SaaS Growth Architect - Enterprise Markets (Remote)

Copeland

Jackson (MS)

Teletrabalho

USD 120 000 - 182 000

Tempo integral

Há 12 dias

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401(k)

Resumo da oferta

Copeland is hiring a Business Development Manager, SaaS Solutions to drive new software revenue and open new market segments across assigned accounts and territories. You will own the enterprise SaaS pipeline, craft ROI cases, and coordinate RFP/RFT responses in a fully remote US role.

You will partner with Sales Managers to grow recurring software revenue, navigate IT and security reviews, and influence cross-functional teams to deliver a compelling land-and-expand strategy across multiple

Qualificações

Five (5) or more years of quota-carrying software or SaaS sales experience, with proven attainment against a recurring revenue (ARR or MRR) target.
Demonstrated new-business hunting track record: the majority of pipeline self-sourced through outbound prospecting and market research, rather than inherited accounts, inbound leads or renewal-led growth.
Proven record of winning net-new business and displacing incumbent solutions in accounts with no prior software relationship, including identifying and developing new markets or segments.
Strong capability in pipeline development, opportunity qualification and forecasting.
Experience preparing enterprise proposals, RFPs, RFTs or tender submissions, and coordinating cross-functional input into complex, multi-stakeholder bids.
Proven stakeholder mapping and account strategy across complex, multi-site customer organizations, including the ability to reach executive, finance, IT and sustainability stakeholders independently.
Experience managing long-cycle consultative sales processes of six to twelve months with multiple decision-makers.
Sufficient technical aptitude to become credible quickly in HVAC-R, building systems or energy management, and able to hold a conversation with a facilities engineer and translate technical output into commercial value.
Demonstrated ability to influence, coach and enable a sales organization without direct reporting authority.
Strong organizational skills, with experience managing CRM systems, forecasting and pipeline reporting, and driving standardization of sales processes and documentation.
Travel up to approximately 50% is expected, across customer sites, field sales territories and industry events.
Legal authorization to work in the country of employment; sponsorship will not be provided.

Responsabilidades

Own SaaS pipeline generation, qualification and forecast accuracy across assigned accounts, territories and target market segments, with the majority of pipeline self-sourced.
Prospect proactively into new and underdeveloped accounts, including outbound and cold outreach to stakeholders with whom we hold no existing commercial relationship.
Manage the full sales cycle from initial engagement through to contract execution, aligning customer business needs with product capabilities and value proposition.
Work jointly with account-aligned Sales Managers to identify, prioritize and pursue software opportunity within their portfolios, and to agree upon shared attach targets on named accounts.
Build quantified ROI and total cost of ownership cases covering energy savings, refrigerant loss avoidance, product loss and shrink reduction, maintenance efficiency, and emissions or compliance outcomes.
Structure commercial proposals that fit how customers actually fund SaaS operational expenses.
Consult customers on the digital journey through connectivity and remote visibility, energy management, fault detection and diagnostics, then full optimization and design of the land-and-expand path from first site to full fleet.
Identify and develop internal champions, and navigate IT, data and cyber security reviews in partnership with technical teams.
Own the end-to-end RFP, RFT and proposal process for enterprise SaaS opportunities, coordinating with internal subject matter experts to develop high-quality tender submissions and commercial proposals.
Support account-aligned Sales Managers on large enterprise opportunities through stakeholder mapping, proposal coordination and sales support activities.
Drive continuous improvement and standardization of sales processes, proposal documentation and tender response practices across the SaaS business.
Maintain disciplined use of CRM tools and a consistent qualification standard to manage pipeline visibility, forecasting and account activity.
Travel up to approximately 50% is expected, across customer sites, field sales territories and industry events.
Legal authorization to work in the country of employment; sponsorship will not be provided.