Principal Business Development Manager

Mesa Laboratories, Inc.

. Drive revenue growth through acquisition of new customers and development of previously untapped market segments .

Posted 10/9/2026full-timeRemote • United StatesLead💰 $157,500 - $197,125 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving revenue growth through new customer acquisition and market expansion, with a strong focus on building executive-level relationships and leading complex sales cycles. Proficient in developing targeted market penetration strategies and collaborating with cross-functional teams to achieve strategic growth objectives.

Highest-signal resume keywords

New Customer AcquisitionComplex Sales CyclesExecutive Relationship BuildingNegotiation SkillsMarket Penetration Strategies

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentStrategic SalesRevenue GrowthConsultative SalesMarket InsightsAccount Penetration PlansCompetitive IntelligenceSales Cycle ManagementCustomer DiscoveryContract Execution

Soft Skills

Influencing SkillsPresentation SkillsRelationship ManagementIndependent WorkCollaboration

Tools & Technologies

CRM SystemsMarket Intelligence Tools

Certifications & Qualifications

Bachelor's DegreeAdvanced Degree (MBA, MS)

Industry Keywords

Life SciencesHealthcareDiagnosticsLaboratory ServicesManufacturingEnvironmental Management SystemsTechnology Sectors

About the role

Key responsibilities & impact

Drive revenue growth through acquisition of new customers and development of previously untapped market segments
Identify, qualify, and convert prospective customers not currently doing business with the organization
Focus exclusively on new logo generation and white space market expansion
Build executive-level relationships and develop targeted market penetration strategies
Lead complex sales pursuits from prospect identification through contract execution
Generate and close new business opportunities with customers having no existing commercial relationship with the company
Develop and execute territory and account penetration plans for targeted industry segments, geographic regions, and strategic growth markets
Identify and engage key decision-makers, influencers, and executive sponsors
Create and maintain a qualified prospect pipeline capable of achieving annual revenue growth objectives
Lead sales cycles through outreach, negotiation, contracting, and handoff to account management teams
Identify underserved markets, emerging industries, and new applications for company products and solutions
Gather competitive intelligence and market insights
Partner with marketing to refine messaging, campaigns, and value propositions
Represent the company at conferences, trade shows, networking events, and customer meetings
Establish executive-level relationships and build business cases demonstrating value and differentiation
Lead customer discovery efforts and develop account strategies for high-value prospects
Coordinate internal resources, negotiate commercial terms, and facilitate contract execution
Collaborate with Product Management, Marketing, Technical Sales, and Operations on new market entry initiatives
Transition newly acquired customers to account management and customer success teams
Provide market feedback for product roadmap development and strategic planning

Requirements

What you’ll need

Bachelor's degree in Business, Marketing, Life Sciences, Engineering, or related field
10+ years of business development, strategic sales, or commercial experience with a demonstrated focus on new customer acquisition
Proven track record of consistently exceeding new business revenue targets
Experience leading complex consultative sales cycles involving multiple stakeholders and decision-makers
Demonstrated ability to open doors and build relationships at executive levels
Strong negotiation, presentation, and influencing skills
Experience working independently in a highly visible, growth-oriented role
Travel as required, including domestic and international travel
Preferred: Advanced degree (MBA, MS, or equivalent)
Preferred: Experience within life sciences, healthcare, diagnostics, laboratory services, manufacturing, building/environmental management systems or technology sectors
Preferred: Experience launching products or entering new market segments
Preferred: Familiarity with CRM systems, market intelligence tools, and business development

Benefits

Comp & perks

Annual equity award of $17,500
Commission target of 2%
Eligible for benefits the first day of the month after you start
Tiered Medical, Dental and Vision Insurance options
Health savings (HSA), healthcare & dependent care flexible spending (FSA) accounts
Company paid short term and long-term disability (unless covered by a state disability plan)
Company paid life insurance and AD&D
Flexible Time Off Policy
Paid sick leave of 48 hours per calendar year
Four (4) weeks paid Care Giver leave after 1 year of service or in accordance with state leave laws
401(k) plan with a 4% Safe Harbor company match on a 4% employee contribution beginning on Day 1
Employee Wellness and Financial Assistance Resources through Cigna and NY Life
Nine (9) paid company holidays per year