Business Development Manager

POSITION PURPOSE  

We’re looking for an ambitious and energetic Business Development Manager (BDM), who will be responsible for driving new revenue growth by identifying, qualifying, and closing new opportunities for managed Wi-Fi and related network services. This role focuses on building strategic relationships with hotel brands, channel partners, and industry stakeholders while positioning the company as a trusted provider of secure, scalable, and high-performance connectivity solutions. 

The ideal candidate has a strong understanding of managed Wi-Fi, networking fundamentals, and recurring revenue (MRR) business models, with experience selling into hospitality, multi-dwelling units (MDU), retail, healthcare, education, or enterprise environments. 

REPORTING RELATIONSHIPS  

This role will report to the VP of Sales and has no direct reports. 

ESSENTIAL JOB FUNCTIONS  

Revenue Growth & New Business 

• Identify, prospect, and develop new business opportunities for managed Wi-Fi and network services 

• Own the full sales cycle from lead generation through contract execution 

• Consistently meet or exceed quarterly and annual revenue targets 

• Develop account plans for strategic prospects and high-value opportunities 

Solution Selling 

• Understand customer business requirements and translate them into technical and commercial solutions 

• Position managed Wi-Fi, network monitoring, analytics, and support services as value-driven outcomes 

• Collaborate with Sales Engineering and Product teams to scope solutions, pricing, and proposals 

• Articulate ROI, operational efficiencies, and guest/user experience benefits 

Market & Partner Development 

• Build relationships with channel partners, integrators, ISPs, PMS vendors, and technology alliances 

• Identify vertical-specific use cases and go-to-market opportunities 

• Attend industry events, trade shows, and customer meetings as a brand ambassador 

• Provide market feedback to Product and Marketing teams to influence roadmap and messaging 

Pipeline & Forecasting 

• Maintain accurate pipeline, forecasts, and activity tracking in CRM (e.g., HubSpot, Salesforce) 

• Manage deal progression, risks, and next steps with discipline and transparency 

• Support pricing approvals, contract negotiations, and handoff to delivery teams 

REQUIREMENTS  

• 7+ years of B2B sales or business development experience, preferably in managed services, networking, or SaaS 

• Experience selling into hospitality, MDU, retail, or similar verticals strongly preferred 

• Proven track record of closing complex, multi-location or enterprise deals 

• Strong understanding of: 

• Managed Wi-Fi architectures 

• LAN/WAN fundamentals 

• Access points, controllers, switches, firewalls (conceptual level) 

• Recurring revenue and subscription-based pricing models 

• Excellent communication, presentation, and negotiation skills 

• Ability to engage both technical and non-technical stakeholders 

PREFERRED QUALIFICATIONS  

• Experience with guest Wi-Fi, captive portals, analytics, or network security offerings 

• Channel or partner-led sales experience 

• Familiarity with PMS, IoT, or digital guest experience ecosystems 

• Experience working in a scale-up or high-growth technology company 

KEY COMPETENCIES  

• Consultative, Outcome-Based Selling: Approaches sales as a strategic partnership by deeply understanding customer goals, challenges, and success metrics. Frames solutions around measurable business outcomes rather than features, and guides customers through complex decisions with credibility and insight. 

• Strategic Account Planning: Develops and executes thoughtful account strategies that identify growth opportunities, map stakeholders, and align solutions to customer priorities. Effectively balances short-term wins with long-term relationship and revenue growth. 

• Executive-Level Relationship Building: Builds trusted relationships with senior stakeholders and decision-makers by communicating clearly, demonstrating industry knowledge, and positioning themselves as a strategic advisor rather than a transactional seller. 

• Self-Motivated & Results-Driven: Demonstrates strong ownership and accountability for outcomes, proactively identifying opportunities, advancing deals, and consistently driving progress toward goals in a high-performance environment. 

• Thrives in Ambiguity & Fast-Moving Environments: Comfortable operating in dynamic, evolving environments where priorities shift and new opportunities emerge. Able to navigate uncertainty, make informed decisions, and maintain momentum while adapting quickly to changing circumstances. 

WAYS OF WORKING 

• Outcome-oriented deal maker: Strong fundamentals in consultative selling, pipeline management, and strategic account planning, with a focus on delivering measurable revenue and growth outcomes. 

• Collaborative and customer-focused: Works closely with internal teams (Product, Marketing, Customer Success, and Finance) and external partners to understand customer needs and create mutually beneficial solutions. 

• Curious and adaptable problem solver: Explores new market opportunities, identifies emerging trends, asks thoughtful questions, and thrives in dynamic and fast-moving environments. 

• Highly organized and structured: Capable of managing multiple accounts, complex negotiations, and strategic initiatives while maintaining clarity, follow-through, and attention to detail. 

• Exceptional communicator and storyteller: Clearly articulates value propositions, crafts compelling presentations, and translates complex business and technical concepts into actionable insights for executives, customers, and partners. 

• AI-savvy and innovative: Explore and responsibly leverage AI-powered tools to improve efficiency, streamline workflows, and identify opportunities to enhance how work is performed across the organization. 

WORKING CONDITIONS  

This role routinely uses standard office equipment such as computers, phones, and printers. This job operates remotely, in a home office environment. Travel requirements are minimal for this role.  

Reasonable Accommodation Statement  Eleven Software is committed to providing reasonable accommodations to qualified individuals with disabilities and to ensuring equal opportunity in employment. If you require an accommodation to complete the application process or perform the essential functions of this role, please let us know. 

Equal Opportunity Statement  We encourage candidates from all backgrounds, identities, and experiences to apply. Eleven Software does not discriminate on the basis of race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic as outlined by applicable laws.