Business Development Manager

This role is not for everyone. It is built for the rare salesperson who runs toward a full pipeline — not away from one. 

If you are the kind of BDM who already knows how to prospect hard, qualify ruthlessly, and operate inside a structured sales process — and if you want to do it backed by a technical team that is genuinely good at what they do — keep reading. 

If you are looking for a role where the leads come to you or the process is loose, this is not it. 

WHO YOU MUST BE 

You have a documented track record of building a pipeline from the ground up. You can clearly explain your prospecting strategy, the tools you use, and the results you have delivered. Cold outreach is not something you tolerate — it is something you do well. 

You are comfortable in complex, relationship-driven sales environments where the buying process involves multiple stakeholders and real compliance stakes. You know how to uncover the real problem, not just the stated one. 

You understand that winning business in this environment requires discipline to follow a process and the judgment to adapt to it. You do not cut corners on data collection, qualification, or handoffs — because you understand that those things protect the client, the team, and the deal. 

You operate with a growth mindset. You accept coaching, review your own performance honestly, and are not defensive when gaps are identified. You see accountability as a professional standard, not a threat. 

WHAT MAKES THIS ROLE CHALLENGING 

This is a full-cycle hunting role. You are responsible for building your own pipeline — from initial lead identification through closed won — in a market where relationships and timing matter. There is no SDR feeding you meetings. You’ll prospect, qualify, present, and close. 

The sales cycle is technical. Erthwrks serves industrial facilities with source compliance testing needs that are driven by permits, regulatory schedules, and operational events. You do not need to be an engineer, but you do need to learn enough to ask the right questions and collect accurate data. Incomplete or inaccurate information creates real downstream problems — for the client, for the Ops Team, and for your deal. 

This is a team-selling environment. The BDM owns market research and finding client opportunities to drive the sale forward, but proposals are built in collaboration with the Operations Team. You bring a fully qualified opportunity. The team helps you win it. If you are the kind of salesperson who wants to work in isolation, this structure will frustrate you. 

KEY RESPONSIBILITIES 

• Prospect proactively into industrial facilities — using permit data, referrals, industry relationships, and outreach tools — to build and maintain a full pipeline in the CRM. 
• Conduct discovery meetings to uncover compliance triggers, source testing needs, and decision-making timelines. 
• Collect accurate source and facility data and complete required qualification documentation prior to engaging with the Operations Team. 
• Collaborate with the Erthwrks Ops Team before proposals are issued to confirm scope, pricing approach, scheduling feasibility, and First Time Out (FTO) risk factors. 
• Manage the full sales cycle from Lead through Closed Won, maintaining accurate CRM records and consistent follow-through at every stage. 
• Build long-term client relationships grounded in trust, reliability, and consistent communication. 
• Participate in weekly pipeline reviews and 1:1 coaching sessions. 

WHAT WE ARE LOOKING FOR 

Required: 

• Proven success prospecting and building a pipeline independently — you can tell us exactly how you did it and what it produced. 
• Strong consultative selling skills: active listening, discovery-focused questioning, and the ability to sell value over price. 
• CRM discipline — you keep your pipeline current because you understand why it matters, not because someone is watching. 
• Coachable, self-directed, and accountable. You hold yourself to a high standard. 
• Excellent written and verbal communication skills. 

Helpful, but not required: 

• Experience in source testing, emissions compliance, or environmental services. 
• Background in oil and gas, industrial manufacturing, or facilities serving Title V permit requirements. 
• Familiarity with Zoho or Salesforce CRM or similar pipeline management tools. 

The right candidate with strong BDR/BDM experience and a serious work ethic will be considered regardless of industry background. 

COMPENSATION & BENEFITS 

• Base Salary: $70,000 - $90,000 based on experience 
• Commission / Bonus / Profit-Sharing Programs with total on target earnings of $150,000  

 The comp structure is designed to reward the kind of sustained, disciplined performance this role requires. 

ABOUT ERTHWRKS 

Erthwrks is a professional source testing and environmental compliance firm serving industrial clients across the country.  

Our approach is built on technical excellence and a commitment to being a true performance partner for the facilities we serve — not just a vendor that shows up, runs a test, and walks away. When the BDM brings a fully qualified client to our team, the client gets the benefit of our full depth of expertise. That is the model — and it works.