Senior Business Development Manager

Dexian; Orlando (FL); On-site; USD 120,000 - 180,000; Full time

Job summary

Dexian is seeking a high-performing Senior Business Development Executive to drive net-new enterprise revenue within a defined geographic territory, operating within a Hub & Spoke + Direct Pursuit sales model. You will lead complex, solution-based sales cycles and engage C-suite stakeholders to win multi-million-dollar engagements.

The role requires 5-7+ years in enterprise IT services sales, strong relationship-building, and a proven track record of closing new logos.

Qualifications

• 5-7+ years of enterprise IT services sales experience.
• Proven track record of new logo acquisition.
• Strong executive presence and communication skills.

Responsibilities

• Identify, pursue, and close new enterprise clients within the assigned territory.
• Build a robust pipeline through proactive outbound activity.
• Lead full sales lifecycle from prospecting to contract execution.

Skills

Enterprise IT sales

New logo acquisition

Executive engagement

Territory development

CRM & forecasting

Education

Bachelor's degree

Tools

CRM systems

Job description

Sr. Business Development Executive (BDE) Direct Pursuit (Hunter) | Hub & Spoke Model

Role Title: Sr. Business Development Executive — Direct Pursuit

Role Group: Sales — New Business & Territory Growth (Partnering with AMs on Existing Accounts)

Department: Dexian IT Solutions

Territory: Geo-Regional (Direct Enterprise Sales Model)

ROLE PURPOSE

Dexian is seeking a high-performing, hunter-mindset Senior Business Development Executive to drive net-new enterprise revenue within a defined geographic territory, operating within Dexian's Hub & Spoke + Direct Pursuit sales model.

This role is dedicated to creating opportunities that do not currently exist — targeting new logos, dormant accounts, and untapped divisions within large enterprises. The BDE operates as a regional overlay aligned to the Regional Hub while collaborating with Office Spokes (Account Managers) and activating the IT Solutions Hub to win complex deals.

Success in this role requires assertiveness, resilience, executive presence, and disciplined pursuit of large, strategic engagements across Dexian's modern portfolio:

• Data & Analytics Transformation
• Application Development & Modernization
• Test Automation & Quality Engineering

POSITION IN THE OPERATING MODEL

The Sr. BDE functions as a regional strike leader, working parallel to field Account Managers — not subordinate to them.

Primary Mission:

Create new revenue and enterprise relationships

Key Characteristics of the Role:

• Owns whitespace accounts within territory
• Pursues Fortune 2000 and upper-mid-market enterprises
• Leads complex, solution-based sales cycles
• Engages C-suite and senior technology leadership
• Mobilizes Dexian's IT Solutions Hub for pursuit support
• Transitions accounts to field teams after initial wins

CORE SOLUTION FOCUS AREAS

Data & Analytics Transformation

• Data engineering and platform modernization
• Business intelligence and advanced analytics
• AI/ML enablement
• Data governance, migration, and integration

Application Development & Modernization

• Legacy system modernization
• Microservices and API architecture

Test Automation & Quality Engineering

• Automated testing frameworks
• DevOps and CI/CD integration
• Performance, security, and reliability testing
• QA transformation programs

MAJOR ACCOUNTABILITIES

• Identify, pursue, and close new enterprise clients within assigned territory
• Build a robust pipeline through proactive outbound activity
• Lead full sales lifecycle from prospecting to contract execution

Performance Targets:

• Minimum $500k new revenue in first six months
• Minimum $1M new revenue in Year 1
• Pipeline coverage aligned to quota within first 90 days

Strategic Prospecting & Territory Development

• Develop a prioritized target account list using market intelligence
• Conduct executive outreach to CIO, CTO, CDO, VP Engineering, and Line-of-Business leaders
• Identify transformation initiatives aligned to Dexian capabilities

Activity Expectations:

• Minimum four executive meetings per week
• Multiple active pursuits within first six months
• Continuous territory coverage

Complex Deal Leadership

• Drive solution-led conversations focused on business outcomes
• Facilitate discovery sessions and executive workshops
• Coordinate internal pursuit teams
• Navigate multi-stakeholder buying processes

Integration with Hub & Spoke Model

Collaboration with Regional Hub

• Align on territory priorities and target accounts
• Receive orchestration support and resource allocation
• Provide pipeline visibility and forecasting

Collaboration with Office Spokes / Account Managers

• Coordinate on accounts with existing relationships
• Pursue new divisions or buying centers jointly when appropriate
• Avoid channel conflict through transparent communication
• Transition accounts to AM ownership post-win

Activation of IT Solutions Hub

• Engage solution architects and practice leaders
• Shape differentiated proposals
• Deliver technical credibility to clients
• Support workshops, PoCs, and solution validation

KEY RESPONSIBILITIES

• Achieve assigned revenue and KPI targets
• Execute territory go-to-market strategy
• Maintain accurate CRM records and forecasts
• Build executive-level relationships with prospects
• Represent Dexian with professionalism and urgency
• Participate in training and enablement programs

CAPABILITY REQUIREMENTS

• 5-7+ years of enterprise IT services sales experience
• Proven track record of new logo acquisition
• Demonstrated success closing complex, multi-stakeholder deals
• Strong executive presence and communication skills
• High resilience, competitiveness, and self-motivation
• Ability to operate independently in a matrix organization
• Experience selling solution-based engagements (not transactional staffing only)
• Familiarity with global delivery models (onshore/offshore/nearshore)

TECHNICAL & INDUSTRY COMPETENCY

Working knowledge of modern enterprise technology environments, including:

• Data and analytics ecosystems
• DevOps and automation practices

Industry experience in one or more verticals preferred:

• Energy
• Retail & Consumer
• Travel & Hospitality
• Manufacturing

Success will be measured by:

• Net-new revenue generated
• New customer acquisition
• Pipeline creation and conversion
• Deal size and strategic impact
• Executive engagement effectiveness
• Forecast accuracy and CRM discipline

EDUCATION & EXPERIENCE

• Bachelor’s degree or equivalent professional experience
• Advanced business or technical education is a plus
• Demonstrated success in a global matrix organization preferred

WHAT SUCCESS LOOKS LIKE

• Create enterprise opportunities others cannot access
• Build territory dominance through disciplined pursuit
• Position Dexian as a strategic transformation partner
• Consistently exceed quota expectations
• Establish new long-term client relationships

Dexian stands at the forefront of Talent + Technology solutions with a presence spanning more than 70 locations worldwide and a team exceeding 10,000 professionals. As one of the largest technology and professional staffing companies and one of the largest minority-owned staffing companies in the United States, Dexian combines over 30 years of industry expertise with cutting-edge technologies to deliver comprehensive global services and support.

Dexian connects the right talent and the right technology with the right organizations to deliver trajectory-changing results that help everyone achieve their ambitions and goals. To learn more, please visit https://dexian.com/.

Dexian is an Equal Opportunity Employer that recruits and hires qualified candidates without regard to race, religion, sex, sexual orientation, gender identity, age, national origin, ancestry, citizenship, disability, or veteran status.