Business Development Manager

Role Overview

• 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."

Requirements

• Proven Hunting Dominance: 5 -7 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.

Benefits

• 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