Business Development Manager- Central Florida

The Business Development Manager is a quota-carrying sales role responsible for owning, retaining, and expanding revenue within an assigned set of strategic accounts or territory. This role independently manages customer relationships, creates new opportunities, and executes commercial activity with a high degree of autonomy and accountability.

The Business Development Manager is fully accountable for both protecting existing business and increasing wallet share through deeper penetration of customer operations, expanded scope, and long-term agreements. This role is best suited for a self-directed, entrepreneurial seller who builds their own plan, manages their own time, and consistently finds ways to hit their number.

This role is responsible for Central Florida.

Here's What You'll Do:

Account Ownership & Customer Strategy

• Own customer relationships and commercial performance, including retention and growth, within assigned accounts
• Develop and execute a personal account strategy aligned to customer needs, operational priorities, and business goals
• Build deep operational understanding of customer environments to identify expansion opportunities and protect incumbent position
• Establish and maintain multi-threaded relationships across key stakeholders to strengthen long-term partnerships

Opportunity Creation & Pipeline Ownership

• Expand share of wallet within existing accounts by uncovering unmet needs and adjacent opportunities
• Maintain a disciplined, forward-looking pipeline that supports consistent quota attainment
• Operate with a "hit the number even if..." mindset-when opportunities stall or are lost, actively replace them

Deal Execution & Commercial Leadership

• Lead opportunity execution from discovery through close for assigned deals
• Drive customer discussions, scope definition, and value positioning tied to operational and financial impact
• Own pricing discussions and negotiations within established guidelines, escalating as appropriate

Internal Coordination

• Independently navigate internal teams (engineering, operations, service, commercial) to advance opportunities
• Ensure internal alignment, follow-through, and execution readiness
• Maintain clear communication and accountability across stakeholders

Sales Discipline & Forecasting

• Maintain accurate pipeline, forecasting, and CRM data
• Manage time, priorities, and customer activity to maximize revenue impact
• Demonstrate strong planning discipline across both short-term wins and long-term account growth