Business Development Manager

• Own the end-to-end enterprise sales process from prospecting and discovery through technical evaluation, commercial negotiations, and account expansion
• Work with engineering and technology leaders to understand infrastructure challenges and demonstrate how observability solutions improve system reliability, manage telemetry data, and optimize operational costs
• Collaborate with SDRs, Solutions Engineering, Marketing, and partner teams to develop territory strategies and generate qualified pipelines
• Build executive-level relationships and engage CTOs, infrastructure and engineering executives, platform engineering directors, and SRE leaders
• Lead opportunities through discovery, qualification, proof-of-concept planning, procurement, security reviews, contract negotiations, and closure
• Deliver value-based presentations connecting technical capabilities to business benefits and measurable ROI
• Develop customer business cases and proposals aligned with infrastructure requirements and business objectives
• Coordinate technical, security, procurement, finance, and executive stakeholders through complex enterprise buying processes
• Maintain accurate CRM records, opportunity data, sales activities, deal stages, and forecasts in Salesforce or similar CRM platforms
• Track pipeline health, conversion rates, deal progress, and revenue performance
• Identify cross-selling, upselling, and broader adoption opportunities within strategic accounts
• Build cross-functional alignment to support customer evaluations, solution positioning, and commercial outcomes

• 3+ years of experience in enterprise sales, B2B technology sales, SaaS sales, or a related consultative sales role
• Proven ability to manage complex sales cycles, build qualified pipelines, and achieve revenue targets
• Experience selling technical software solutions to enterprise customers, preferably in observability, cloud infrastructure, DevOps, monitoring, or enterprise SaaS
• Understanding of observability concepts, telemetry data, OpenTelemetry, cloud-native infrastructure, or Site Reliability Engineering (SRE) is highly desirable
• Ability to engage senior technical decision-makers and business executives through consultative, value-based selling
• Strong skills in discovery, qualification, objection handling, business case development, and commercial negotiations
• Experience coordinating proof-of-concept evaluations, technical demonstrations, security assessments, and procurement processes
• Familiarity with ARR-based sales targets, pipeline management, forecasting, and CRM tools such as Salesforce
• Strong analytical skills with the ability to connect technical product capabilities to customer outcomes, operational efficiency, and return on investment
• Excellent communication, presentation, stakeholder management, and relationship-building skills
• A self-motivated, target-oriented mindset with the ability to manage multiple opportunities and work effectively with cross-functional teams
• A proactive approach to identifying market opportunities, expanding strategic accounts, and contributing to sustained business growth