5+ years of business development or consultative sales experience in professional services
Proven track record of generating revenue and winning complex sales cycles
Strong business acumen with understanding of accounting concepts; prior experience in Accounting or Finance preferred
Demonstrated ability to independently create and manage a sales pipeline
Experience with CRM tools for pipeline management and reporting
Strong communication and negotiation skills
Existing network of C-suite executives and decision-makers in mid-market companies
Responsibilities
Partner with leadership to establish a business development function in a new market
Identify and target market gaps and key companies for business opportunities
Collaborate with marketing to develop outreach strategies and go-to-market plans
Build and maintain a disciplined sales pipeline aligned with growth targets
Originate new sales opportunities through proactive outreach and meetings
Lead executive-level conversations to uncover client challenges and position solutions
Execute the sales plan and coordinate internal resources to secure business
Support cross-selling of services to existing clients
Represent the firm professionally in external engagements
Engage in networking to sustain professional relationships
Utilize CRM system for accurate data reporting and sales activity tracking
Benefits
Firm Paid Medical Insurance (Free Employee Only Coverage on 2 of 3 plans)
Voluntary Dental and Vision Insurance
17 Annual Firm holidays with extended breaks
20 days PTO
Paid Maternity and Parental Leave
401(k) with Profit Sharing
Discretionary Bonus Program
Health & Wellness Program
Pet Insurance
Full Job Description
The Business Development Manager is a senior-level individual contributor responsible for driving strategic revenue growth through proactive market development and consultative selling. In this role, you will work with firm leaders to identify new business, develop targeted outreach strategies, and advance complex sales opportunities.
Position Details:
Title: Business Development Manager
Classification: Full-time; Exempt
Department: Growth
Location: Fort Worth
Office Expectations/Hours: Fully in-office position; general work schedule is Monday - Friday, 8 hours/day between 8am to 5pm with overtime, as needed. Travel within the market on a regular basis and with occasional out-of-market travel expected.
What You Will Do
Partner with the Head of Business Development to establish and build a business development function in a new market
Work with local office, firm, service line, and industry team leaders to effectively and efficiently identify and target gaps in the market and key companies currently not served by the firm and convert opportunities to success for the firm
Work closely with firm's marketing team to develop effective, targeted outreach strategies and go-to-market plans
Build and maintain a disciplined, high-quality pipeline aligned with growth targets
Originate new sales opportunities by consistently and systematically initiating sales calls and securing meetings
Identify key decision makers at client and prospect organizations and lead executive-level discovery conversations to uncover their business challenges, service capabilities, strategic priorities, and ROI drivers; develop and execute strategies to position the firm as a solution provider
Control and execute the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business
Meet sales production targets and goals with minimal oversight and direction
Establish, build, and maintain effective and collaborative long-term client relationships with executives
Support local office, firm, and industry team leaders in identifying and maximizing cross-selling additional services to existing clients where appropriate
Represent the firm externally in a professional and relationship sell-based manner
Participate in professional organizations and informal networks to develop, build, and sustain robust professional relationships
Actively work networking contacts, professional affiliations, industry groups, and other professional services relationships that could be leveraged to identify opportunities for the firm
Regularly (daily) and consistently use CRM system to ensure that data reporting, customer information, and sales activity/pipeline are up to date
What You Need to Get Here
Bachelor's degree; advanced degree/MBA is a plus
Minimum of 5+ years of business development or consultative sales experience in professional services environment with a strong emphasis on new market or territory build out
Proven track record of originating net-new opportunities, generating revenue, and winning complex, multi-stakeholder sales cycles
Strong business acumen and a fundamental understanding of accounting concepts; prior experience in Accounting or Finance is preferred
Demonstrated ability to independently create pipeline, advance opportunities, and close business with minimum oversight
Highly disciplined in pipeline management and follow-through
Experience leveraging a CRM tools for pipeline management, reporting, and sales execution
Experience leveraging social media and digital platforms to proactively identify, access, and engage executive-level prospects
Strong communication, presentation, influencing, and negotiation skills
Executive presence, credibility, and professionalism in C-suite and Board-level conversations
Entrepreneurial, self-directed, and results-oriented mindset with a strong bias towards action
Relationship-driven
Ability to navigate ambiguity, influence across complex internal organizations and drive measurable outcomes
Existing network of Boards of Directors and C-Suite Officers of mid-market companies, private equity decision makers, and other professional services relationships that can be activated to generate opportunities
Why Whitley Penn
Our total rewards are incredibly competitive. We work hard and recharge so that we can be our best selves for our clients. Explore some of our benefits below:
Firm Paid Medical Insurance (Free Employee Only Coverage on 2 of 3 plans)
Voluntary Dental and Vision Insurance
17 Annual Firm holidays, with extended breaks around July 4th and year end
20 days PTO
Paid Maternity and Parental Leave
401(k) with Profit Sharing
Discretionary Bonus Program
Health & Wellness Program
Pet Insurance
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About Whitley Penn
Whitley Penn is a full-service accounting firm headquartered in Dallas, Texas. The company was founded in 1983 and has since grown to include over 600 employees across multiple offices in Texas and Oklahoma. Whitley Penn provides a wide range of services, including audit and assurance, tax planning and preparation, business consulting, and wealth management. The company serves clients in a variety of industries, including healthcare, real estate, and energy. Whitley Penn is committed to providing exceptional service and building long-term relationships with its clients.
