Business Development Representative (Remote, IT Services)

Vaco by Highspring; Indianapolis (IN); On-site; USD 90,000 - 130,000; Full time

Job summary

Vaco by Highspring seeks a remote Commercial IT Account Executive to own the full sales cycle—from prospecting to negotiation and close—in a fast-growing IT services environment.

You will build and maintain a robust pipeline, engage executives, and grow existing accounts, selling IT services, technology solutions, and staff augmentation. 3–5+ years of B2B IT sales and strong forecasting are preferred.

Qualifications

• 3–5+ years of B2B sales experience within IT services, technology solutions, cybersecurity, staff augmentation, professional services, or a related industry.
• Proven experience selling IT services or technology solutions.
• Demonstrated history of exceeding sales goals and generating measurable revenue growth.
• Strong prospecting and cold outreach experience.
• Ability to independently generate and manage a sales pipeline.
• Experience navigating the full sales cycle, including discovery, proposals, RFPs/SOWs, negotiation, and closing.
• Strong business and commercial acumen with the ability to understand how customers make purchasing decisions.
• Excellent executive-level communication skills and the ability to communicate effectively with stakeholders at all levels.
• Strong negotiation and closing skills.
• Ability to accurately forecast sales activity and expected revenue.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Build and maintain a robust pipeline of qualified commercial prospects.
• Identify target accounts, decision makers, and opportunities within the commercial IT marketplace.
• Generate your own pipeline through cold calling, email outreach, LinkedIn, networking, referrals, and other creative prospecting strategies.
• Research prospective organizations to understand their business, technology environment, and potential needs.
• Develop and execute strategic sales plans designed to generate measurable revenue growth.
• Take ownership of your pipeline and consistently identify new opportunities to pursue.
• Engage with executives, IT leaders, procurement professionals, operations leaders, and other key stakeholders.
• Ask thoughtful questions to uncover the customer's underlying business challenges and needs.
• Develop a clear understanding of customer needs and recommend solutions that create measurable value and ROI.
• Establish credibility and trust through a consultative sales approach.
• Navigate organizations effectively and reach key decision makers.
• Own the sales process from initial prospecting through negotiation and close.
• Develop compelling proposals, presentations, and commercial offers.
• Navigate RFP, SOW, and proposal processes.
• Negotiate pricing, terms, and contract conditions.
• Collaborate with internal teams throughout the evaluation and closing process.
• Exceed established revenue and sales goals.
• Develop and maintain long-term relationships with commercial clients.
• Identify opportunities for upselling, cross-selling, and expanding existing accounts.
• Partner with internal operations teams to ensure a smooth transition after sale.
• Monitor account health and address client concerns.

Skills

B2B sales

IT services

Prospecting

Executive engagement

Sales cycle

Forecasting

Education

Bachelor's degree or equivalent

Tools

Salesforce

LinkedIn

Job description

Remote Commercial IT Business Development Specialist

About the Opportunity

Our client is a growing technology and IT services organization seeking an experienced Commercial IT Account Executive to join its sales team. This is a fully remote opportunity for a self-driven sales professional who knows how to build a pipeline from the ground up, engage executive-level decision makers, uncover business challenges, and turn those relationships into revenue.

This is an opportunity for an accomplished B2B seller who enjoys the hunter mentality of new business development while also having the ability to grow and expand existing client relationships.

The ideal candidate will bring a proven track record of selling IT services, technology solutions, staff augmentation, project-based services, or related professional services and will be comfortable owning the sales process from prospecting through negotiation and close.

What You'll Do

New Business Development & Pipeline Generation

• Build and maintain a robust pipeline of qualified commercial prospects.


• Identify target accounts, decision makers, and opportunities within the commercial IT marketplace.


• Generate your own pipeline through cold calling, email outreach, LinkedIn, networking, referrals, and other creative prospecting strategies.


• Research prospective organizations to understand their business, technology environment, and potential needs.


• Develop and execute strategic sales plans designed to generate measurable revenue growth.


• Take ownership of your pipeline and consistently identify new opportunities to pursue.

Consultative & Solution-Based Selling

• Engage with executives, IT leaders, procurement professionals, operations leaders, and other key stakeholders.


• Ask thoughtful questions to uncover the customer's underlying business challenges-not simply the solution they initially request.


• Develop a clear understanding of customer needs and recommend solutions that create measurable value and ROI.


• Establish credibility and trust through a consultative sales approach.


• Navigate organizations effectively and demonstrate the ability to reach and influence key decision makers.

Full-Cycle Sales

• Own the sales process from initial prospecting and discovery through proposal, negotiation, and close.


• Develop compelling proposals, presentations, and commercial offers.


• Navigate RFP, SOW, and proposal processes.


• Negotiate pricing, terms, and contract conditions.


• Collaborate with internal teams throughout the evaluation and closing process.


• Consistently work toward and exceed established revenue and sales goals.

Account Growth

• Develop and maintain long-term relationships with commercial clients.


• Identify opportunities for upselling, cross-selling, and expanding existing accounts.


• Partner with internal operations teams to ensure a smooth transition following a sale.


• Monitor account health and proactively address client concerns.


• Bring new business into the organization while continuing to grow and strengthen existing relationships.

Forecasting & Sales Management

• Maintain accurate pipeline and customer information within Salesforce.


• Provide regular sales forecasts and pipeline updates.


• Accurately assess which opportunities are likely to close and when.


• Track win/loss activity and competitive intelligence.


• Establish personal activity and revenue goals and take ownership of achieving them.

What We're Looking For

Required Qualifications

• 3-5+ years of B2B sales experience within IT services, technology solutions, cybersecurity, staff augmentation, professional services, or a related industry.


• Proven experience selling IT services or technology solutions.


• Demonstrated history of exceeding sales goals and generating measurable revenue growth.


• Strong prospecting and cold outreach experience.


• Ability to independently generate and manage a sales pipeline.


• Experience navigating the full sales cycle, including discovery, proposals, RFPs/SOWs, negotiation, and closing.


• Strong business and commercial acumen with the ability to understand how customers make purchasing decisions.


• Excellent executive-level communication skills and the ability to communicate effectively with stakeholders at all levels.


• Strong negotiation and closing skills.


• Ability to accurately forecast sales activity and expected revenue.


• Bachelor's degree or equivalent professional experience.

The Ideal Candidate

• Proven hunter who is comfortable creating opportunities rather than waiting for inbound leads.


• Strategic, consultative seller who knows how to uncover a customer's real business problem.


• Comfortable communicating with C-suite executives and senior IT decision makers.


• Skilled at getting past gatekeepers and gaining access to the right stakeholders.


• Highly credentialed and professionally polished.


• Competitive, entrepreneurial, and motivated by measurable results.


• Organized enough to manage a substantial pipeline while accurately forecasting outcomes.


• Relationship-oriented while still maintaining a strong focus on revenue.


• Comfortable working independently in a remote environment.


• Motivated by upward mobility, flexibility, and the opportunity to build something meaningful.

Equal Opportunity Notice

Highspring LLC (d/b/a Vaco by Highspring) and its parents, affiliates, and subsidiaries ("we," "our," or "Vaco by Highspring") are committed to the full inclusion of all qualified individuals and does not discriminate against any employee or applicant for employment because of race (including but not limited to traits historically associated with race such as hair texture and hair style), color, sex (includes pregnancy or related conditions), religion or creed, national origin, citizenship, age, disability, status as a veteran, union membership, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, political affiliation, or any other protected characteristics as required by applicable law. The company is also committed to ensuring that persons who need them are provided with reasonable accommodations; if an accommodation is needed to participate in the job application or interview process, please contact [e-mail].

Vaco by Highspring also wants all applicants to know their rights that workplace discrimination is illegal.

Representation Notice

By submitting to this position, you agree that you will be giving Vaco by Highspring the exclusive right to present your as a candidate for the foregoing employment opportunity. Additionally, you agree to be included in our talent pool for future hiring for similarly qualified positions. You further agree that you have represented information about yourself accurately and have not affirmatively misrepresented your qualifications. Lastly, you agree to maintain as confidential, to the fullest extent permitted by law, any information you learn from Vaco by Highspring about the position and you will limit disclosure of information about the position only to the extent necessary to perform any obligations in furtherance of your application. In exchange, Vaco by Highspring agrees to exercise reasonable efforts to represent you through all solicitation, job screening and resume dispersal.

For residents of Ontario, Canada only: to the extent the position for employment is not with Highspring or not otherwise noted as vacant above, candidate should be informed that this role is to replace a presently employed person at Vaco by Highspring's client.

Privacy Notice

Vaco by Highspring respects your privacy and are committed to providing transparent notice of our policies.

• California residents may access Vaco by Highspring HR Notice at Collection for California Applicants and Employees here.


• Virginia residents may access our state specific policies here.


• Residents of all other states may access our policies here.


• Canadian residents may access our policies in English here and in French here.


• Residents of countries governed by GDPR and UK GDPR may access our policies here.

Additionally, submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. More details about Vaco by Highspring's use of AI can be found here (https://www.highspring.com/ai-use-notices/). Further assessment of candidates beyond this initial phase will be conducted by recruiters and hiring managers. Vaco by Highspring does not know and cannot opine on if its client's use of AI products in hiring.

Pay Transparency Notice

Determining compensation for this role (and others) at Vaco by Highspring depends upon a wide array of factors including but not limited to:

• · the individual's skill sets, experience and training;


• · licensure and certification requirements;


• · office location and other geographic considerations; and


• · other business and organizational needs.

With that said, as required by local law, Vaco by Highspring believes that the following salary range referenced above reasonably estimates the base compensation for an individual hired into this position in geographies that require salary range disclosure. The individual may also be eligible for discretionary bonuses and/or participation in medical, dental, and vision benefits as well as the company's retirement plan (or similar retirement benefits).