Business Development Manager, Corporate - Washington, D.C.

ideals; United States; Remote; USD 140.000 - 220.000; Vollzeit

Benefits dieser Stelle

Remote-first flexibility

Home workplace budget

Co-working expense coverage

Individual IT budget

Zusammenfassung

Ideals is expanding its VDR business in the US and seeks a Business Development Manager / Enterprise Account Executive to target corporate segments across industries from energy to pharma. You will own the full sales cycle, from discovery to closure, and work with C-suite executives to shape purchase decisions.

This quota-carrying role offers a 50/50 base and variable compensation, remote-first work, and access to cutting-edge AI-powered tools.

Qualifikationen

• 4–7 years of demonstrable quota-carrying success in B2B sales.
• Proven track record of managing lengthy or complex enterprise sales cycles.
• Experience selling directly to C-level executives (CxOs) in large enterprises.
• Understanding of consultative sales methodologies (MEDDIC/MEDPIC, SPIN, Challenger).
• Bachelor's degree (4-year).
• Exceptional business communication and executive storytelling.
• High learning agility, analytical thinking and commercial curiosity.
• Native-level proficiency in English and strong CRM usage.

Aufgaben

• Proactively build and manage a pipeline focused on new strategic enterprise accounts (new logos).
• Conduct solution-based sales engagements with client meetings, executive presentations, and product demos.
• Maintain White Space analysis and upsell/cross-sell within existing customers.
• Develop business cases quantifying ROI and addressing customer priorities.
• Structure, negotiate, and close complex deals through enterprise procurement and security processes.
• Navigate enterprise politics with multi-threading across C-suite stakeholders.
• Maintain CRM activity records and long-term forecasting.
• Provide customer feedback to product, Success, Marketing, and Inbound Sales teams.

Kenntnisse

Quota-carrying B2B sales

C-level engagement

Enterprise sales cycles

MEDDIC / MEDPIC / SPIN / Challenger

Executive storytelling

CRM tracking

English proficiency

AI fluency

Ausbildung

Bachelor's degree

Jobbeschreibung

Get to know us

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours.

Ideals Virtual Data Room (VDR) : Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions.

The role

To support the rapid expansion of the Ideals VDR line of business in Washington, D.C. , we are looking for a Business Development Manager / Enterprise Account Executive to focus on our Corporate segment. Unlike our advisory-focused motions, you will sell directly to a wide variety of enterprise corporations across diverse industries (such as energy, pharma, biotech, and telecommunications).

As a quota-carrying strategic seller, your primary goal will be to grow sales and revenue through the acquisition of new strategic enterprise accounts and the expansion of existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6 to 9-month sales cycles, and displacing incumbents by utilizing deep discovery and consultative selling frameworks.

Compensation package: 50% base salary; 50% performance-based variable.

Why Ideals?

High trust from sales peers: Great Place To Work Certified in the US and the UK (2026). You'll join a team of 25+ Key Accounts teammates in the US and Canada.

Growth opportunity: Accelerate your growth with a bootstrapped SaaS that's scaled revenue 4x (5x more projected in the next 5 years) with our flagship VDR product.

Proven track record: Be part of an established org with over 18 years in the VDR business, 30% + YoY revenue growth, powering 10%+ of global M&A activity.

What you will do

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)
• Maintain "White Space" analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
• Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes
• Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals
• Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting
• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction

What you bring

• 4-7 years of demonstrable quota-carrying success in B2B sales
• Proven track record of managing lengthy or complex enterprise sales cycles
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
• 4-year university degree (bachelor's)
• Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
• High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
• High AI fluency and advanced CRM tracking skills
• Native-level proficiency in English

Nice to have

• Fluency in an additional language
• Background in SaaS, financial technology, or information security sectors
• Familiarity with enterprise M&A use cases and corporate compliance workflows

Our assessment process

• Screening call with the Talent Acquisition Specialist (40 mins)
• Hiring Manager interview & Cold Call Role-Play (60 mins)
• Discovery Role-Play Presentation with the Hiring Manager (60 mins - requires preparation beforehand to build a business case for a target Fortune 500 company)
• Competency-based interview (CBI) (60 mins)

What we offer

We highly value our people, so we will empower you with all the resources and support to help you reach your full potential.

For your best work

• Remote-first flexibility to shape your ideal workday
• Home workplace budget
• Co-working expense coverage
• Individual IT budget for extra equipment
• Top-tier tech and AI-powered tools

For your growth

• Access to Ideals Academy with numerous courses
• Investment in external learning and development activities
• Guidance in Personal Development Plan creation
• Professiona