Business Development Manager
Senstar, Ashburn, VA, United States
About the Role We’re hiring a Business Development Manager (BDM) to accelerate growth across the United States in one or more of our vertical markets, including Utilities, Data Centers, Corrections, Energy, Logistics, Airports, and Critical Infrastructure.
This is a new business role built for someone who enjoys creating momentum from the ground up—identifying the right targets, opening doors, and turning early conversations into qualified opportunities. While we have a long history and proven solutions, we operate with an entrepreneurial, high-ownership mindset: we test, learn, refine, and execute quickly. You’ll work closely with Regional Sales and internal teams to ensure strong handoffs and sustained progress through the pipeline.
What You’ll Do (Key Responsibilities) Execute a planned, structured prospecting strategy to identify, contact, and qualify new opportunities across assigned vertical(s)
Engage and develop relationships with End Users, System Integrators, Consultants, VARs, Distributors, and Partners
Conduct discovery meetings to uncover operational needs, risk drivers, stakeholder priorities, and buying triggers
Build account intelligence: stakeholder maps, purchasing pathways, timelines, and competitive landscape
Deliver tailored introductions, presentations, and value conversations aligned to vertical use-cases
Maintain disciplined CRM practices (e.g., Salesforce): activity logging, notes, next steps, stage progression, and forecasting
Collaborate with Sales to transition qualified opportunities and maintain velocity through the sales cycle
Re-engage dormant accounts and expand relationships where there is untapped potential
Provide market feedback on emerging trends, competitor activity, and signals that influence strategy
Participate in regular pipeline reviews with Sales Leadership and own performance against KPIs
What You Bring (Qualifications) Proven success in B2B business development, lead generation, or solution selling (enterprise / complex environments preferred)
Track record of building pipeline through outbound prospecting, consultative discovery, and stakeholder management
Ability to communicate credibly with technical and non-technical audiences and navigate complex buying groups
Strong organization, follow-through, and comfort juggling multiple pursuits without losing momentum
CRM proficiency (Salesforce preferred) and confidence working from activity metrics and pipeline targets
Willingness and ability to travel within the U.S. as needed
The Mindset We’re Looking For Builder mentality: you like creating opportunity, not waiting for it
Entrepreneurial approach: resourceful, self-directed, and energized by ambiguity
High ownership: you take accountability for outcomes, not just activity
Customer-first curiosity: you ask great questions and translate insights into action
Bias for execution: you move opportunities forward with clarity and pace
Assets (Nice to Have) Experience selling into Utilities, Data Centers, Corrections, Energy, Airports/Transportation, Critical Infrastructure (or adjacent regulated environments)
Familiarity selling into OT (Operational Technology) or regulated, safety-critical environments common in utilities, energy, transportation/airports, data centers, and critical infrastructure
Familiarity with security technologies, critical infrastructure protection, or integrated solutions
Established network of end users, integrators, consultants, or channel partners in relevant verticals
What We Offer The opportunity to help scale growth in mission-critical environments
A collaborative team with deep expertise and strong internal partnership
Competitive total rewards (salary, benefits, time off, retirement savings; details shared during the process)
Equal Opportunity & Accessibility We are committed to an inclusive and accessible workplace. If you require accommodation at any stage of the recruitment process, please let us know.
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This is a new business role built for someone who enjoys creating momentum from the ground up—identifying the right targets, opening doors, and turning early conversations into qualified opportunities. While we have a long history and proven solutions, we operate with an entrepreneurial, high-ownership mindset: we test, learn, refine, and execute quickly. You’ll work closely with Regional Sales and internal teams to ensure strong handoffs and sustained progress through the pipeline.
What You’ll Do (Key Responsibilities) Execute a planned, structured prospecting strategy to identify, contact, and qualify new opportunities across assigned vertical(s)
Engage and develop relationships with End Users, System Integrators, Consultants, VARs, Distributors, and Partners
Conduct discovery meetings to uncover operational needs, risk drivers, stakeholder priorities, and buying triggers
Build account intelligence: stakeholder maps, purchasing pathways, timelines, and competitive landscape
Deliver tailored introductions, presentations, and value conversations aligned to vertical use-cases
Maintain disciplined CRM practices (e.g., Salesforce): activity logging, notes, next steps, stage progression, and forecasting
Collaborate with Sales to transition qualified opportunities and maintain velocity through the sales cycle
Re-engage dormant accounts and expand relationships where there is untapped potential
Provide market feedback on emerging trends, competitor activity, and signals that influence strategy
Participate in regular pipeline reviews with Sales Leadership and own performance against KPIs
What You Bring (Qualifications) Proven success in B2B business development, lead generation, or solution selling (enterprise / complex environments preferred)
Track record of building pipeline through outbound prospecting, consultative discovery, and stakeholder management
Ability to communicate credibly with technical and non-technical audiences and navigate complex buying groups
Strong organization, follow-through, and comfort juggling multiple pursuits without losing momentum
CRM proficiency (Salesforce preferred) and confidence working from activity metrics and pipeline targets
Willingness and ability to travel within the U.S. as needed
The Mindset We’re Looking For Builder mentality: you like creating opportunity, not waiting for it
Entrepreneurial approach: resourceful, self-directed, and energized by ambiguity
High ownership: you take accountability for outcomes, not just activity
Customer-first curiosity: you ask great questions and translate insights into action
Bias for execution: you move opportunities forward with clarity and pace
Assets (Nice to Have) Experience selling into Utilities, Data Centers, Corrections, Energy, Airports/Transportation, Critical Infrastructure (or adjacent regulated environments)
Familiarity selling into OT (Operational Technology) or regulated, safety-critical environments common in utilities, energy, transportation/airports, data centers, and critical infrastructure
Familiarity with security technologies, critical infrastructure protection, or integrated solutions
Established network of end users, integrators, consultants, or channel partners in relevant verticals
What We Offer The opportunity to help scale growth in mission-critical environments
A collaborative team with deep expertise and strong internal partnership
Competitive total rewards (salary, benefits, time off, retirement savings; details shared during the process)
Equal Opportunity & Accessibility We are committed to an inclusive and accessible workplace. If you require accommodation at any stage of the recruitment process, please let us know.
#J-18808-Ljbffr