Senior Business Development Manager – IoT, Public Sector

• Competitive base salary plus uncapped incentive potential.
• National scope with the ability to build and shape territory strategy.
• Exposure to a fast-growing segment tied to IoT, video intelligence, drone enabled workflows, and AI driven infrastructure insight.
• Strong runway for career growth as the organization expands its go to market team.
• High visibility with sales leadership and cross-functional stakeholders.
• Opportunity to contribute in a consultative environment where market relationships and strategic thinking matter.

• Build and grow a national pipeline across utilities, transportation agencies, energy operators, and other public sector organizations adopting connected video and field intelligence solutions.
• Own complex business development efforts from prospecting through close, including discovery, solution alignment, commercial strategy, and expansion planning.
• Partner with solutions engineers and channel allies to guide pilots, evaluations, and procurement cycles from early discovery through contract award and rollout.
• Develop executive relationships with infrastructure leaders, operations teams, program managers, consultants, and procurement stakeholders who influence complex buying decisions.
• Translate technical capabilities in IoT, video, drone, AI, and digital workflow platforms into measurable operational, safety, and efficiency outcomes for customers.
• Identify and prioritize high value use cases tied to inspection programs, asset monitoring, field operations, surveying modernization, and infrastructure resilience.
• Help shape go to market strategy by sharing market feedback, competitive insight, and customer priorities with leadership, marketing, and technical teams.
• Represent the organization at industry events, customer meetings, and partner engagements to strengthen market presence and generate qualified opportunities.
• Maintain accurate forecasting, opportunity tracking, and pipeline hygiene within CRM tools.
• Travel extensively to support customer engagement, partner development, and field-based sales activity.

• 5 or more years of success in business development, strategic sales, or enterprise account growth within public sector, critical infrastructure, industrial technology, or related markets.
• Demonstrated ability to generate pipeline and close complex consultative deals.
• Experience selling technical platforms or workflows involving IoT, video, drones, analytics, digital twins, VMS, or related operational technologies.
• Strong understanding of how government adjacent and infrastructure organizations evaluate, fund, and procure solutions.
• Established network within utilities, engineering services, infrastructure technology, transportation, or related ecosystems is strongly preferred.
• Comfortable engaging both executive and technical audiences.
• Strong collaboration skills and the ability to work cross functionally with sales engineering, channel partners, and leadership.
• Willingness to travel nationally on a regular basis.
• Bachelor’s degree preferred, or equivalent combination of experience and market expertise.

Blue Signal is an award-winning, executive search firm specializing in sales & business development recruiting. We have a strong track record of finding top-performing talent in areas such as sales leadership, account management, and business development strategy. Learn more at bit.ly/3NNY1wM