Business Development Manager

The Business Development Lead is responsible for owning and closing large enterprise accounts and strategic partnerships generated through outbound efforts. This role receives qualified opportunities from the Business Development Representative, conducts in-depth discovery, builds business cases, negotiates complex deals, and secures high-value contracts for our clients' commercial drone systems, payloads, and emerging product lines. The BDM drives six- and seven-figure revenue from new logos in public safety, utilities, construction, energy, mining, and other high-potential sectors, while positioning the company for expansion into new categories.

Key Responsibilities:

• Lead complex sales cycles: technical demonstrations, site visits, proof-of-concept pilots, proposal development, pricing negotiations, and contract execution.
• Negotiate terms, including volume commitments, payment schedules, service agreements, and multi-year deals to maximize profitability and customer lifetime value.
• Own the full close process for outbound-generated opportunities, ensuring smooth handoff to post-sale teams for onboarding and implementation.
• Build and nurture long-term strategic relationships with key accounts, identifying upsell/cross-sell opportunities and expanding within existing organizations.
• Collaborate with product, marketing, and technical teams to align offerings with customer requirements and influence future product roadmaps.
• Track and forecast large-deal pipeline in Pipedrive, delivering accurate revenue projections and monthly reviews to executive leadership.
• Represent our company at high-level industry events, customer executive briefings, and strategic partnership discussions.
• Provide feedback to the Business Development Representative on lead quality, messaging effectiveness, and targeting refinement to improve overall outbound performance.
• Develop tailored value propositions and ROI models, presenting compelling business cases to C-level and director-level stakeholders.