Business Development Manager

Location: Fully Remote, USA (North American Market — USA and Canada, ET Time Zone) Contract Type: Full-time, permanent, 40 hour per week Mon-Fri Interviews: Max 3 stages Salary: $70,000 - $80,000 base + 10% commission on new business Reports to: Sales Manager, John Peters About Vable Vable builds content intelligence software used by international law firms, consultancies and government teams. We help organisations turn information overload into competitive advantage. We are a fully remote, SaaS business who are at an AI inflection point. The next 12–18 months are the most important phase of our development. Revenue growth is a company priority. We have set a clear new ARR target and we need a Sales professional who can hunt and help us hit our target. The Role This is a relationship-led, enterprise sales role targeting law firms in the USA and Canada. You will own the full sales cycle: identifying target accounts, building relationships with key decision-makers, running demos, managing proposals and closing deals. You will be the third member of our sales team, working closely with the Sales Manager. This is not a high-volume churn role. Our clients are sophisticated legal professionals with high expectations. The right candidate possesses strong prospecting, discovery and relationship building skills, builds trust quickly, understands complex buyer landscapes, and is comfortable operating as a trusted advisor rather than a transactional seller. You will operate autonomously in a fully remote environment. There is no office to fall back on. Strong async communication, personal discipline and genuine curiosity about our clients and market are non-negotiable. You are highly coachable and open to feedback, with a demonstrated ability to learn quickly and adapt your approach. What You’ll Do Pipeline and Account Management Identify and manage a list of target accounts (primarily law firms with 500+ lawyers in the USA and Canada) Research and profile key contacts in HubSpot — buyer roles, priorities, relationships Build and manage relationships with prospects over time; be the kind of person they want to hear from Work the full sales pipeline: qualify, demonstrate, negotiate, propose and close Keep CRM records accurate, complete and up to date Market and Commercial Intelligence Stay current on legaltech trends, competitor moves and the priorities of law firm information teams Bring structured market intelligence back into the business to inform product and GTM decisions Collect, analyse and report on sales data to support forecasting and pipeline management Relationships and Networking Build and maintain your professional network in the legal information and legaltech space Represent Vable at industry events and conferences where relevant (some international travel may be required) Collaborate closely with Customer Success to ensure smooth handoffs and long-term client satisfaction Who This Is For You know how to build trust with senior people in law firms and you also know how to close. You understand that legal buyers move carefully and need to be brought along, but you do not confuse patience with passivity. You read where a deal is, you know when to push, and you do not let things sit when they should be moving. You are curious about clients and the market. You invest in understanding how law firms are structured, what information teams care about, and where Vable creates genuine value and you use that knowledge to have better conversations and get deals over the line faster. You are self-directed and commercially serious. You structure your own week, manage your pipeline with discipline and do not need someone to keep you accountable. You care about hitting your number and you connect your daily activity to revenue outcomes, bringing data into conversations, not just instinct. You use AI as a genuine part of how you work. You have built your own workflows for account research, prospect preparation, outreach, follow-up and pipeline analysis and you iterate on them. AI makes you faster and sharper, and you know how to apply it where it adds real leverage rather than just noise. You are not waiting for someone to show you how. At Vable, AI fluency is not a nice-to-have; it is part of how the whole team operates, and this role is no different. What You Bring 4+ years of B2B enterprise SaaS sales experience, with a track record of closing deals and managing complex sales cycles Proven ability to build genuine, trust-based relationships with senior stakeholders in professional services environments Experience across the full sales pipeline from prospecting through to close with evidence of consistent performance Strong data discipline: you keep your CRM updated without being chased, and you use data to manage your pipeline, not just report on it You use AI tools actively in your day-to-day work, for research, prospect preparation, synthesis and communication. You have built your own workflows and you iterate on them HubSpot experience (or equivalent CRM); comfortable customising it to support your process Strong numerical reasoning and attention to detail; confident working with sales data and reporting Clear, direct written and verbal communication, you are easy to work with async Genuine remote working discipline, you structure your own time, you communicate proactively and you do not need someone checking in on you Right to live and work in the USA Strong Advantage Experience selling into law firms or professional services organisations Familiarity with the legal information or legaltech market Background in news aggregation, information products or enterprise content platforms Why Join? Vable is at a point where what we win in the next 12–18 months matters. We are moving into the most important commercial phase of our development, with a clear new ARR target and the ambition to grow our client base across the USA and Canada. This is not a role where you will be maintaining a pipeline someone else built. You will be driving new business at a moment when the revenue we bring in directly shapes what we can build and how fast we can grow. If you want to do the best work of your career in an environment where your contribution is visible, your impact is real and your earnings reflect your results — we want to hear from you. Probably Not The Right Fit If: You prioritise volume over quality, hitting call targets feels like progress, but the accounts you are reaching are not the right ones and the conversations are not landing You keep CRM notes light and treat data hygiene as someone else’s problem You talk about AI in the abstract but cannot point to a specific tool or workflow you use in your own work You need regular check-ins and structured guidance to feel confident in your pipeline You come from a large corporate environment and have not operated with the pace and ambiguity of a scale-up Remote working is a location preference for you, not a genuine working style You prefer a clearly defined lane and are not naturally curious about the wider business What Success Looks Like First 90 Days: Deep understanding of Vable’s product, clients and market. HubSpot set up and disciplined. Active pipeline building underway. Working relationships established with the Head of Revenue and Customer Success. First 6 Months: Deals in late-stage pipeline. Demonstrable momentum toward new ARR targets. Market intelligence feeding back into the business. Operating with full autonomy. First Year: Meaningful contribution to new ARR. Trusted relationships with target accounts. Recognised internally as the person who owns the North American sales motion. What We Offer Remote-first flexibility, WFH and learning budgets, private healthcare after probation and EAP. More than that, real autonomy, direct influence, a clear path to grow as Vable scales and a culture that speaks for itself. We're a team that takes ownership, stays curious, succeeds as a team and treats each other with kindness and empathy. That's not a values statement, it's just how we work Ready to Apply? Submit your CV, cover letter and answer the application questions. The process runs over 2–3 weeks (around 5 hours of your time) and includes an intro call with the People team, a technical interview, a take-home exercise and a final conversation with members of the Business Leadership Team. We record recruitment calls with your permission to ensure fairness across our remote team. We hire based on skills, potential and passion, and are an equal opportunities employer.