Business Development Manager

Role Overview

For one of our clients, we are looking for a Business Development Manager to take ownership of a territory and drive the full sales cycle, from outbound prospecting and discovery through remote product demonstrations, closing, and account expansion. The role focuses on selling technical solutions to cities, counties, and state transportation departments across the United States. The successful candidate will be a high-performing, self-sufficient sales professional who can build pipeline through outbound activity, sell technical products remotely, and grow existing accounts.

Key Responsibilities

● Generate a high volume of outbound calls and prospecting activity with traffic engineers, public works directors, and transportation staff at government agencies.

● Turn cold conversations into qualified discovery meetings and product demonstrations on a consistent weekly basis.

● Deliver confident and effective remote product demonstrations using Zoom and similar video platforms.

● Own the full sales cycle, including opportunity development, objection handling, negotiation, and closing purchase orders.

● Expand existing customer relationships by identifying opportunities to introduce additional products and solutions.

● Develop strong technical knowledge of the product portfolio and communicate technical concepts clearly to buyers with different levels of expertise.

● Maintain accurate and disciplined CRM records, including calls, meetings, opportunities, and sales activity.

● Conduct occasional in-person meetings and field visits when required to support key opportunities.

Required Experience & Skills

● 4+ years of closing experience in B2G, strongly preferred, or B2B sales, ideally involving a technical product.

● Demonstrated overachievement against quota, with measurable results such as 100%+ quota attainment, strong rankings, awards, or other documented performance indicators.

● Proven ability to self-source pipeline and consistently generate meetings through outbound phone prospecting rather than relying primarily on inbound leads.

● Experience closing deals through remote presentations and video demonstrations without requiring in-person meetings.

● A track record of expanding existing accounts through upselling additional products or solutions.

● Strong technical aptitude and the ability to learn technical concepts quickly and explain them in clear, practical language.

● Daily experience using Salesforce or a similar CRM with a high level of accuracy and discipline.

● Ability to work independently from a home office, with strong self-management, reliable internet, and a dedicated workspace.

● Based in the United States and able to travel occasionally, up to 10%.

Nice to Have

● Knowledge of public procurement processes, including sole source purchases, RFPs, and cooperative contracts.

● Experience in transportation, traffic, or intelligent transportation systems (ITS).

● An engineering degree or other technical background.

● Experience selling hardware bundled with an annual software license.

● Associate's or bachelor's degree.

What’s Offered

● 401(k)

● Health insurance

● Dental insurance

● Vision insurance

● Paid time off

JK Recruitment activities are based on Recruitment licenses No 3374 and No 3375 from 1.08.2022.