Business Development Manager

Business Development Manager

At Monument, we're building a vertical software platform for the self-storage industry. This is a rare opportunity to reinvent a $50 billion market from the ground up.

Monument is a B2B SaaS platform built specifically for the self-storage industry. Our comprehensive solution integrates every essential feature operators and third-party managers need to run their self-storage businesses — from customer acquisition and payment processing to inventory management, physical access, move-ins and move-outs, delinquency management, and advanced reporting and analytics. Monument was designed from the ground up for multi-facility operators and offers enterprise-grade features such as portfolio-wide automation, REIT-level revenue management, and GAAP-compliant accounting. We are an open-ecosystem alternative to legacy incumbents and solve the complex operational challenges that come with scaling portfolios from 3 to 100+ locations.

We're looking for a Business Development Manager to drive new revenue growth by owning the full sales cycle with prospects. As a key member of our sales team, you'll manage a defined territory, build pipeline, run high-impact discovery and demos, and consistently close new business against a clear quota.

You'll collaborate closely with Sales, Marketing, Customer Success, and Product to bring feedback from the field and help us continuously improve our go-to-market engine.

Your Responsibilities

• Own the full sales cycle from prospecting and qualification through negotiation and close for your assigned ICP segmentation.
• Build and manage a healthy pipeline of opportunities through a mix of outbound prospecting and inbound leads and trade conferences.
• Conduct structured discovery to understand customer needs, stakeholders, and buying processes; tailor demos and proposals accordingly.
• Create, present, and negotiate pricing and commercial terms that align customer value with our revenue goals.
• Maintain accurate opportunity, activity, and forecast data in the CRM; regularly report on pipeline health and forecast.
• Partner with Marketing on campaigns, trade shows, events, and content to drive awareness and demand within your territory.
• Collaborate with Customer Success to ensure smooth handoffs and strong early adoption for newly closed customers.
• Provide structured feedback to Product and leadership on competitive trends, customer requirements, and market signals.
• Contribute to continuous improvement of sales playbooks, messaging, and best practices; mentor more junior reps where appropriate.

Who You Are

• You have 5+ years of quota-carrying B2B SaaS sales experience in full-cycle roles.
• You've sold to a similar ICP (business owners/exes) and ACV band ($60k-$120k), and can speak clearly about your quota, attainment, and pipeline mix.
• You've succeeded in a startup or less-structured environment where there weren't mature playbooks, marketing machines, or big enablement resources.
• You enjoy prospecting and aren't afraid to open doors yourself via cold outreach and experimentation.
• You are highly accountable: you own your number, your pipeline, and your follow-through.
• You like collaborating directly with founders, product, and CS, and don't mind wearing multiple hats.
• You're comfortable with ambiguity, can move fast with incomplete information, and treat change as a feature, not a bug.

Personal Attributes

• High ownership and accountability for your number and your pipeline.
• Competitive and goal-oriented, but collaborative and supportive of teammates.
• Curious, coachable, and open to feedback; invests in continuous improvement.
• Comfortable operating in a fast-changing, high-growth environment.

Compensation

• Base Salary: $120,000
• OTE: $240,000
• Meaningful equity; you share in the upside you help create
• Medical, Dental, and Vision
• 401k plan

This is a hybrid role. You are expected to work from our office in Dallas, TX (Addison) three days per week.