Business Development Specialist

Position OverviewThis is a pure revenue generation role — not account management, not customer service. The Business Development Specialist owns the full sales cycle from prospecting through close, with a specific focus on new customer acquisition, pipeline development, and recurring revenue growth through Preventative Maintenance Agreement (PMA) sales. This role has direct impact on revenue growth, market expansion, and the long-term recurring revenue base of the business.Key ResponsibilitiesGenerate new business through proactive outbound prospecting, cold outreach, and market development activitiesBuild, manage, and maintain a qualified sales pipeline with 3–5x coverage against revenue targetsOwn the full sales cycle from initial contact through contract closeSell Preventative Maintenance Agreements and drive recurring revenue growth through PMA attachment and renewalsExpand existing accounts through upsell and cross-sell opportunitiesMaintain accurate CRM records, pipeline tracking, and performance reportingAlign sales commitments with operational capacity and service delivery teamsPartner with the Service Manager and operations leadership to ensure seamless customer handoffsTranslate market demand into closed revenue with consistent deal velocity and conversion disciplineWhat We're Looking ForPrimary Target:3–7+ years of B2B outside sales experience with demonstrated ownership of pipeline and revenue targetsProven ability to generate and close new business — not just manage existing accountsExperience selling service agreements, recurring revenue models, or complex service contractsBackground in HVAC, mechanical services, construction, facilities services, or a related fieldStrong prospecting, pipeline management, and closing skillsCRM proficiency with disciplined data ownership and reporting habitsSecondary Target:2–5 years of sales experience with some pipeline ownership and a strong relationship-building track recordDeveloping closing ability with a coachable, growth-oriented mindsetBuilding familiarity with recurring revenue or service-based sales modelsWork Environment & CompensationHybrid field-based role operating across the Greater Richmond, VA marketHigh-activity, performance-driven environment with significant autonomyCompensation structure includes base salary plus commission and performance-based bonus tied to revenue resultsClear path to Senior Sales, Sales Manager, or Commercial Leadership rolesEqual Opportunity StatementThis employer is committed to maintaining an inclusive and diverse workplace. All qualified candidates will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law.