Business Development Associate

Business Development Associate

The Business Development Associate is a quota-carrying sales role responsible for converting qualified pipeline into revenue and building a consistent self-generated pipeline within the Commercial segment. This role is the first step into full-cycle selling, moving from SDR-led qualification into owning deals end-to-end. ISRs focus on high-volume, lower ACV opportunities, driving velocity, discipline, and repeatability in the sales process. This role is designed as a progression into a BDM / Account Executive position, with clear development in larger deal ownership, strategic account management, increased ACV and complexity.

Main Responsibilities Revenue Ownership

• Own and close Commercial segment opportunities end-to-end
• Deliver against quarterly and annual revenue targets
• Manage multiple deals simultaneously with strong pipeline discipline

Pipeline Generation

• Build and maintain a healthy pipeline through outbound prospecting (not reliant on inbound)
• Target defined ICP accounts and execute structured outreach plans
• Partner with SDRs and Marketing to convert inbound and nurture leads

Sales Execution

• Run discovery, qualification, product positioning, and commercial negotiations
• Lead deals through to close using defined sales process (e.g. MSP, clear close plans)
• Maintain accurate forecasting and CRM hygiene

Deal Velocity & Efficiency

• Focus on shorter sales cycles and consistent deal progression
• Prioritise high-probability opportunities and manage time effectively
• Identify and remove blockers to accelerate deals

Collaboration

• Work closely with pre-sales engineers for demos and technical support
• Engage Sales Leadership for deal strategy and coaching
• Provide feedback to Marketing on messaging and campaign effectiveness

Qualifications

• 2+ years of experience in an SDR role, lead generation or prospecting role.
• Communication: Clear, persuasive speaking and active listening.
• Prospecting & Qualification: ability and demonstrated experience finding and assessing high-potential leads.
• CRM Skills: Experience using tools like Salesforce, Sales Navigator or Hubspot.
• Objection Handling: Able to address concerns confidently.
• Time Management: Prioritizing tasks and staying organized.
• Resilience: Staying motivated despite rejection.
• Closing Ability: Knowing when and how to secure the sale.