Business Development Manager

***We are unable to work with 3rd-party or corp-to-corp candidates for this position***

Overview:

Our client will be hiring an ambitious and energetic Business Development Manager (BDM), who will be responsible for driving new revenue growth by identifying, qualifying, and closing new opportunities for managed Wi-Fi and related network services. This role focuses on building strategic relationships with hotel brands, channel partners, and industry stakeholders while positioning the company as a trusted provider of secure, scalable, and high-performance connectivity solutions.

The ideal candidate has a strong understanding of managed Wi-Fi, networking fundamentals, and recurring revenue (MRR) business models, with experience selling into hospitality, multi-dwelling units (MDU), retail, healthcare, education, or enterprise environments.

This role will report to the VP of Sales and has no direct reports.

Responsibilities:

Revenue Growth & New Business

• Identify, prospect, and develop new business opportunities for managed Wi-Fi and network services
• Own the full sales cycle from lead generation through contract execution
• Consistently meet or exceed quarterly and annual revenue targets
• Develop account plans for strategic prospects and high-value opportunities

Solution Selling

• Understand customer business requirements and translate them into technical and commercial solutions
• Position managed Wi-Fi, network monitoring, analytics, and support services as value-driven outcomes
• Collaborate with Sales Engineering and Product teams to scope solutions, pricing, and proposals
• Articulate ROI, operational efficiencies, and guest/user experience benefits

Market & Partner Development

• Build relationships with channel partners, integrators, ISPs, PMS vendors, and technology alliances
• Identify vertical-specific use cases and go-to-market opportunities
• Attend industry events, trade shows, and customer meetings as a brand ambassador
• Provide market feedback to Product and Marketing teams to influence roadmap and messaging

Pipeline & Forecasting

• Maintain accurate pipeline, forecasts, and activity tracking in CRM (e.g., HubSpot, Salesforce)
• Manage deal progression, risks, and next steps with discipline and transparency
• Support pricing approvals, contract negotiations, and handoff to delivery teams

Qualifications:

• 7+ years of B2B sales or business development experience, preferably in managed services, networking, or SaaS
• Experience selling into hospitality, MDU, retail, or similar verticals
• Proven track record of closing complex, multi-location or enterprise deals
• Strong understanding of: Managed Wi-Fi architectures, LAN/WAN fundamentals, Access points, controllers, switches, firewalls (conceptual level)
• Knowledge of recurring revenue and subscription-based pricing models

Preferred

• Experience with guest Wi-Fi, captive portals, analytics, or network security offerings
• Channel or partner-led sales experience
• Familiarity with PMS, IoT, or digital guest experience ecosystems
• Experience working in a scale-up or high-growth technology company
• AI-savvy and innovative: Explore and responsibly leverage AI-powered tools to improve efficiency, streamline workflows, and identify opportunities to enhance how work is performed across the organization.

KEY COMPETENCIES

• Consultative, Outcome-Based Selling: Approaches sales as a strategic partnership by deeply understanding customer goals, challenges, and success metrics. Frames solutions around measurable business outcomes rather than features, and guides customers through complex decisions with credibility and insight.
• Strategic Account Planning: Develops and executes thoughtful account strategies that identify growth opportunities, map stakeholders, and align solutions to customer priorities. Effectively balances short-term wins with long-term relationship and revenue growth.
• Executive-Level Relationship Building: Builds trusted relationships with senior stakeholders and decision-makers by communicating clearly, demonstrating industry knowledge, and positioning themselves as a strategic advisor rather than a transactional seller.
• Self-Motivated & Results-Driven: Demonstrates strong ownership and accountability for outcomes, proactively identifying opportunities, advancing deals, and consistently driving progress toward goals in a high-performance environment.
• Thrives in Ambiguity & Fast-Moving Environments: Comfortable operating in dynamic, evolving environments where priorities shift and new opportunities emerge. Able to navigate uncertainty, make informed decisions, and maintain momentum while adapting quickly to changing circumstances.