Business Development and Sales Lead

The Business Development and Sales Lead is a senior individual contributor responsible for driving revenue growth through consultative selling and closing new business through strategic prospecting and leads referred by key partner relationships.

This role works closely with marketing, operations, and leadership to execute agreements, influence sales strategy, and deliver consistent results, without direct people management responsibilities.

Position is U.S.-based and remote.

Who You Report To

Vice President of Client Success and Sales

The Awesome Work You'll Be Doing

• Own the full sales lifecycle, from prospecting and discovery through close.
• Develop new opportunities through a combination of self-generated prospecting, partner referrals, industry relationships, and marketing-generated leads.
• Serve as a subject-matter expert on products, services, and customer use cases.
• Lead complex sales conversations with senior-level stakeholders.
• Identify market trends, customer needs, and competitive insights to inform strategy.
• Collaborate cross-functionally with marketing, product, and customer success teams.
• Build and manage a sufficient pipeline of qualified leads to consistently achieve revenue targets.
• Maintain accurate pipeline management, forecasting, and CRM reporting.
• Develop and present proposals, business cases, pricing recommendations, and ROI/value models tailored to prospect needs.
• Lead commercial negotiations and coordinate contracting activities with internal stakeholders through agreement execution.
• Maintain appropriate pricing discipline while balancing revenue growth, client value, and company profitability.
• Represent the organization at industry events, client meetings, and presentations.
• Maintain a comprehensive vision of company goals.
• Conduct sales meetings and presentations with prospective and current clients, both virtually and in person (10% of time), to develop opportunities and secure new business.
• Regularly travel to prospective and current client locations for sales meetings, presentations, relationship development, and other business-development activities (10% of time).
• Attend industry conferences, trade shows, networking events, and partner meetings to develop prospective client relationships and generate new business opportunities (10% of time)
• Other duties as required or assigned.

What We Expect From You

• Must be located in Arizona, Florida, Montana, or North Carolina.
• Minimum of five (5) years of experience in the Workers' Compensation space.
• Bachelor's degree or an equivalent combination of education and work experience will be considered.
• Minimum of five (5) years of successful sales experience, preferably in B2B or consultative selling environments. Experience in the insurance, healthcare, or technology industries is a plus.
• Proficiency with Salesforce and HubSpot.
• Very strong written and verbal communication, presentation, and negotiation skills, with extremely high emotional intelligence.
• Extremely organized, detail-oriented, and flexible, with the ability to work in a fast-paced environment with changing priorities.
• Professional virtual presentation skills and on-camera presence required.
• Professional, distraction-free home office setup suitable for video calls and a reliable internet connection.
• Adept at problem-solving, quick thinking, and maintaining composure under pressure.
• High level of professionalism and business acumen.
• Proficiency with Microsoft 365.
• Fluent written and spoken English skills.

How Success Will Be Measured

• Achievement of annual and quarterly new-business revenue targets
• New-logo acquisition
• Qualified pipeline creation and pipeline coverage
• Win rate and sales cycle progression
• Partner/referral-generated opportunities and revenue
• CRM accuracy and sales-process compliance
• Quality and profitability of closed business

The Environment You Work In

When applicable and appropriate, consideration will be given to reasonable accommodations.

Mental: Clear and conceptual thinking ability; excellent judgment, troubleshooting, problem-solving, analysis, and discretion; ability to handle work-related stress and multiple priorities simultaneously; adaptability to change; and ability to meet deadlines.

Physical: Manual and finger dexterity and eye-hand coordination to provide accurate data entry and software navigation; extensive computer keyboard use for extended periods; ability to sit for extended periods; and travel as required.

Auditory/Visual/Communication: Ability to hear, see, and communicate clearly.

The statements contained here are intended to describe the general nature and level of work being performed by an employee assigned to this position. They are not intended to constitute a comprehensive list of functions, duties, or local variances. Management retains the discretion to add or change the duties of the position at any time.