Business Development & Sales Representative - 21147

Our client is an established business coaching and value growth advisory firm that works with successful business owners to improve company performance, increase enterprise value, and prepare for future growth or exit opportunities.

The firm primarily serves established service and manufacturing businesses generating approximately $1M–$30M in annual revenue, including owners who may be preparing for a potential exit within the next three to five years. With an expanding team of business advisors, the company is investing in business development to consistently generate qualified opportunities and help advisors build strong client portfolios.

We are seeking a Business Development & Sales Representative to help build and manage the company's business development function.

This is a hybrid outbound business development and consultative sales role. The representative will proactively identify and engage qualified business owners, manage inbound opportunities, conduct introductory sales conversations, qualify prospects, and move opportunities through the sales process.

The company currently receives a modest but consistent flow of qualified inbound opportunities, with additional volume during busier seasons. This individual will supplement that pipeline by creating new opportunities through outbound prospecting while also becoming capable of stepping in as the primary inbound sales contact when leadership is unavailable or at capacity.

The role will also support the company's workshops and events by identifying potential attendees, conducting outreach, and helping fill available seats.

• Build a consistent outbound prospecting motion targeting established business owners.

• Identify companies and decision-makers that align with the firm's ideal client profile.

• Prospect primarily into service and manufacturing businesses generating approximately $1M–$30M in annual revenue.

• Engage owners, founders, and senior decision-makers through targeted outbound outreach.

• Conduct calls, emails, and other prospecting activities to generate qualified conversations.

• Develop messaging that speaks to the challenges and priorities of established business owners.

• Identify owners who may benefit from business coaching, value growth advisory, or exit preparation.

• Maintain consistent prospecting activity to build pipeline for the firm's expanding advisory team.

• Test and refine outbound messaging based on response and conversion data.

• Respond to qualified inbound prospects and serve as an additional point of contact for new opportunities.

• Conduct introductory sales calls when leadership is unavailable or at capacity.

• Understand the prospect's business, current challenges, goals, and longer-term objectives.

• Determine whether prospective clients align with the firm's ideal client profile.

• Ask thoughtful discovery questions regarding company size, growth objectives, operational challenges, and potential exit plans.

• Identify the appropriate advisory solution or next step based on the prospect's needs.

• Ensure qualified opportunities are moved efficiently through the sales process.

• Maintain a polished and consultative experience throughout each interaction.

• • Previous experience selling professional services, consulting, coaching, advisory services, or other high-consideration B2B offerings.

  • Experience selling directly to owners of established small and mid-sized businesses.

  • Background working with service or manufacturing businesses.

  • Familiarity with business valuation, exit planning, succession planning, M&A, or value growth advisory.

  • Experience selling services where trust and consultative discovery are critical to conversion.

  • Previous experience helping build a new outbound business development function.

  • Experience promoting workshops, webinars, seminars, or business events.

  • Strong HubSpot experience.

  • Experience supporting multiple salespeople, consultants, coaches, or advisors with pipeline generation.

• Develop a strong understanding of the firm's coaching and value growth advisory services.

• Communicate the firm's value proposition clearly to established business owners.

• Build credibility with sophisticated owners and executives.

• Conduct discovery conversations focused on understanding business challenges rather than delivering scripted sales pitches.

• Help prospects understand how coaching and advisory services can support business growth, enterprise value, and exit readiness.

• Address initial questions and objections professionally.

• Maintain momentum with qualified prospects through consistent follow-up.

• Work opportunities through the sales pipeline toward the appropriate next step.

• Support leadership and advisors throughout the sales process when necessary.

• Own accurate management of prospects and opportunities within HubSpot.

• Document calls, emails, discovery notes, follow-up activities, and next steps.

• Maintain accurate opportunity stages and pipeline information.

• Ensure no qualified opportunity is lost because of inconsistent follow-up.

• Track inbound and outbound opportunities separately to understand channel performance.

• Maintain organized follow-up cadences for prospects who are interested but not immediately ready to engage.

• Provide leadership with visibility into pipeline activity, opportunities, and potential roadblocks.

• Use CRM data to identify opportunities for improving conversion and business development performance.

• Help generate sufficient qualified opportunities to support the firm's growing team of advisors.

• Work closely with leadership to understand each advisor's capacity and ideal client profile.

• Help newly added advisors develop their books of business.

• Route qualified opportunities to the appropriate advisor when necessary.

• Maintain visibility into advisor pipeline needs and adjust prospecting activity accordingly.

• Help create a repeatable business development engine that can support continued expansion of the advisory team.

• Support business development efforts surrounding workshops, educational events, and other small-format events.

• Identify business owners who would benefit from attending upcoming events.

• Conduct targeted outreach to prospective attendees.

• Follow up with interested prospects and encourage registration.

• Help fill available event seats with qualified business owners.

• Use events as an opportunity to develop relationships and generate future advisory opportunities.

• Track event outreach, registrations, attendance, and resulting sales opportunities.

• Help establish the structure and processes for a newly developing outbound business development function.

• Work with leadership to refine qualification criteria, outreach messaging, and sales workflows.

• Identify patterns among successful and unsuccessful prospect conversations.

• Recommend improvements to outreach, qualification, follow-up, and pipeline management.

• Help document repeatable processes as the business development function matures.

• Take ownership of building a sustainable sales process rather than relying exclusively on inbound opportunities.

Candidates should have experience with or be comfortable using:

• HubSpot CRM

• Sales pipeline management tools

• Prospecting and lead research platforms

• Email outreach tools

• Business calling platforms

• Calendar and scheduling platforms

• Video conferencing platforms

• Google Workspace and/or Microsoft Office

• Position: Business Development & Sales Representative

• Experience: 2–5 years

• Employment Type: Full-time

• Schedule: Monday–Friday

• Hours: 9:00 AM–5:00 PM Mountain Time

• Work Environment: Remote

• Combination of outbound business development, inbound sales, lead qualification, and pipeline management.

• Direct communication with established business owners and senior decision-makers.

• Additional responsibility for helping generate attendance for workshops and events.

• This is a new business development function with significant opportunity to help shape the company's sales processes.

• Opportunity to help build a business development function from the ground up.

• Direct exposure to experienced business advisors and established business owners.

• Combination of outbound prospecting and consultative inbound sales.

• Opportunity to influence the growth of an expanding advisory team.

• Ability to develop expertise in business growth, enterprise value, and exit preparation.

• Significant ownership over prospecting, qualification, pipeline development, and follow-up.

• Opportunity to help create repeatable sales processes as the organization continues to grow.

The ideal candidate is a consultative business development professional who can confidently engage established business owners without sounding like a traditional high-volume salesperson.

They are comfortable creating opportunities through outbound prospecting but can also shift seamlessly into an inbound discovery conversation when a qualified owner reaches out. They know how to ask intelligent questions, understand the prospect's business, uncover challenges and objectives, and determine whether there is a genuine fit.

Because this is a newly created function, the candidate should also be comfortable operating without a perfectly established playbook. They are proactive, organized, commercially minded, and interested in helping develop the processes that will eventually become a repeatable business development engine.

Most importantly, they possess exceptional English communication skills, strong business acumen, and the confidence to build credibility with owners of established companies.

Success in this role will be measured through:

• Qualified outbound opportunities generated.

• Qualified inbound opportunities successfully managed.

• Number of introductory and discovery conversations conducted.

• Conversion of prospects into qualified sales opportunities.

• Pipeline generated for the firm's advisors.

• Consistency and quality of outbound prospecting activity.

• Effectiveness of prospect qualification.

• Sales pipeline progression and conversion rates.

• Speed and consistency of inbound lead response.

• Quality of communication with business owners and executives.

• Workshop and event registrations generated through business development efforts.

• Accuracy and completeness of HubSpot CRM records.

• Follow-up consistency across active and longer-term opportunities.

• Overall contribution to new client acquisition and advisor book-of-business growth.