Senior Business Development Lead

Join Our Team as a Senior Business Development Lead!

Are you ready to take your career to the next level? As our Senior Business Development Lead, you will play a pivotal role in driving the management and qualification of exciting new business opportunities! This is not just any role; it’s an incredible opportunity for a seasoned professional who thrives in top-of-funnel strategy, prospect qualification, and sales infrastructure support.

In this dynamic position, you will be the primary point of contact for select prospective clients, where your expertise will shine as you engage leads and deliver fully qualified opportunities to our senior sales team. You’ll also have the chance to assist in various sales enablement activities, making a significant impact on our growth and success!

If you’re passionate about business development and eager to contribute to a vibrant team, we want to hear from you!

Role + Responsibilities | What You Will Do

The Senior Business Development Lead is responsible for management and qualification of new business opportunities and management of sales resources and tools. This is a senior individual contributor role designed for a professional who excels at top-of-funnel strategy, prospect qualification, and sales infrastructure support. You will be the primary point of contact for select prospective clients, focused on engaging leads and delivering fully qualified opportunities to the senior sales team, as well as assisting in sales enablement related activities. This role is remote with a strong preference for candidates based in WA, MA, DC, IL, NY, TN, TX.

Key Responsibilities

Pipeline Generation & Top-of-Funnel Qualification

• Serve as the first step of our sales process, by responding to assigned inbound leads (ensuring rapid response times and adherence to qualification criteria) and appropriately identifying appropriate responses via email, LinkedIn, or phone outreach. 
• Determine business channel fit, identify pain points, and convert Sales Qualified Leads (SQLs) into sales meetings for our senior business development team. 
• Execute daily high-volume outbound outreach via cold calling, personalized email, and professional LinkedIn messaging to targeted lists identified for sales campaigns.
• Assist the Sales Enablement Manager in sending and tracking the performance of multi-step BD campaigns (e.g., post-webinar follow-ups, promotional sequences) designed to nurture interest and promptly qualify prospects.

Sales Content Management and Support

• Lead the maintenance and quality assurance of the BD Asset Library, ensuring all collateral (weblinks, case studies, decks, etc.) is current, compliant, and correctly tagged for easy seller access.
• Manage the sales material database including sales assets, RFP library, proposal outlines, Ai tools for proposal management, etc. to ensure a rapid, reliable and accurate sales process. 
• Actively document common prospect questions, objections, and successful messaging to provide continuous feedback to the Sales Enablement Manager and Marketing for content and training refinement.
• Support the Sales Enablement Manager in preparing, formatting, and distributing training materials for new hires and ongoing sales development sessions.

Data Management

• Utilize HubSpot to segment highly targeted contact lists for outbound outreach campaigns.
• Perform regular record cleanup, processing, and entry within the CRM to ensure accuracy for list building and sales forecasting.
• Generate weekly performance reports on key sales activities, focusing on conversion rates from outreach to qualified lead status.

HubSpot Optimization + Administrative Support

• Provide logistical support for complex sales campaign launches, including coordinating assets and timelines across marketing and sales.
• Provide support in building and maintaining basic HubSpot Workflows related to lead routing, data cleanup, and activity logging to streamline sales processes.
• Assist in generating detailed reports and dashboards within Hubspot, focused on sales key performance indicators (KPIs)
• Assist in monthly and quarterly comprehensive data audits to ensure the accuracy required for strategic decision-making.

Additional Duties as assigned

Qualifications | What You Bring

• Bachelor’s Degree required. 
• A minimum of 8 years of focused experience in Business Development or dedicated Sales Operations, where success was measured by meeting volume and lead qualification.
• Direct, hands-on experience using HubSpot for daily activity logging, list management, and generating performance reports. HubSpot experience is required.
• Proven track record of effectively communicating with and securing initial meetings with mid-to-senior-level decision-makers via cold calling, personalized email, and virtual platforms.
• Expertise in lead qualification methodologies and the ability to rapidly assess prospect fit and urgency.
• Demonstrated ability to navigate and use Sales Hub tools within HubSpot, including Workflows, Sequences, Meeting Tools, Message Templates, and Custom Reports/Dashboards.
• Strong analytical skills, capable of processing sales data in Google Sheets to segment lists and track outreach campaign results.

Success Factors

• Results-Driven Focus: Highly motivated by quantifiable sales metrics (call volume, email response rates, meetings booked) and driven to exceed activity targets.
• Exceptional Resilience: Possesses the ability to navigate high-volume outreach, rejection, and complex prospect objections.
• Intellectual Curiosity & Business Acumen: Eager to quickly grasp the complexities of our consulting services and articulate their value proposition clearly and confidently.
• Experience working within the Professional Services or Consulting sector is a significant advantage.

ADA & Physical Requirements | Accessibility Commitment

Kotter is committed to providing equal employment opportunities and reasonable accommodations to qualified individuals with disabilities in all aspects of employment.

Physical Requirements

• This role primarily requires:
• The ability to communicate effectively in person, over video, and via digital platforms.
• The ability to operate standard office equipment (computer, phone, video conferencing tools).
• Occasional lifting of materials up to 20 pounds (e.g., marketing materials or presentation equipment).
• Infrequent travel (up to 10%) for client meetings, workshops, and events, which may involve extended periods of sitting, standing, or presenting.

Reports to

Sales Enablement Manager

Base Salary

$85-95K

We offer a comprehensive benefits package including medical, dental, and vision coverage, 401(k), unlimited paid time off, and professional development opportunities.

Location

Remote