Business Development Executive

INNOVATIVE INCORPORATED

Business Development Executive

Team: Business Development | Reports to: Director Business Development

Territory: Innovative’s service area (Maryland, Virginia, West Virginia, Pennsylvania, and the DC Metro area), with a primary focus on expanding in the DC Metro region

Base Location: Hagerstown, MD headquarters

About the role

Since 2001, Innovative Incorporated has helped organizations across the region run on technology they can trust. Today we're building something more deliberate: the Modern MSP Operating System, a foundation that keeps clients secure and running, and helps them move toward a higher standard over time.

We’re looking for one to two Business Development Executive(s) (3+ years of B2B new business sales) or Senior Business Development Executives (5+ years). You’ll find, open, and close new managed IT and fractional CTO consulting clients anywhere in our service area, with our strongest focus on growth in the DC Metro region.

This is a hunter role. You’ll own new deals from the first conversation through to the signed agreement. The qualities we care about most are executive presence, business acumen, emotional intelligence, and a solid working knowledge of business technology.

Sales engineering or technical experience helps, but you don’t need it because on the most complex deals, our CTO and engineering teams will back you up. However, you should have enough understanding of business technology to run basic technical discovery yourself, usually with leaders who aren’t technical. Expect to sit down with owners and executives, ask good questions about how their business works, and learn how their network, security, and systems are set up. Then show them a risk or an opportunity they hadn’t thought about.

From there, you’ll find the Mobilizers. The term comes from The Challenger Customer, and if you’ve read it, you’ll recognize how we sell. Mobilizers are the people in a buying group with the drive and credibility to push for change, and they’ll champion an idea inside their own organization. Your job is to give them what they need to bring the other decision makers along, so the whole group gets to a signed agreement together.

You’ll be one of the first hires on a growing new business team, working directly with our Director of Business Development.

Our core values

These come first. We hire for them, we work by them, and we hold each other to them. If they sound like you, keep reading.

• We are zealous for technology
• We are committed to constant improvement as we pursue perfection
• We advocate for others and are empathetic to their needs and circumstances
• The ball is always in our court
• Perception is reality, and must always be managed
• We are fast and agile

About Innovative

Innovative is a Managed Services Provider founded in 2001 and headquartered in Hagerstown, MD. We have a growing presence in DC, with an office on K Street, and we serve clients across Maryland, Virginia, West Virginia, Pennsylvania, and the DC Metro area.

For 25 years we’ve kept our clients’ technology running and secure. That work still matters, but the bigger opportunity is what comes next. Most growing organizations don’t have a technology leader in the room when they make big decisions about AI, compliance, security, or which tools to build on. We fill that seat. Our fractional CTO consulting sits on top of managed IT and helps leaders put AI to work, get ahead of compliance and data governance, tighten their security, and get more out of the technology they already pay for. Most MSP salespeople never get to have that conversation. You’ll be leading it.

A few reasons this is a good place to sell:

• You’re not on an island. You own your number and you’re accountable for results, but you won’t carry it alone. Engineering, account management, and leadership all have a stake in your success, and we want to hear what you need to win.
• Backup when deals get complex. Experienced teammates help with technical scoping, pricing, and proposals so you’re never figuring it out alone.
• A team that actually knows each other. We spend real time together in person, and those relationships make every deal easier to close and deliver.
• A company run on EOS. We set clear Rocks, get our to-dos done, work through issues with a real process, and track a weekly scorecard. People here own their commitments and follow through. If you’ve read Traction, you’ll know how we operate.

Who you’ll sell to

You’ll sell to privately held organizations with roughly 10 to 250 employees where technology drives the business: professional services firms, nonprofits, healthcare practices, manufacturers, and associations across our service area, with a focus on growth in the DMV. Your buyers are owners, presidents, executive directors, CFOs, and operations leaders. In co-managed deals, you’ll also work with internal IT leaders.

What these leaders have in common is how they think. They’re building something, and they see technology as a way to grow the business rather than a cost to keep down. They’re busy and wary of IT jargon, and many have had a provider who only showed up when something broke. They want an advisor who understands their business, tells them the truth about their risk, and helps them make decisions with confidence. They buy on trust, often through referrals, and they stay for years when you deliver.

Monthly recurring revenue is the name of the game. . Average deals range from $3 to $8k/month. Smaller deals can close quickly, while bigger ones take more nurturing. You should have a track record of nurturing long sales-cycle deals from beginning to end.

What we provide

• Pipeline support. While lead volume varies and isn’t guaranteed, you won’t be prospecting in a vacuum. Our outbound program, marketing, and team referrals all contribute to your pipeline-building efforts.
• Sponsorships and memberships. We support the professional organizations that put you in front of your intended audience, and we rely on you to tell us where you need to be to succeed.
• Opportunities from our existing pipeline will be handed over to you throughout your ramp-up period.
• Technical scoping support. Our technical team handles detailed scoping on complex deals and RFPs.

What you’ll own

• Net-new pipeline. Prospect into target accounts with a point of view worth a leader’s time, work referrals and networking relationships, and follow up on leads from our outbound program.
• The full sales cycle. Run discovery, scope the technical environment, build the business case, present proposals, negotiate, and close. You set the agenda, drive next steps, and keep every stakeholder moving.
• A new monthly recurring revenue quota. Ramp to a quarterly new MRR quota, reached over your first year.
• Clean handoffs. Transition closed clients to our projects team for onboarding and our strategic accounts team for account management, with a clear scope and expectations.
• Accurate CRM. Keep activities, contacts, and deals current so the team always knows where things stand.
• Community presence. Represent Innovative at chamber, association, and industry events across our service area, with a focus on the DC Metro region.

What success looks like

Our best deals come from relationships and start with a give-first mindset. That’s why you get a full year to ramp to quota. Your first 90 days are for learning alongside our Director of Business Development, with a guaranteed commission while you ramp.

Here's what your ramp will look like — the timeframe and what you'll have done at each stage:

• Days 1 to 90: Shadow live deals end to end, learn our services and pricing, and start running discovery on your own with leads from our outbound program, marketing, and your own outreach. Map your DC network and book your first introductions. During this stretch we'll focus on behavioral metrics: how many events you attend each week, how many qualified leads you generate, how many meetings you book with potential buyers and referral sources, and how well you track relationships and activity in the CRM so your touchpoints stay consistent, relevant, and compelling. No quota, with guaranteed commission.
• Months 4 to 6: Own your discovery and proposals, and get your first proposals out, starting with smaller, less complex deals. [Quota ramp details being finalized]
• Months 7 to 12: Close your first clients and keep building toward full quota.
• Month 13 and beyond: Carry the full quarterly new MRR quota.

What you bring

Required

• You embody our core values
• Strong emotional intelligence: you read the room, adjust to each person, and earn trust quickly
• 3+ years in B2B new business sales for the Business Development Executive level, or 5+ years for the Senior level, with a track record of hitting quota you can walk us through
• Experience running a full pipeline of deals, large and small: you keep momentum and don’t let time kill a deal.
• Experience selling technology or technical services, such as managed IT, cybersecurity, cloud, networking, or telecom, with enough technical background to explain how a network works, discuss security and infrastructure with confidence, and understand and negotiate more in-depth technical requirements when a deal calls for it
• A Challenger approach to selling.
• The ability to build strong relationships with senior decision makers and build consensus across the buying group, plus the discipline to own the details yourself, from network maps and licensing to compliance requirements and tracking down vendors for custom needs.
• Comfort opening new relationships through prospecting, networking, and referrals, not just working inbound leads
• A strong, everyday AI user who leans into AI and automation tools to manage your pipeline, communication, and sales process efficiently
• CRM savvy: you keep a clean pipeline and use your CRM as a working tool, not an afterthought

Preferred

• MSP or IT services sales experience
• An established personal and professional business network in the DC Metro region
• Working knowledge of various compliance frameworks, cybersecurity best practices, and data governance strategies
• Technical certifications (CompTIA, Microsoft, Cisco, or similar) or a background as an engineer or technician

Location and work expectations

This position is based at our Hagerstown, MD headquarters, with a primary focus on growing our client base in the DC Metro region. You’ll have access to our Washington, DC office at Carr Workplaces K Street (1717 K Street NW, steps from Farragut West Metro) and the full Carr Workplaces network, including other locations in DC, Bethesda, and Northern Virginia, so you have a professional landing spot wherever your day takes you.

Most of our in-person and hybrid team works from our Hagerstown headquarters, and the relationships you build there matter. You’ll depend on engineering, account management, and leadership for your success. In-person time in Hagerstown is essential to building rapport with the team, especially during your ramp-up period. Expect to spend a minimum of two days a week in Hagerstown until your in-person meeting and event calendar becomes a barrier to being in the office there. Long-term, you’ll work from either our Hagerstown or K Street office at least two days per week.

The other three days, when you’re not on-site at in-person client meetings, you can work from home, or from our K Street office or any Carr Workplaces location.

Your territory is anywhere in Innovative’s service area, including anywhere within roughly an hour of either our Hagerstown or DC location. That said, our primary focus for expanding new business is the DC Metro region, so preference will be given to established sales executives with a strong personal and professional network there.

Regular local travel is part of the role, and a valid driver’s license and reliable transportation are required.

We take family and personal time seriously, and we’ll support you in managing your calendar to prioritize your family and prevent burnout. But if you’ve sold at this level, you know the job doesn’t stop at 5 p.m. Networking events and sales meetings often happen early in the morning, in the evening, or on weekends, and we expect you to attend them regularly. As a seasoned sales professional, you also know the effort and time you put in shows up in your results and earnings.

Compensation and benefits

• Base salary: $90k to $100k (Business Development Executive); $110 to $120K (Senior Business Development Executive) Commission: Uncapped commission on new monthly recurring revenue
• Ramp support: Guaranteed commission through a 12-month ramp period tied to activity goals.
• Total target earnings: $150 to $175K (Business Development Executive); $170k to $200k (Senior Business Development Executive) Car and fuel allowance: Paid monthly as part of your compensation package Benefits:
  • Health Insurance, Vision, and Dental Insurance provided at no cost after 30-day initial probation period (Single coverage).  Additional family coverage available at employee’s expense.  Current value of benefit is $9,119.52 per year.  
  • Short-Term Disability, Long-Term Disability, and Basic Term Life Insurance (1x salary) is provided at no cost after 30-day initial probation period (Self coverage).  Additional individual life insurance and family coverage available at employee’s expense.
  • 401k available at enrollment period AFTER first year of employment with up to 5% employer match. Current enrollment periods are 1/1 and 7/1.  
  • Cost discount on all hardware and software for personal (household) use.   
  • Vacation is accrued at 1.33 days a month (16 days per year). Upon the first anniversary an extra 2 days per year is earned (1.5 days per month).  Upon the second anniversary an extra 2 MORE days per year is earned (1.67 days per month).  Upon the third and subsequent anniversary 4 MORE days per year is earned (2 days per month or 24 days per year).  Time is used for sick time and vacation time. 

Innovative is an equal opportunity employer.