Investment Banking Business Development Analyst, Sponsor & Upmarket Coverage

The Advisory Investment Bank; Los Angeles (CA); Hybrid; USD 60,000 - 90,000; Full time

Benefits offered by this job

Health, dental, vision

401(k)

Unlimited PTO

Job summary

The Advisory Investment Bank seeks a Business Development Representative to source and book meetings with owners, sponsors, and capital providers in essential services deals. You will build targeted lists, perform outbound calls, and hand qualified meetings to the deal team.

This high-visibility role requires confidence speaking with MDs, principals, and CEOs, and a solid understanding of private capital and M&A processes. Join a fast-growing firm with strong upside and competitive benefits.

Qualifications

• 1–3 years of outbound sales or SDR experience.
• Confidence calling senior decision-makers (MDs, principals, CEOs).
• Strong CRM discipline, HubSpot preferred.
• Solid research skills with list-building from multiple sources.

Responsibilities

• Build and maintain target lists across coverage segments.
• Make 60–80 dials per day with email and LinkedIn sequences.
• Track fund vintages and hold periods to time outreach.
• Monitor acquisition announcements to identify future sellers.
• Log all activity in HubSpot and deliver weekly pipeline reports.
• Book qualified meetings and prepare a one-page brief for each target.

Skills

Outbound sales experience

Confidence calling senior decision‑M{D

CRM discipline (HubSpot)

Research skills

Education

Finance or Economics degree

Tools

HubSpot CRM

PitchBook

Grata

LinkedIn Sales Navigator

Job description

Compensation: Base salary range + performance-based commission

Company: The Advisory Investment Bank

Location: Remote or Hybrid

Employment Type: Full-time

Compensation: Base salary range + performance-based commission

About The Advisory

The Advisory Investment Bank is a FINRA-licensed M&A firm and America's leading lower middle market investment bank focused exclusively on essential services businesses, from HVAC and plumbing to landscaping, pest control, and fire safety. We run competitive sell-side processes that get founders Wall Street-level outcomes. We closed 81 deals and $630MM+ in transaction volume in 2025 and are on pace to surpass $1 billion in 2026.

The Role

As a Business Development Representative on our Sponsor & Upmarket Coverage team, you'll source and book meetings with owners, sponsors, and capital providers connected to essential services businesses generating $5MM+ in EBITDA. You'll build and work targeted lists, run outbound calls and email campaigns, and hand qualified meetings to our deal team.

This is a high-activity, high-visibility role for someone who is confident speaking with MDs, principals, and CEOs, understands how private capital works, and wants a front-row seat to lower-middle-market M&A.

Who You'll Be Targeting

• Search funds nearing exit: Searchers who acquired their businesses 4–7 years ago and are entering the typical hold window, sourced through Searchfunder, Stanford GSB and IESE search fund studies, and investor portfolios such as Pacific Lake, Relay, Anacapa, and Search Fund Partners.
• Established business owners in our core sectors: Build and maintain proprietary target lists of business owners positioned to sell, screened by sector, size, ownership profile, and other deal criteria, and lead direct outreach to originate new sell-side mandates.
• PE portfolio companies in years 4–6 of their hold: Add-on-heavy platforms that are now sellable themselves.
• Independent sponsors: Deal-by-deal holders who need an exit or recapitalization.
• Debt funds and lenders: Private credit, mezzanine, SBIC funds, and BDCs, who often know which borrowers are over-levered, refinancing, or heading toward a sale.
• Family offices: Holding companies with essential services assets.
• Founder-owned businesses with $5MM+ EBITDA: Direct outreach to owners of larger companies.
• Referral partners: QoE firms, M&A attorneys, and wealth managers serving owners with $50MM+ in net worth.

What You'll Do

• Build and maintain target lists across each of the coverage segments above.
• Make 60–80 dials per day, supported by email and LinkedIn sequences.
• Track fund vintages and hold periods to time outreach effectively.
• Monitor acquisition announcements from 4–7 years ago to identify future sellers.
• Log all activity in HubSpot and deliver weekly pipeline reports.
• Book qualified meetings and prepare a one-page brief on each target before handing off to the deal team.

Responsibilities may evolve as the team and business grow.

How Success Is Measured

• Qualified meetings booked per week
• Meetings that convert to signed engagements
• Dials, connects, and connect-to-meeting rate
• New sponsor and lender relationships added each quarter
• List quality and CRM hygiene

KPIs may be adjusted over time.

What You Bring

• 1–3 years of outbound sales or SDR experience with a track record of measurable quota attainment.
• Confidence calling senior decision-makers (MDs, principals, CEOs) and holding a credible conversation.
• Working finance literacy: EBITDA, valuation multiples, hold periods, and the difference between a recap and a sale.
• Strong CRM discipline, ideally in HubSpot.
• Solid research skills, with the ability to build lists from PitchBook, Grata, LinkedIn Sales Navigator, press releases, and fund websites.

Nice to Have

• Background in PE fund operations, private credit, or investor relations.
• Experience at a lower-middle-market investment bank, business brokerage, or deal-sourcing platform (e.g., Grata, SourceScrub, Axial).
• A degree in finance, economics, or a related field.
• Someone with a highly coachable background.

Why Join The Advisory

• Work at one of the fastest-growing M&A firms in the country, focused on a sector the rest of Wall Street overlooks.
• Build relationships with private equity, private credit, and family office professionals early in your career.
• Help shape a new upmarket coverage function from the ground up.
• Join a mission-driven team that works for business owners and is committed to getting Main Street a fair deal.
• Benefits: health, dental, vision, 401(k), unlimited PTO