Business Development Manager - Data & AI Solutions

About Infinitive
Infinitive is a data and AI consultancy that enables its clients to modernize, monetize and operationalize their data to create lasting and substantial value. We possess deep industry and technology expertise to drive and sustain adoption of new capabilities. We match our people and personalities to our clients' culture while bringing the right mix of talent and skills to enable high return on investment.

Infinitive has been named “Best Small Firms to Work For” by Consulting Magazine 8 times, most recently in 2025. Infinitive has also been named a Washington Post “Top Workplace”, Washington Business Journal “Best Places to Work”, and Virginia Business “Best Places to Work.”

About the Role
Infinitive is seeking a high-performing Business Development Manager to convert business acumen, data strategy insights, and Databricks market knowledge into unique and differentiated business solutions for clients and prospects.

The Business Development Manager is responsible for identifying opportunities across both commercial enterprises and public sector organizations for Infinitive to leverage its deep industry expertise in helping clients solve complex business problems. In this role, you will have the opportunity to work with a world-class technology and transformation consultancy in its pursuit of net-new logos and new buyers within existing clients who are looking to modernize their data ecosystems.

The successful candidate will have consultative selling experience and deep domain expertise in Data Architecture, Advanced Analytics, and modern Data Lakehouse platforms. Familiarity with the value propositions of Cloud Computing and DevOps is essential, alongside a deep, specialized understanding of the Databricks ecosystem. An appetite for learning about emerging data technologies is critical, as Infinitive continues to expand its footprint in areas such as Generative AI, Machine Learning (MLOps), and Data Governance. A passion for studying and understanding modern data trends will serve the successful candidate well. In this role, you will work closely with market leadership to shape Infinitive’s data offerings and its response to evolving market demands. An aggressive hunter mentality and strong experience leveraging Databricks' partner networks are critical to success in this role.

Key Responsibilities
Lead Generation & Databricks Co-Selling

• Identify, prioritize, and track target accounts and contacts leveraging various research, prospecting, and networking tools, specifically targeting commercial and public sector entities seeking to migrate to, optimize, or scale their Databricks environments.
• Collaborate closely with Databricks field sales and account teams to build a shared pipeline, tap into co-sell initiatives, and identify warm leads within the Databricks ecosystem.
• Qualify potential opportunities for customer fit, data maturity, procurement vehicles (for public sector), budget, and timeline.
• Create and cultivate relationships with potential net-new customers through virtual and in-person meetings, presentations, speaking engagements, and other strategic communication channels.
• Maintain a high level of Salesforce hygiene, updating regularly throughout the evolution of the opportunity.

Pipeline Management

• In concert with the Infinitive Data Engineering and Sales Engineering teams, develop and demonstrate thought leadership regarding Databricks deployments (Lakehouse architecture, Delta Lake, Unity Catalog) that addresses client needs and advances client initiatives.
• Qualify prospective customer opportunities to ensure time spent is aligned with quarterly sales and revenue objectives.
• Understand sales funnel methodology and possess the ability to rapidly generate and maintain a 3-4X pipeline of data-focused opportunities across target commercial, public sector, and partner-driven markets.

Sales Process Management

• Drive the sales cycle from end-to-end, including facilitation of sales meetings, client data discovery sessions, coordination of Infinitive data architects, proposal creation, project estimation, and client presentations.
• Actively work with prospects to identify data project requirements, pain points (e.g., data silos, compliance requirements, high cloud spend, slow analytics performance), and potential Databricks-driven solutions.
• Create non-complex proposals, RFP, and RFI responses in an independent manner, navigating commercial buying cycles and formal public sector procurement processes.
• Connect cross-functional team members to create complex data transformation solutions and associated enterprise proposals.

Deal Closing

• Understand client decision-making processes and all associated stakeholders (including Chief Data Officers, VPs of Analytics, Agency Directors, and Enterprise Architects).
• Work with clients to understand obstacles associated with proposed solutions (such as data security, sovereign cloud requirements, or migration risks) that would interfere with closing the contract.
• Facilitate understanding of customer issues and resolve or escalate accordingly.
• Gain client commitment and signature on contracts in a timely fashion.
• Meet agreed-upon sales quotas and activity-based scorecard expectations.

Qualifications

• 6+ years of demonstrated consultative sales or account management experience, with a many-sided track record of selling technology services, data consultancies, or cloud solutions.
• Demonstrated success selling Data Solutions, with specific experience articulating the business value of Databricks, data platform modernizations, AI/ML readiness, or cloud data warehousing.
• Proven track record of co-selling directly with Databricks, including strong relationships with Databricks account executives and familiarity with their partner programs.
• Experience navigating both Commercial and Public Sector sales cycles is highly preferred, including familiarity with corporate procurement and public RFP/contract vehicle frameworks.
• Proven ability to consistently uncover net-new business opportunities within the data and analytics space and successfully shepherd them to close.
• Strong technology and business acumen, specifically around data engineering pipelines, business intelligence, and cloud data architecture.
• Ability to rapidly engender trust with C-level and public sector executives (CDOs, CIOs, CTOs, Directors) and facilitate positive outcomes.
• Strong executive presence and presentation skills.
• Outstanding communication and collaboration skills.
• Ability to work as an individual contributor or team player.
• Willingness to travel as required by clients and prospects.