Business Development Manager

Business Development Manager (Hunting Role)

Location: Petaling Jaya, Selangor
Employment Type: Full-time
Reporting To: Chief Revenue Officer (CRO)

Role Summary

We are seeking a high-performing Business Development Manager (BDM – Hunting) to drive new logo acquisition and net-new revenue growth.

This role is 100% focused on hunting, not account servicing. The successful candidate will be responsible for identifying, qualifying, and closing new enterprise and mid-market customers across IT solutions including:

• Unified Communications (UC & Microsoft Teams)
• Connectivity & SIP Trunking
• CPaaS (SMS, Voice, WhatsApp, API solutions)
• Network & Cloud Solutions
• ITSM and Managed Services

This position is suited for individuals who thrive on prospecting, cold outreach, deal creation, and closing, with strong commercial discipline and pipeline ownership.

Key Responsibilities

New Business Acquisition (Primary Focus)

• Identify and acquire new customers (new logos only)
• Build and manage a strong qualified sales pipeline
• Conduct proactive prospecting:
• Cold calls
• LinkedIn outreach
• Partner referrals
• Industry networking
• Target mid-market and enterprise customers

Sales Execution & Deal Closure

• Own the full sales cycle:
• Prospecting
• Discovery
• Solution presentation
• Commercial proposal
• Negotiation
• Closing
• Work closely with presales and technical teams for solution design
• Present business cases and ROI justification to customers
• Ensure all deals meet company margin and approval guidelines

Pipeline & Forecast Management

• Maintain accurate CRM updates:
• Leads
• Opportunities
• Deal stage
• Expected close date
• Revenue and margin
• Deliver consistent:
• Monthly pipeline coverage (minimum 3× target)
• Weekly forecast updates
• Participate in sales reviews with CRO

Market Intelligence & Strategy

• Identify new market opportunities and verticals
• Monitor competitor activities and pricing trends
• Provide feedback to management on:
• Product gaps
• Pricing competitiveness
• Market demand

Key Performance Indicators (KPIs)

• New logo acquisition
• Monthly / quarterly revenue target achievement
• Gross margin compliance
• Pipeline coverage (minimum 3× quota)
• Opportunity conversion rate
• Average deal size growth
• Sales activity metrics (meetings, proposals, closures)

Requirements & Qualifications

Experience

• Minimum 3–6 years experience in:
• B2B sales
• IT solutions
• Telco / connectivity / cloud / CPaaS preferred
• Proven track record in hunter roles
• Demonstrated ability to consistently close new accounts

Technical & Industry Knowledge (Preferred)

• Microsoft Teams Direct Routing / UC solutions
• SIP Trunking & Voice solutions
• Connectivity (MPLS, DIA, SD-WAN)
• Cloud & managed services
• CPaaS platforms (SMS, WhatsApp, Voice APIs)
• ITSM

(Training will be provided; strong sales capability is more important than deep technical skills.)

Core Competencies

• Strong prospecting and cold-calling skills
• Excellent negotiation and closing ability
• High commercial awareness (margin-driven selling)
• Strong presentation and communication skills
• Self-driven and target-oriented
• Comfortable working under pressure
• Hunter mentality — resilient, persistent, competitive

What Success Looks Like

Within the first 6–12 months, the BDM is expected to:

• Build a healthy and sustainable sales pipeline
• Close consistent new-logo revenue
• Achieve or exceed assigned sales targets
• Maintain margin discipline
• Become a trusted contributor to company revenue growth

Basic salary + commission