The Business Development Manager is a quota-carrying, new business development role responsible for selling the Company’s Drowning Detection Subscription platform into aquatic facilities that are not current customers, including YMCAs, municipal recreation departments, parks districts, camps, schools, and hospitality operators. The role owns the full sales cycle for new customers: prospecting, qualification, demonstration, proposal, negotiation within published pricing, and contract execution across the entire customer base with no territory or geographic restrictions.

Once a contract is signed, account ownership transfers to the Client Success Manager (CSM) team via a documented handoff. The Business Development Manager does not retain post-sale account responsibility, does not perform system deployment or staff training, and does not carry quota for renewals or expansion within existing accounts.  Those functions belong to Client Success and Operations respectively.

This position reports to the Chief Commercial Officer. Territory is all of the USA with no geographic restrictions. This is an Individual contributor position for new-customer acquisition only. No direct reports.

Quota and objectives are set and administered directly by the Chief Commercial Officer. The Business Development Manager sells at published rate card pricing; every request for a discount, non-standard term, or non-standard structure is escalated to the Chief Commercial Officer before it is quoted to a prospect.

• Execute outbound prospecting: cold calling, targeted account lists, and campaign-driven outreach into net-new aquatic facilities nationwide.
• Manage and convert inbound leads generated by marketing campaigns.
• Identify and engage the full decision-making unit at each target facility — aquatics director, operations/facilities lead, risk management, and budget holder.
• Work state and regional alliances, conferences, and cooperative or procurement purchasing vehicles where they shorten the path to award.
• Maintain complete, current pipeline records in HubSpot CRM for every opportunity, from first touch through close.
• Qualify opportunities against defined criteria before advancing them; disqualify early rather than carrying unqualified volume.
• Conduct facility assessments and product demonstrations; translate facility risk profile into a specific configuration and proposal.
• Close new customer subscription agreements at published rate card pricing; escalate every non-standard request to the Chief Commercial Officer prior to quoting.
• Coordinate contract paperwork and countersignature routing for new agreements.
• Maintain accurate opportunity records — stage, value, term, close date, and next step — updated within five business days of any material change.
• Submit a weekly pipeline commit and participate in monthly forecast review; forecast accuracy is a measured performance criterion.
• Within 2 business days of contract execution, deliver a complete handoff package to the assigned CSM: site detail, contacts, install requirements, configuration, and any commitment made during the sales process.
• Participate in a joint kickoff call for every new account and remain available through initial deployment.
• Once handoff is complete, the Business Development Manager has no further ownership of the account.
• Market & Competitive Intelligence
• Provide structured field intelligence to the Chief Commercial Officer and Product/Marketing — competitive encounters, objection patterns, pricing pressure, and feature gaps — and support RFP responses with competitive research as needed.
• Identify emerging verticals, geographies, and referral channels for new-customer generation — distinct from expansion within existing accounts, which is owned by Client Success.

• Minimum 2 years of technology or subscription/SaaS sales experience, with a demonstrated new-customer ("hunter") track record and documented quota attainment.
• Proven ability to self-source pipeline and independently qualify and close new business, rather than relying on inbound or assigned leads.
• Strong communication, presentation, and negotiation skills, including comfort presenting to directors, risk managers, and executive or board audiences.
• Working proficiency with HubSpot CRM (or comparable) and disciplined opportunity hygiene.
• Willingness to travel nationally for prospecting, assessments, conferences, and closings.