Role Overview:We are seeking a driven, organized, and commercially minded Business Development Manager to drive Humanitarian Software's new business growth. The primary focus of this position is building a strong pipeline of qualified prospects by developing lead generation strategies, initiating new prospect relationships, and closing net-new logos.
You'll own the cycle end to end, from the top of the funnel through to closed-won: generating your pipeline, running discovery and demos in collaboration with sales engineers, and closing net-new customers in the humanitarian aid and disaster relief nonprofit space. Reporting to the GM, your work will contribute to scaling Humanitarian's go-to market function, it is a builder's seat with the autonomy to own the playbook and room to grow as the team expands.
This is a true full-cycle sales role. You will build and develop your own pipeline, work inbound and referral opportunities, lead qualification and discovery, coordinate solution demonstrations, manage the proposal and procurement process, and close net-new customers.
Responsibilities & Duties:- Pipeline generation: Build the ICP target list against the target segments, run outbound sales motion, work inbound and referral-sourced leads
- Qualification: Score prospective customers against ICP, run budget/authority/timing checks, manage a long cycle without letting dead deals sit
- Discovery & demo: Lead discovery conversation to understand their mission, workflows, and potential fit; brief the sales engineers that are running the demo
- Proposal & close: Keep the deal moving through demo, solution design, and proposal. Work alongside the business operations team to navigate procurement cycles and close deals
- Handoff: Clean transition to delivery at closed-won, staying involved as relationship owner through onboarding
Qualifications:- Experience and track record - 5-8 years in B2B software sales, with at least 3 years owning deals end to end and personally carrying a quota
- Complex, consultative selling - experience selling into multi-stakeholder organizations; deals where finance, operations, and leadership all have a say, and procurement is part of the process
- Pipeline generation - a track record of building your own pipeline through outbound prospecting, rather than working marketing or SDR generated leads
- Communication and presence - strong communicator, comfortable initiating cold conversations and equally credible with a warehouse operations manager or an executive director; able to represent the company at industry events, conferences, and trade shows
- Organized and methodical - the discipline to manage multiple long-running opportunities and keep CRM and pipeline data clean
- Self-directed - comfortable building structure where none exists; this is a founding commercial seat, and the playbook does not exist yet
Nice to Have:- Experience selling ERP, supply chain, warehouse mgmt., or other system-of-record software
- Background in the humanitarian, NGO, non-profit, or international development sector
- HubSpot or comparable CRM experience
- Based in the Upstate SC area
- Multilingual (Spanish, German, French)
What You'll Get:- A profitable, growing business with real market position
- An environment to learn and grow in your career
- The opportunity to lead and shape the next phase of growth for Humanitarian Software
- Flexible working location (Hybrid preferred for candidates based in the Atlanta, Charlotte, or Charleston area, with remote candidates elsewhere in the USA also considered)
