Business Development Manager, SaaS Solutions
New
C
CopelandHVACR SaaS
Source API remote eligibility restrictions: United StatesFull-TimeManager
SalaryThe total compensation (base + bonus target) range for this role is $120,450 - $181,500
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Job Details
- Experience
- Five (5) or more years of quota-carrying software or SaaS sales experience
- Required Skills
- CRM
Requirements
- Five or more years of quota-carrying software or SaaS sales experience with proven attainment against an ARR or MRR target.
- A demonstrated new-business hunting record, with most pipeline self-sourced through outbound prospecting and market research.
- A proven record of winning net-new business and displacing incumbent solutions, including developing new markets or segments.
- Strong pipeline development, opportunity qualification, and forecasting capability.
- Experience preparing enterprise proposals, RFPs, RFTs, or tender submissions and coordinating complex, multi-stakeholder bids.
- Experience with stakeholder mapping and account strategy across complex, multi-site customer organizations, including executive, finance, IT, and sustainability stakeholders.
- Experience managing consultative sales cycles of six to twelve months with multiple decision-makers.
- Technical aptitude to become credible in HVAC-R, building systems, or energy management and translate technical output into commercial value.
- Ability to influence, coach, and enable a sales organization without direct reporting authority.
- Experience managing CRM systems, forecasting, pipeline reporting, and sales process and documentation standardization.
- Expected to travel up to approximately 50% across customer sites, field sales territories, and industry events.
- Preferred: experience in HVACR, building systems, energy, building analytics, fault detection and diagnostics, energy management, remote monitoring, or IoT platforms.
Responsibilities
- Generate, qualify, and forecast SaaS pipeline across assigned accounts, territories, and target market segments, with most pipeline self-sourced.
- Prospect into new and underdeveloped accounts through outbound outreach and develop new markets and verticals.
- Manage the full sales cycle from initial engagement through contract execution.
- Build quantified ROI and total cost of ownership cases covering energy savings, refrigerant loss avoidance, product loss, maintenance efficiency, and emissions or compliance outcomes.
- Structure commercial proposals to fit customer funding of SaaS operating expenses.
- Consult customers on their digital journey from connectivity and remote visibility through energy management, fault detection and diagnostics, and optimization.
- Identify internal champions and coordinate IT, data, and cybersecurity reviews with technical teams.
- Own enterprise SaaS RFP, RFT, tender, and proposal processes, coordinating input from internal subject matter experts.
- Maintain CRM, qualification, pipeline visibility, forecasting, and account activity; improve and standardize sales processes and proposal documentation.
- Collaborate with product, technical sales, marketing, SaaS operations, customer success, and account-aligned Sales Managers; use market and competitive intelligence to inform product development.
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