Business Development Representative (Remote, IT Services) POST NUMBER: 303112
Remote Commercial IT Business Development Specialist
About the Opportunity
Our client is a growing technology and IT services organization seeking an experienced Commercial IT Account Executive to join its sales team. This is a fully remote opportunity for a self-driven sales professional who knows how to build a pipeline from the ground up, engage executive-level decision makers, uncover business challenges, and turn those relationships into revenue.
This is an opportunity for an accomplished B2B seller who enjoys the hunter mentality of new business development while also having the ability to grow and expand existing client relationships.
The ideal candidate will bring a proven track record of selling IT services, technology solutions, staff augmentation, project-based services, or related professional services and will be comfortable owning the sales process from prospecting through negotiation and close.
What You'll Do
New Business Development & Pipeline Generation
- Build and maintain a robust pipeline of qualified commercial prospects.
- Identify target accounts, decision makers, and opportunities within the commercial IT marketplace.
- Generate your own pipeline through cold calling, email outreach, LinkedIn, networking, referrals, and other creative prospecting strategies.
- Research prospective organizations to understand their business, technology environment, and potential needs.
- Develop and execute strategic sales plans designed to generate measurable revenue growth.
- Take ownership of your pipeline and consistently identify new opportunities to pursue.
Consultative & Solution-Based Selling
- Engage with executives, IT leaders, procurement professionals, operations leaders, and other key stakeholders.
- Ask thoughtful questions to uncover the customer's underlying business challenges—not simply the solution they initially request.
- Develop a clear understanding of customer needs and recommend solutions that create measurable value and ROI.
- Establish credibility and trust through a consultative sales approach.
- Navigate organizations effectively and demonstrate the ability to reach and influence key decision makers.
Full-Cycle Sales
- Own the sales process from initial prospecting and discovery through proposal, negotiation, and close.
- Develop compelling proposals, presentations, and commercial offers.
- Navigate RFP, SOW, and proposal processes.
- Negotiate pricing, terms, and contract conditions.
- Collaborate with internal teams throughout the evaluation and closing process.
- Consistently work toward and exceed established revenue and sales goals.
Account Growth
- Develop and maintain long-term relationships with commercial clients.
- Identify opportunities for upselling, cross-selling, and expanding existing accounts.
- Partner with internal operations teams to ensure a smooth transition following a sale.
- Monitor account health and proactively address client concerns.
- Bring new business into the organization while continuing to grow and strengthen existing relationships.
Forecasting & Sales Management
- Maintain accurate pipeline and customer information within Salesforce.
- Provide regular sales forecasts and pipeline updates.
- Accurately assess which opportunities are likely to close and when.
- Track win/loss activity and competitive intelligence.
- Establish personal activity and revenue goals and take ownership of achieving them.
What We're Looking For
Required Qualifications
- 3–5 years of B2B sales experience within IT services, technology solutions, cybersecurity, staff augmentation, professional services, or a related industry.
- Proven experience selling IT services or technology solutions.
- Demonstrated history of exceeding sales goals and generating measurable revenue growth.
- Strong prospecting and cold outreach experience.
- Ability to independently generate and manage a sales pipeline.
- Experience navigating the full sales cycle, including discovery, proposals, RFPs/SOWs, negotiation, and closing.
- Strong business and commercial acumen with the ability to understand how customers make purchasing decisions.
- Excellent executive-level communication skills and the ability to communicate effectively with stakeholders at all levels.
- Strong negotiation and closing skills.
- Ability to accurately forecast sales activity and expected revenue.
- Bachelor's degree or equivalent professional experience.
The Ideal Candidate
- Proven hunter who is comfortable creating opportunities rather than waiting for inbound leads.
- Strategic, consultative seller who knows how to uncover a customer's real business problem.
- Comfortable communicating with C-suite executives and senior IT decision makers.
- Skilled at getting past gatekeepers and gaining access to the right stakeholders.
- Highly credentialed and professionally polished.
- Competitive, entrepreneurial, and motivated by measurable results.
- Organized enough to manage a substantial pipeline while accurately forecasting outcomes.
- Relationship-oriented while still maintaining a strong focus on revenue.
- Comfortable working independently in a remote environment.
- Motivated by upward mobility, flexibility, and the opportunity to build something meaningful.
By submitting to this position, you are agreeing to be included in our talent pool for future hiring for similarly qualified positions.
EEO Notice
Vaco by Highspring is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race (including but not limited to traits historically associated with race such as hair texture and hair style), color, sex (includes pregnancy or related conditions), religion or creed, national origin, citizenship, age, disability, status as a veteran, union membership, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, political affiliation, or any other protected characteristics as required by federal, state or local law.
Vaco by Highspring and its parents, affiliates, and subsidiaries are committed to the full inclusion of all qualified individuals. As part of this commitment, Vaco by Highspring and its parents, affiliates, and subsidiaries will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact HR@vaco.com.
Vaco by Highspring also wants all applicants to know their rights that workplace discrimination is illegal.
Representation Notice
By submitting to this position, you agree that you will be giving Vaco by Highspring the exclusive right to present your as a candidate for the foregoing employment opportunity. You further agree that you have represented information about yourself accurately and have not affirmatively misrepresented your qualifications. You also agree to maintain as confidential, to the fullest extent permitted by law, any information you learn from Vaco by Highspring about the position and you will limit disclosure of information about the position only to the extent necessary to perform any obligations in furtherance of your application. In exchange, Vaco by Highspring agrees to exercise reasonable efforts to represent you through all solicitation, job screening and resume dispersal.
For residents of Ontario, Canada: Based on Highspring’s discussions with its Client, Highspring’s understanding is that this position for employment is a current vacancy (either through Highspring as a contractor or with the client directly).
Privacy Notice
Vaco by Highspring and its parents, affiliates, and subsidiaries (“we,” “our,” or “Vaco by Highspring”) respects your privacy and are committed to providing transparent notice of our policies.
- California residents may access Vaco by Highspring HR Notice at Collection for California Applicants and Employees here.
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Additionally, submissions to this position are subject to the use of AI to perform preliminary candidate screenings, focused on ensuring minimum job requirements noted in the position are satisfied. More details about Vaco by Highspring’s use of AI can be found here (https://www.highspring.com/ai-use-notices/). Further assessment of candidates beyond this initial phase will be conducted by recruiters and hiring managers. Vaco by Highspring does not know and cannot opine on if its client’s use of AI products in hiring.
Pay Transparency Notice
Determining compensation for this role (and others) at Vaco by Highspring depends upon a wide array of factors including but not limited to:
- the individual’s skill sets, experience and training;
- licensure and certification requirements;
- office location and other geographic considerations;
- other business and organizational needs.
With that said, as required by local law, Vaco by Highspring believes that the following salary range referenced above reasonably estimates the base compensation for an individual hired into this position in geographies that require salary range disclosure. The individual may also be eligible for discretionary bonuses.