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:
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Win new platform customers across SME and mid-market segments
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Build and manage a healthy forward pipeline with accurate forecasting
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Convert new accounts to contracted or committed recurring revenue
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Drive platform adoption and automated self-serve booking behaviour
Key responsibilities
1) New business development
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Proactively identify and target ideal customer profiles across SME and mid-market segments
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Build and manage a consistent outbound pipeline through cold outreach, referrals, networking and lead follow-up
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Conduct structured discovery calls to understand customer volume, service needs, booking frequency and margin potential
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Demonstrate platform capability and present a compelling onboarding process
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Own the full sales cycle from first contact through to close
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Close new accounts and convert to contracted or committed revenue where appropriate
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Maintain CRM hygiene with accurate pipeline staging and forecasting at all times
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Reactivate lapsed accounts – diagnose why they stopped and reposition the offer based on current needs
2) Platform adoption
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Encourage customers to self-book and reduce reliance on manual intervention
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Increase portal usage and API integration where appropriate
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Work closely with operations to resolve root causes of friction and booking issues
3) Reporting and performance
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Report weekly on: new revenue secured, pipeline value, automation %, and churn risk
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Own your revenue target and margin contribution – know your numbers
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Use CRM (HubSpot) as the primary tool for planning and tracking activity
What Good looks like (Within 6 months):
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20-30 new active trading accounts won and onboarded (1m annualised revenue growth)
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2-4 contracted Tier 1 accounts secured
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Reactivation wins from dormant account database
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A full, clean CRM pipeline with predictable weekly forecast
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Consistent self-serve and automated booking behaviour across new accounts
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A reputation internally and with customers for being responsive, commercial and delivery-focused
Candidates must demonstrate:
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5+ years in B2B sales or business development (logistics, marketplace or platform preferred)
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A proven track record of winning new business and hitting revenue targets
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Experience selling operational or technology-enabled services
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Confidence managing the full sales cycle independently
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Experience working with CRM systems (HubSpot, Salesforce or similar)
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Commercial understanding of margin, pricing and contribution
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Confidence handling objections and pushing deals forward without passive follow-up
Desireable:
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Experience in same-day, courier, freight or transport sectors
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Experience selling self-serve or automated platforms
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Exposure to API or systems integration conversations
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.
