Business Development Manager - job 1 of 2

Hanna Interpreting Services is seeking a relentless Business Development Manager: a pure sales hunter who thrives on identifying, qualifying, and closing new logos. This is not a role for someone looking to manage an existing book of business; it is for a high-velocity prospector who excels at turning "cold" into "closed." As the tip of the spear for our national expansion, you will aggressively pursue untapped K-12 school districts, Higher Education institutions, County Offices of Education (COEs), charter networks, and social service agencies. Your success is defined by your ability to break into new accounts, displace established competitors, and deliver high-impact Annual Recurring Revenue (ARR) from day one.

Responsibilities:

• Aggressive New Logo Acquisition:  Own the entire top-of-funnel process. Self-source leads and execute high-volume cold outreach (calls, emails, LinkedIn) to convert prospects into high-value partnerships.
• Strategic Market Penetration: Analyze California and national markets to identify high-potential targets. Develop and execute a "land and expand" strategy to secure Hanna’s footprint in previously unpenetrated regions and entities.
• Competitive Displacement: Actively hunt for organizations currently underserved by legacy providers. You must be skilled at highlighting Hanna’s value proposition to win over dissatisfied stakeholders and secure multi-year commitments..
• High-Stakes Pitching & Closing: Lead the full sales cycle from initial discovery to contract execution. Deliver persuasive, ROI-driven presentations to Superintendents, Directors of Student Services, and Procurement Officers.
• CRM & Pipeline Militancy: Maintain a high-velocity pipeline within HubSpot. We expect rigorous documentation of every touchpoint, accurate forecasting, and a disciplined approach to moving deals through the stages of the funnel.
• RFP & Proposal Leadership: Partner with internal teams to dominate complex RFP responses. You will guide the strategy, ensuring our bids are positioned to win based on both value and our mission-driven impact.
• Market Intelligence: Stay ahead of regulatory requirements and procurement trends (e.g., Title III, IDEA). Represent Hanna at major industry conferences and events to build a consultative "seat at the table."

• Proven Hunting Dominance: 3–5 years of experience in a pure hunter, quota-carrying sales role with a documented history of hitting or exceeding 100% of new business targets.
• Sector Expertise: Deep understanding of public sector procurement, RFP processes, and the unique needs of K-12 school districts, HE institutions, COEs, and social service agencies.
• Mastery of Prospecting: Advanced proficiency in modern outbound sales tools and techniques. You are a self-starter who is comfortable navigating gatekeepers to reach key decision-makers.
• Executive-Level Negotiation: Polished verbal and written communication. You must be able to navigate complex, multi-stakeholder deals and negotiate high-value contracts with C-suite leaders and public officials.
• Resilience & Grit: A "hunter" mindset. You view "no" as the beginning of the conversation and possess the internal drive to pursue long-cycle deals without losing momentum.
• Strategic Background: Bachelor’s degree in Business or Marketing. An existing network within the California or National education sector is a significant advantage.

• Medical, Dental, and Vision Insurance
• 401(k) with company match
• Generous PTO and paid holidays
• Professional development opportunities
• Employee assistance program
• Company-sponsored events and activities
• Pay Range: $120k - $140k / year