TBL Durables- Senior Business Development Manager

Pathways; Houston (TX); Hybrid; USD 100,000 - 120,000; Full time

Benefits offered by this job

Health insurance

PTO

Vision insurance

Dental insurance

401(k) matching

Hybrid work schedule

Job summary

TBL Durables in Houston is seeking a Senior Business Development Manager to own the direct sales pipeline across North America, targeting municipalities, state DOTs, national accounts, and contractors. You will manage opportunities end-to-end, from first contact to signed contracts, with autonomy and clear upside.

The role requires 5+ years in B2B field sales in road contracting or municipal work, a proven self-sourcing track record, and strong CRM and AI-enabled selling skills.

Qualifications

• 5+ years of B2B field sales experience in specialty contracting, road construction, pavement marking, or DOT/municipal contracting.
• Track record of self-sourcing relationships with decision-makers, not just inbound leads.
• Patience and discipline for a long sales cycle – government purchasing can take months to years.
• Strong HubSpot/CRM discipline and working with cloud tools; AI experience in sales is a plus.
• Familiarity with Proposify is preferred.

Responsibilities

• Own and manage the full pipeline in HubSpot and design outreach by geography.
• Design and deploy AI tools to hunt for new prospects in greenfield markets.
• Monitor municipal bid/tender sources and build proactive pipeline.
• Run end-to-end sales cycles from discovery to signed contract.
• Demonstrate products to officials and navigate public procurement processes.
• Provide accurate pipeline and forecast reporting to leadership.
• Coordinate with franchise partners and manage demo logistics.

Skills

B2B sales

Self-sourcing

CRM discipline

AI in sales

Autonomy

Education

Bachelor's degree

Tools

HubSpot CRM

Google Workspace

Proposify

Job description

Benefits:

• Health insurance
• Paid time off
• Vision insurance
• 401(k) matching
• Competitive salary
• Dental insurance

TBL DURABLES

Efficient. Innovative. Durable.

Are You a Self-Starting Business Development Hunter Ready to Build a Direct Sales Engine Across North America?

TBL Durables makes the pavement-marking industry rethink what “durable” means. We manufacture revolutionary, patented formulations and equipment for line, logo, directional, specialty, and safety markings on roadways, parking lots, crosswalks, and airport runways. Our system delivers these markings in a more efficient, innovative, and durable fashion than traditional pavement markings. Our patented 98:2 spray MMA material and equipment are already on the road with municipalities, state DOTs, and commercial contractors across the U.S. and Canada, and we're just getting started. We need a Senior Business Development Manager who can nurture new relationships with municipal and state DOT representatives, franchise partners, and commercial contractors to create signed, multi-year contracts. If you're the kind of salesperson who builds your own pipeline instead of waiting for leads to land in your inbox, keep reading.

Why TBL Durables

At TBL Durables, you’ll be part of an environment where great people feel they are working with us, not for us. We offer a fun and friendly work environment where your contributions are valued, your innovative ideas are respected, and your career development is prioritized. In our fast-growing company, TBL Durables is proud to provide opportunities for those who seek growth and development. We are looking for people eager to help build this great company with us, not for us. Our people share the core values of our DRIVEN Principles: Dedicated, Resourceful, Integrity-Focused, Value-based, Excelling, and Nourishing.

The Opportunity

As Senior Business Development Manager, you own TBL Durables' direct sales pipeline: municipalities, state DOTs, national accounts, and contractors outside our existing network, plus sales support and triage for our franchise partners. You manage dozens of named opportunities across multiple U.S. states and Canadian markets, run the full sales cycle from first contact to signed contract, and work closely with our President and Field Support team to make sure what you sell gets delivered right. This is a role with real autonomy and real upside, built for someone who generates their own relationships rather than waiting on inbound.

What You'll Do

• Own and manage the full pipeline in HubSpot, and design and deploy your own outreach campaigns and sequences by targeted geography.
• Design and deploy AI tools to hunt and gather new prospects in greenfield markets, surfacing opportunities before competitors even know they exist.
• Monitor municipal bid/tender platforms and other lead sources for pavement-marking, MMA, and line-painting opportunities, and use lead-generation tools to build pipeline proactively rather than relying on inbound.
• Run the full sales cycle end to end: discovery, identification, qualification, demo, proposal, negotiation, and signed contract.
• Build direct relationships with city, county, and state DOT officials. Manage and run product demonstrations that convert into specified, budgeted municipal and state projects. Navigate the Approved Product List process that gates most public-sector purchases.
• Assemble accurate cost estimates, including freight, material, and equipment, to support pricing on every proposal.
• Represent TBL Durables at industry trade shows and public-works conferences.
• Partner with our franchise network instead of competing with it: refer opportunities where they belong, and structure revenue-share when territories overlap.
• Structure contractor-execution partnerships where TBL does not have a franchise partner.
• Provide regular, accurate pipeline and forecast reporting to company leadership.
• Operate within defined pricing and deal-approval guidelines, escalating larger or non-standard opportunities as appropriate.
• Coordinate with the Field Support team on training and execution handoff for newly closed accounts, and manage demo logistics to keep travel and labor costs controlled.

What You'll Bring

• 5+ years of B2B field sales experience in specialty contracting, road construction, pavement marking, or DOT/municipal contracting.
• A track record of self-sourcing relationships with decision-makers, not just working inbound leads.
• Patience and discipline for a long sales cycle – government purchasing can take six months to several years, and you don't lose the thread.
• Strong HubSpot and CRM discipline, hands-on AI experience in your sales process, and working with cloud tools required.
• Comfort with Google Workspace and experience with Proposify preferred.
• Comfortable working with a high degree of autonomy and minimal daily oversight.
• Experience in franchise systems or working alongside a franchise network preferred.
• A four-year college degree from an accredited institution or relevant experience.
• This is a hybrid position based in Houston. Candidates must currently reside in the Houston area or be willing to relocate.
• Willingness for occasional multi-day travel throughout North America for demos, sales meetings, and conferences.

Compensation & Growth

$100,000–$120,000 base, commensurate with experience, plus performance-based commission. Additional details regarding the commission structure will be discussed during the interview process. There’s no ceiling on how far you can grow with us. We offer

• PTO
• Health Care Benefits – Medical, Dental, and Vision coverage
• 401k with 3.5% Company Match
• Hybrid work schedule based in Houston, TX

Ready to Build Your Territory?

Flexible work from home options available.