BDM Activated Intelligence – Mid Atlantic Region (Hybrid Role)

Atlantic Tomorrow's Office; United States; Hybrid; USD 70,000 - 80,000; Full time

Job summary

Atlantic Tomorrow's Office is seeking a Business Development Manager to drive net new revenue through Activated Intelligence and the broader Data & Analytics portfolio. You will engage C-level executives, surface strategic business challenges, and align technology solutions with executive priorities like growth and operational efficiency.

This role emphasizes consultative, outcomes-focused selling with a quota-driven environment.

Qualifications

• 35 years of B2B technology sales experience preferred.
• Proven success selling managed services and/or complex solution-based offerings.
• Demonstrated ability to sell to C-level executives and senior decision makers.
• Excellent communication, presentation, and negotiation skills.

Responsibilities

• New Business Development: prospect and develop net new opportunities within target accounts and industries.
• Build and manage a qualified sales pipeline sufficient to achieve and exceed quota.
• Execute outbound activities including cold calling, email outreach, social selling, and networking.
• Schedule and lead first-time meetings with senior stakeholders and C-level executives.
• Conduct structured business discovery meetings with C-suite and senior leaders.
• Identify and articulate customer objectives, risks, gaps, and growth initiatives.
• Translate technical offerings into clear business value and ROI aligned to executive personas.
• Position solutions as part of an integrated technology strategy, not as point solutions.
• Own the full sales cycle from discovery through proposal, negotiation, and close.
• Collaborate with internal teams to design and present tailored solutions.

Skills

B2B sales

C-level selling

CRM HubSpot

Negotiation

Communication

Quota attainment

Prospecting

Cross-functional collaboration

Tools

HubSpot CRM

Job description

ABOUT ATLANTIC

Atlantic is an AI enabled technology partner built for SMB and mid market organizations that need enterprise grade security data readiness and automation without the enterprise complexity or cost Over nearly 70 years we have evolved deliberately from Managed Print Services through IT and unified communications to a fully integrated outcome driven technology company We dont manage technology We optimize it for competitive advantage This is a pivotal moment in Atlantics evolution and an exceptional time to join We are repositioning as a growth first organization with a differentiated solution architecture a maturing go to market engine and a culture built on accountability and long term client relationships For people who want a career not just a job Atlantic offers something rare the ability to grow alongside a company mid transformation where your contributions are visible your trajectory is not predetermined and the work you do today shapes what Atlantic becomes tomorrow

ABOUT ACTIVATED INTELLIGENCE

Activated Intelligence is Atlantics technology intelligence division formed by uniting our Data Analytics & AI practice with our Business Applications & Intelligent Automation practice Intelligence without execution is insight that sits on a shelf; execution without intelligence is activity that misses the point This division exists at the intersection activating data embedding AI aligning business systems and automating the workflows that turn organizational intelligence into competitive advantage We are moving toward selling outcomes not projects Through our Managed Intelligence model we are building a truly differentiated strategy and value proposition one where clients do not simply receive a report and decide what to do next but they enter a partnership guided along Atlantics Maturity Arc framework where progression is designed in and value compounds over time And weve traveled this arc ourselves Atlantic activated its own data governed its own AI adoption and built the Managed Intelligence model from the inside out before ever bringing it to a client

ROLE OVERVIEW

The Business Development Manager BDM is responsible for driving net new revenue primarily through Atlantics Activated Intelligence offerings including and broader portfolio Data & Analytics AI enabled automation and Business Applications While this role is centered on Activated Intelligence the BDM must also understand Atlantics broader technology portfolio including Managed IT Services Document Management UCaaS and Managed Print Services well enough Rather than positioning these as stand alone products the BDM connects them to identify adjacent client needs surface business outcomes and advances qualified opportunities and engage the right internal teams when those opportunities emerge This role requires a consultative business outcomefocused seller who can engage C level and senior decision makers uncover strategic business challenges and align technology solutions to executive priorities such as growth risk reduction operational efficiency and user experience The role is most successful when it can accurately diagnose an organizations technology and operational maturity and translate that diagnosis into a phased roadmap along Atlantics Maturity Arc framework progressing prospects toward a Managed Intelligence partnership The ideal candidate has 35 years of successful B2B technology sales experience consistently meets or exceeds quota and is skilled in conducting executive level discovery and progressing opportunities through a structured sales process

ROLE LOGISTICS

Reports To Sales Director Activated Intelligence Location Hybrid Field Base Travel 35 within assignment

COMPENSATION

Competitive base salary 70k 80k plus uncapped commission plan The compensation plan is designed to reward performance across a multifaceted target structure that may include managed services professional services and SaaSsoftware solutions with elevated commission rates intended to meaningfully reward higher value solution selling and overperformance

KEY RESPONSIBILITIES

• New Business Development Prospect and develop net new opportunities within target accounts and industries
• Build and manage a qualified sales pipeline sufficient to achieve and exceed quota
• Execute outbound activities including cold calling email outreach social selling and networking
• Schedule and lead first time meetings with senior stakeholders and C level executives
• Executive Level Discovery & Solution Alignment Conduct structured business discovery meetings with C suite and senior leaders CEO CFO CIO COO CTO
• Identify and articulate customer business objectives risks operational gaps and growth initiatives
• Translate technical offerings into clear business value and ROI aligned to executive personas
• Position solutions as part of an integrated technology strategy rather than point solutions
• Sales Process & Opportunity Management Own the full sales cycle from discovery through proposal negotiation and close
• Collaborate with internal technical and solution teams to design and present tailored solutions
• Maintain accurate forecasting opportunity tracking and pipeline hygiene within CRM
• Close for next steps consistently assessments workshops proposals executive reviews
• Cross Functional Collaboration Partner with marketing solution architects and service delivery teams to drive successful outcomes
• Participate in account planning and pipeline review sessions
• Provide market and customer feedback to leadership to influence go to market strategy

EXPERIENCE & QUALIFICATIONS

• 35 years of B2B sales experience preferably in technology IT services or business solutions
• Proven success selling managed services andor complex solution based offerings
• Demonstrated ability to sell to C level executives and senior decision makers
• Strong business acumen with the ability to connect technology to financial and operational outcomes
• Experience running structured discovery and qualification frameworks with the discipline to qualify and prioritize opportunities within a defined ideal customer profile ICP and move efficiently to a validated business case
• Experience quarterbacking multi stakeholder engagements bringing in SMEs and pre sales to shape the right solution while retaining ownership of the deal through close
• Proficiency with CRM platforms HubSpot
• Excellent communication presentation and negotiation skills
• Self motivated goal oriented and comfortable in a quota carrying role
• Preferred Experience Background selling business transformation services involving core business applications CRM ERP data platforms or similarly complex multi stakeholder technology initiatives is a strong plus
• Experience working in a multi solution or portfolio based sales environment
• Preferred Skills Familiarity with consultative selling methodologies eg Miller Heiman Challenger SPIN
• Revenue & Quota Attainment 100 annual quota attainment target over achievement encouraged
• Net new revenue generated per quarter and annually
• Average deal size growth year over year
• Pipeline & Activity Metrics
• Pipeline coverage of 35x quota at all times
• Number of qualified discovery meetings with decision makers per month
• Conversion rate from discovery to proposal and proposal to close
• Sales cycle length and close velocity
• Executive Engagement & Discovery Quality
• Percentage of opportunities with confirmed C level involvement
• Completion of documented business discovery for each qualified opportunity
• Identification of clear business outcomes and success criteria in opportunities
• Forecasting & Sales Discipline
• Forecast accuracy within defined tolerance
• CRM data accuracy and timely updates
• Consistent advancement of opportunities to next defined sales stage