Business Development Manager, SaaS Solutions

Copeland

. Drive new software revenue and open new market segments across assigned accounts and territories .

Posted 10/15/2026full-timeRemote • United StatesMid-LevelSenior💰 $120,450 - $181,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving SaaS revenue growth through strategic prospecting, pipeline management, and consultative sales processes. Proficient in developing enterprise proposals and navigating complex customer organizations to deliver measurable value and foster long-term relationships.

Highest-signal resume keywords

SaaS Sales ExperiencePipeline DevelopmentEnterprise Proposal PreparationTechnical Aptitude in HVAC-RCRM Systems Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

SaaS Revenue GenerationOpportunity QualificationForecasting SkillsProposal DocumentationConsultative Sales ProcessesMarket ResearchROI AnalysisTender SubmissionAccount StrategySales Cycle Management

Soft Skills

Strong Communication SkillsOrganizational SkillsSelf-DirectionInfluencing SkillsCoaching Skills

Tools & Technologies

CRM SystemsForecasting ToolsSales Pipeline ReportingBuilding Analytics PlatformsIoT Platforms

Certifications & Qualifications

Formal Training in MEDDICCChallenger Sales TrainingCommand of the Message Training

Industry Keywords

B2B SalesEnergy ManagementFault DetectionDiagnosticsDecarbonizationCompliance DriversConnected-Services SubscriptionsContractor ChannelsService-Partner ChannelsRemote Monitoring

Tech Stack

Tools & technologies

Cyber SecurityIoT

About the role

Key responsibilities & impact

Drive new software revenue and open new market segments across assigned accounts and territories
Generate and win net-new SaaS business through existing customer accounts, new accounts and new markets
Build the commercial case for SaaS adoption and create demand where no software budget exists
Own enterprise proposal and RFP/RFT processes for complex opportunities
Develop the sales organization's capability to sell software alongside equipment
Own SaaS pipeline generation, qualification and forecast accuracy
Prospect proactively through outbound and cold outreach
Manage the full sales cycle through contract execution
Collaborate with account-aligned Sales Managers on software opportunities and attach targets
Build quantified ROI and total cost of ownership cases
Structure commercial proposals for SaaS operational expenses
Consult customers on connectivity, remote visibility, energy management, fault detection, diagnostics and optimization
Identify internal champions and navigate IT, data and cybersecurity reviews
Coordinate subject matter experts on tender submissions and commercial proposals
Improve and standardize sales processes, proposal documentation and tender responses
Maintain disciplined CRM usage and qualification standards
Organize and participate in industry events, trade shows and conferences
Monitor market trends, competitive landscapes and regulatory environments
Provide market and competitive intelligence to the product roadmap
Collaborate with product, technical sales, marketing, SaaS operations and customer success
Build customer and stakeholder relationships and use measured value to drive renewal and expansion

Requirements

What you’ll need

Five (5) or more years of quota-carrying software or SaaS sales experience
Proven attainment against a recurring revenue (ARR or MRR) target
Majority of pipeline self-sourced through outbound prospecting and market research
Proven record of winning net-new business and displacing incumbent solutions
Strong pipeline development, opportunity qualification and forecasting skills
Experience preparing enterprise proposals, RFPs, RFTs or tender submissions
Stakeholder mapping and account strategy across complex, multi-site customer organizations
Experience managing six- to twelve-month consultative sales processes
Technical aptitude in HVAC-R, building systems or energy management
Ability to translate technical output into commercial value
Ability to influence, coach and enable a sales organization without direct reporting authority
CRM systems, forecasting and pipeline reporting experience
Strong organizational, communication and self-direction skills
Legal authorization to work in the United States; sponsorship will not be provided
Travel up to approximately 50%
Preferred: Seven (7) or more years of total B2B sales or business development experience, including at least five (5) years in software, analytics or connected-services subscriptions
Preferred: Experience in HVACR, heating, refrigeration, building systems, energy or related technical sales
Preferred: Experience with building analytics, fault detection and diagnostics, energy management, remote monitoring or IoT platforms
Preferred: Experience converting an installed equipment base into recurring digital revenue
Preferred: Understanding of decarbonization and compliance drivers
Preferred: Exposure to contractor and service-partner channels and overlay, specialist or partner-sales models
Preferred: Enterprise RFP/RFT response and sales enablement documentation experience
Preferred: Formal training in MEDDICC, Challenger or Command of the Message and advanced consultative selling, account strategy or CRM-based sales management training

Benefits

Comp & perks

Competitive base salary within the local market
Annual merit review process
Medical insurance plans
Dental and vision coverage
401(k)
Flexible time off plans
Paid parental leave
Vacation leave
Holiday leave
Employee development from onboarding through senior leadership
Employee resource groups
Fully remote work arrangement