Business Development Manager (B2B Services)

Career Guide
Identifies and wins new B2B clients for service offerings, building and managing a pipeline from prospecting to close. Leads discovery, crafts proposals, negotiates terms, and coordinates handoff to delivery teams to drive revenue and long-term partnerships.

Key Responsibilities

  • Build and manage outbound prospecting campaigns and lead pipeline
  • Run discovery calls to qualify needs and solution fit
  • Develop proposals, pricing, and statements of work (SOWs)
  • Negotiate terms, navigate procurement, and close deals
  • Forecast revenue and maintain CRM hygiene and dashboards
  • Coordinate with marketing on campaigns and lead quality
  • Partner with delivery/customer success for smooth handoffs
  • Map target accounts and plan territories/verticals

Career Progression

Can Lead To
Senior Business Development Manager
Director of Business Development
Head of Strategic Partnerships
Enterprise Account Executive
Transition Opportunities
Partner/Alliances Manager
Revenue Operations Manager
Product Marketing Manager
Customer Success Manager

Common Skill Gaps

Often Missing Skills
Outbound prospecting (cold email/calling, sequencing)Structured discovery and qualification (e.g., MEDDICC/BANT)Sales forecasting and pipeline analytics in CRMProposal/SOW writing and RFP managementContract negotiation and procurement processes
Development SuggestionsComplete a structured sales methodology course (MEDDICC or Challenger) and run a 4–6 week outbound sprint using Salesforce or HubSpot, building dashboards to forecast and reviewing weekly with a mentor.

Salary & Demand

Median Salary Range
Entry Level$65,000-$85,000
Mid Level$90,000-$120,000
Senior Level$125,000-$165,000
Growth Trend
growing - Companies expanding B2B revenue channels and partnerships.

Companies Hiring

Major Employers
SalesforceAccentureADP
Industry Sectors
Technology (SaaS & Cloud)Professional Services & ConsultingHR & Payroll Services

Recommended Next Steps

1
Earn a recognized sales credential (e.g., CSP) and complete Salesforce Trailhead: CRM Basics and Sales Cloud trails.
2
Take a MEDDICC or Challenger program; apply it by booking 10+ discovery calls with ICP prospects using a sequencer (Outreach/HubSpot).
3
Create a 30-60-90 day business plan for a target vertical, including account map, outreach cadence, sample proposal, and forecast model.