We are seeking a high-energy, commercially driven Business Development Manager to win new business and drive revenue growth across SME and mid-market customers.
This is a predominantly outbound, hunter role. You will own the full sales cycle – from initial prospecting through to close and early account establishment – on a tech-enabled logistics platform where customers book jobs directly via portal or API.
Your primary mandate:
- Win new platform customers across SME and mid-market segments
- Build and manage a healthy forward pipeline with accurate forecasting
- Convert new accounts to contracted or committed recurring revenue
- Drive platform adoption and automated self-serve booking behaviour
Key responsibilities
1) New business development
- Proactively identify and target ideal customer profiles across SME and mid-market segments
- Build and manage a consistent outbound pipeline through cold outreach, referrals, networking and lead follow-up
- Conduct structured discovery calls to understand customer volume, service needs, booking frequency and margin potential
- Demonstrate platform capability and present a compelling onboarding process
- Own the full sales cycle from first contact through to close
- Close new accounts and convert to contracted or committed revenue where appropriate
- Maintain CRM hygiene with accurate pipeline staging and forecasting at all times
- Reactivate lapsed accounts – diagnose why they stopped and reposition the offer based on current needs
2) Platform adoption
- Encourage customers to self-book and reduce reliance on manual intervention
- Increase portal usage and API integration where appropriate
- Work closely with operations to resolve root causes of friction and booking issues
3) Reporting and performance
- Report weekly on: new revenue secured, pipeline value, automation %, and churn risk
- Own your revenue target and margin contribution – know your numbers
- Use CRM (HubSpot) as the primary tool for planning and tracking activity
What Good looks like (Within 6 months):
- 20-30 new active trading accounts won and onboarded (1m annualised revenue growth)
- 2-4 contracted Tier 1 accounts secured
- Reactivation wins from dormant account database
- A full, clean CRM pipeline with predictable weekly forecast
- Consistent self-serve and automated booking behaviour across new accounts
- A reputation internally and with customers for being responsive, commercial and delivery-focused
Candidates must demonstrate:
- 5+ years in B2B sales or business development (logistics, marketplace or platform preferred)
- A proven track record of winning new business and hitting revenue targets
- Experience selling operational or technology-enabled services
- Confidence managing the full sales cycle independently
- Experience working with CRM systems (HubSpot, Salesforce or similar)
- Commercial understanding of margin, pricing and contribution
- Confidence handling objections and pushing deals forward without passive follow-up
Desirable:
- Experience in same-day, courier, freight or transport sectors
- Experience selling self-serve or automated platforms
- Exposure to API or systems integration conversations
This Role Is Probably NOT For You If...
- You prefer slow-paced or heavily layered corporate environments
- You enjoy strategy more than execution
- You are uncomfortable with accountability and pace
Base pay £40,000 – £45,000
OTE ~£55,000 – £90,000 (uncapped commission – revenue & margin KPIs)
We use third-party providers, including AI tools, to assist with processing and assessing applications.