost of ownership cases • Structure commercial proposals for SaaS operational expenses • Consult customers on connectivity, remote visibility, energy management, fault detection, diagnostics and optimization • Identify internal champions and navigate IT, data and cybersecurity reviews • Coordinate subject matter experts on tender submissions and commercial proposals • Improve and standardize sales processes, proposal documentation and tender responses • Maintain disciplined CRM usage and qualification standards • Organize and participate in industry events, trade shows and conferences • Monitor market trends, competitive landscapes and regulatory environments • Provide market and competitive intelligence to the product roadmap • Collaborate with product, technical sales, marketing, SaaS operations and customer success • Build customer and stakeholder relationships and use measured value to drive renewal and expansion

🎯 Requirements

• Five (5) or more years of quota-carrying software or SaaS sales experience • Proven attainment against a recurring revenue (ARR or MRR) target • Majority of pipeline self-sourced through outbound prospecting and market research • Proven record of winning net-new business and displacing incumbent solutions • Strong pipeline development, opportunity qualification and forecasting skills • Experience preparing enterprise proposals, RFPs, RFTs or tender submissions • Stakeholder mapping and account strategy across complex, multi-site customer organizations • Experience managing six- to twelve-month consultative sales processes • Technical aptitude in HVAC-R, building systems or energy management • Ability to translate technical output into commercial value • Ability to influence, coach and enable a sales organization without direct reporting authority • CRM systems, forecasting and pipeline reporting experience • Strong organizational, communication and self-direction skills • Legal authorization to work in the United States; sponsorship will not be provided • Travel up to approximately 50% • Preferred: Seven (7) or more years of total B2B sales or business development experience, including at least five (5) years in software, analytics or connected-services subscriptions • Preferred: Experience in HVACR, heating, refrigeration, building systems, energy or related technical sales • Preferred: Experience with building analytics, fault detection and diagnostics, energy management, remote monitoring or IoT platforms • Preferred: Experience converting an installed equipment base into recurring digital revenue • Preferred: Understanding of decarbonization and compliance drivers • Preferred: Exposure to contractor and service-partner channels and overlay, specialist or partner-sales models • Preferred: Enterprise RFP/RFT response and sales enablement documentation experience • Preferred: Formal training in MEDDICC, Challenger or Command of the Message and advanced consultative selling, account strategy or CRM-based sales management training

🏖️ Benefits

• Competitive base salary within the local market • Annual merit review process • Medical insurance plans • Dental and vision coverage • 401(k) • Flexible time off plans • Paid parental leave • Vacation leave • Holiday leave • Employee development from onboarding through senior leadership • Employee resource groups • Fully remote work arrangement