Business Development Manager

About this role

We are seeking a high-energy, commercially driven Business Development Manager to win new business and drive revenue growth across SME and mid-market customers.
This is a predominantly outbound, hunter role. You will own the full sales cycle – from initial prospecting through to close and early account establishment – on a tech-enabled logistics platform where customers book jobs directly via portal or API.

Your primary mandate:

• Win new platform customers across SME and mid-market segments

• Build and manage a healthy forward pipeline with accurate forecasting

• Convert new accounts to contracted or committed recurring revenue

• Drive platform adoption and automated self-serve booking behaviour

Key responsibilities
1) New business development

• Proactively identify and target ideal customer profiles across SME and mid-market segments

• Build and manage a consistent outbound pipeline through cold outreach, referrals, networking and lead follow-up

• Conduct structured discovery calls to understand customer volume, service needs, booking frequency and margin potential

• Demonstrate platform capability and present a compelling onboarding process

• Own the full sales cycle from first contact through to close

• Close new accounts and convert to contracted or committed revenue where appropriate

• Maintain CRM hygiene with accurate pipeline staging and forecasting at all times

• Reactivate lapsed accounts – diagnose why they stopped and reposition the offer based on current needs
2) Platform adoption

• Encourage customers to self-book and reduce reliance on manual intervention

• Increase portal usage and API integration where appropriate

• Work closely with operations to resolve root causes of friction and booking issues
3) Reporting and performance

• Report weekly on: new revenue secured, pipeline value, automation %, and churn risk

• Own your revenue target and margin contribution – know your numbers

• Use CRM (HubSpot) as the primary tool for planning and tracking activity

What Good looks like (Within 6 months):

• 20-30 new active trading accounts won and onboarded (1m annualised revenue growth)

• 2-4 contracted Tier 1 accounts secured

• Reactivation wins from dormant account database

• A full, clean CRM pipeline with predictable weekly forecast

• Consistent self-serve and automated booking behaviour across new accounts

• A reputation internally and with customers for being responsive, commercial and delivery-focused

Candidates must demonstrate:

• 5+ years in B2B sales or business development (logistics, marketplace or platform preferred)

• A proven track record of winning new business and hitting revenue targets

• Experience selling operational or technology-enabled services

• Confidence managing the full sales cycle independently

• Experience working with CRM systems (HubSpot, Salesforce or similar)

• Commercial understanding of margin, pricing and contribution

• Confidence handling objections and pushing deals forward without passive follow-up

Desirable:

• Experience in same-day, courier, freight or transport sectors

• Experience selling self-serve or automated platforms

• Exposure to API or systems integration conversations

This Role Is Probably NOT For You If...

• You prefer slow-paced or heavily layered corporate environments

• You enjoy strategy more than execution

• You are uncomfortable with accountability and pace

Base pay £40,000 – £45,000
OTE ~£55,000 – £90,000 (uncapped commission – revenue & margin KPIs)

We use third-party providers, including AI tools, to assist with processing and assessing applications.