Business Development Manager

Summary/Objective

The Business Development Manager (BDM) is responsible for unilaterally creating and executing an outbound and inbound sales motion using independent judgment and discretion. This position plays a pivotal role in the organization and sits at the front of the revenue engine and is responsible and manages pipeline creation, early-stage deal progression, disciplined CRM execution, and closing qualified small to mid-sized opportunities. 

Operating within an EOS-aligned sales framework and using HubSpot as the system of record, the BDM ensures consistent activity, accurate forecasting, and predictable revenue contribution. In addition to generating pipeline, this role will be responsible for owning and closing transactional or shorter-cycle opportunities. 

Core Responsibilities 

Pipeline Generation & Prospecting 

• Build and manage a targeted account list aligned to defined Ideal Candidate Profiles (ICPs) and priority verticals
 • Execute daily outbound activity across phone, email, and LinkedIn
 • Respond promptly to inbound inquiries and marketing-generated leads
 • Follow the documented outreach cadence and sales playbooks
 • Identify decision-makers and strong influencers within target account

Discovery, Qualification & Early-Stage Selling 

• Conduct first-call discovery to confirm:
                - Business pain and urgency
                - Buying authority and process
                - Budget alignment and timeline
 • Qualify opportunities using defined criteria before advancing stages
 • Disqualify poor-fit accounts early to protect pipeline quality
 • Present core service offerings aligned to prospect needs
 • Handle initial objections and position value effectively 

 Inside Sales & Revenue Ownership 

• Own and close defined small to mid-sized opportunities with shorter sales cycles
 • Deliver pricing guidance and proposals using independent judgment
 • Move qualified deals from discovery through close 
 • Work amongst the team to align strategy and resources for complex or larger opportunities
 • Maintain clean handoffs when opportunities move beyond BDM ownership 

Opportunity & Pipeline Management 

• Advance qualified prospects through pipeline stages with urgency and discipline
 • Schedule and coordinate discovery or strategy calls when needed using independent judgment and discretion
 • Maintain accurate deal values and close dates
 • Follow defined exit criteria for every pipeline stage
 • Protect pipeline quality through rigorous qualification standards and using good judgement

CRM & Process Discipline 

• Maintain accurate, real-time data in HubSpot
 • Update deal stages, required fields, and activity logs consistently
 • Document discovery notes and buying criteria clearly
 • Support accurate weekly forecasting and reporting
 • Ensure closed-won and closed-lost documentation is complete 

Customer Experience & Follow-Through 

• Ensure smooth onboarding handoff for closed accounts
 • Confirm customer expectations are clearly documented before transition
 • Follow up on stalled opportunities with structured re-engagement campaigns
 • Support retention by identifying expansion or upsell opportunities early 

Continuous Improvement 

• Participate in weekly sales reviews
 • Apply coaching feedback to improve call quality, close rates, and conversion metrics
 • Share prospect feedback to refine messaging, ICPs, pricing, and vertical focus
 • Contribute to the evolution of scripts, talk tracks, objection handling, and sales enablement materials 

Key Performance Indicators (KPIs) 

• Daily outbound activity (calls, emails, touches)
 • Conversations held with decision-makers
 • Meetings booked and held
 • Qualified opportunities created
 • Revenue closed (for BDM-owned deals)
 • Stage-to-stage conversion rates
 • Average sales cycle length (for owned deals)
 • CRM data accuracy and hygiene
 • Forecast accuracy 

Experience 

• 1–3 years of inside sales, BDR, SDR, or ISR experience (B2B preferred)
 • Experience selling to small and medium-sized businesses
 • Experience owning shorter sales cycles and closing deals preferred
 • Comfort with high-volume outbound activity 

Skills & Traits 

• Strong phone presence and written communication
 • Confident in leading discovery and asking direct qualifying questions
 • Curious, coachable, and process-oriented
 • Ability to follow a structured sales motion while personalizing outreach
 • Comfortable discussing pricing and handling objections
 • Resilient mindset with consistent daily execution
 • Comfortable being measured by activity, conversion metrics, and revenue outcomes 

• Ability to exercise independent judgment in planning outreach strategies, prioritizing opportunities, and adapting messaging based on prospect needs and market conditions

Technical Skills 

• CRM experience (HubSpot preferred)
 • Familiarity with sales engagement tools and prospecting platforms
 • Ability to learn new systems quickly 

• Cybersecurity knowledge preferred

What Success Looks Like in the First 90 Days 

• Fully ramped on ICPs, verticals, pricing structure, and sales messaging
 • Consistently hitting daily activity expectations
 • Booking qualified meetings independently
 • Successfully closing defined ISR-owned opportunities
 • Creating clean, well-qualified pipeline opportunities
 • Demonstrating strong CRM discipline and forecast accuracy 

Why This Role Matters 

This role is critical to building a predictable, scalable revenue engine. The BDM is not just booking meetings, they are protecting pipeline quality, enforcing process discipline, and directly contributing to revenue growth. By combining disciplined prospecting with structured inside sales execution, this role strengthens forecasting accuracy, accelerates deal velocity, and builds the foundation for sustainable growth. 

Supervisory Responsibilities

There are no supervisory responsibilities in this role.

Travel Expectations

Minimal, less than 25% with occasional overnights for training when appropriate.

Work Environment & Physical Demands

This job operates in a clerical office setting. This role routinely uses standard office equipment such as computers, phones, and copy machines.  Must be able to bend, stoop, reach, and lift up to 25 lbs.  While performing the duties of this job, the employee is regularly required to talk or hear. Specific vision abilities required by this job include close vision and ability to adjust focus. This would require the ability to lift files, open filing cabinets and bend or stand as necessary. 

Disclaimer

Compensation is commensurate with experience and relevant certifications.  Relocation for any position offered is at the discretion of the hiring manager.

Applicants must be able to pass a pre-employment drug screening, background screening and Motor Vehicle Report with favorable results to be considered for employment. 

Gabriel Defense provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. 

Experience 

• 1–3 years of inside sales, BDR, SDR, or ISR experience (B2B preferred)
 • Experience selling to small and medium-sized businesses
 • Experience owning shorter sales cycles and closing deals preferred
 • Comfort with high-volume outbound activity 

Skills & Traits 

• Strong phone presence and written communication
 • Confident in leading discovery and asking direct qualifying questions
 • Curious, coachable, and process-oriented
 • Ability to follow a structured sales motion while personalizing outreach
 • Comfortable discussing pricing and handling objections
 • Resilient mindset with consistent daily execution
 • Comfortable being measured by activity, conversion metrics, and revenue outcomes 

• Ability to exercise independent judgment in planning outreach strategies, prioritizing opportunities, and adapting messaging based on prospect needs and market conditions

Technical Skills 

• CRM experience (HubSpot preferred)
 • Familiarity with sales engagement tools and prospecting platforms
 • Ability to learn new systems quickly 

• Cybersecurity knowledge preferred

Salary : $50,000 - $60,000