We are seeking a high-energy, commercially driven Business Development Executive to win new business and drive revenue growth across SME and mid-market customers. This is a predominantly outbound, hunter role. You will own the full sales cycle – from initial prospecting through to close and early account establishment – on a tech-enabled logistics platform where customers book jobs directly via portal or API. The split is 90% new business development and 10% account management. Success is defined by the number of new accounts won, revenue generated and the quality of your pipeline.
Your Primary Mandate
- Win new platform customers across SME and mid-market segments
- Build and manage a healthy forward pipeline with accurate forecasting
- Convert new accounts to contracted or committed recurring revenue
- Drive platform adoption and automated self-serve booking behaviour
- Maintain and grow an initial portfolio of active accounts
Key Responsibilities
- New business development
- Proactively identify and target ideal customer profiles across SME and mid-market segments
- Build and manage a consistent outbound pipeline through cold outreach, referrals, networking and lead follow-up
- Conduct structured discovery calls to understand customer volume, service needs, booking frequency and margin potential
- Demonstrate platform capability and present a compelling onboarding process
- Own the full sales cycle from first contact through to close
- Close new accounts and convert to contracted or committed revenue where appropriate
- Maintain CRM hygiene with accurate pipeline staging and forecasting at all times
- Reactivate lapsed accounts – diagnose why they stopped and reposition the offer based on current needs
- Account management and growth
- Manage an initial portfolio of active accounts, reviewing monthly trading performance
- Identify under‑utilisation, incremental volume opportunities and new services (e.g. same‑day, 2‑man, long distance)
- Drive migration from ad hoc bookings to structured, repeat platform usage
- Upsell into higher‑margin services and move customers toward contractual or rebate‑based models
- Identify and manage churn risk accounts proactively
- Platform adoption
- Encourage customers to self‑book and reduce reliance on manual intervention
- Increase portal usage and API integration where appropriate
- Work closely with operations to resolve root causes of friction and booking issues
- Reporting and performance
- Report weekly on: new revenue secured, pipeline value, automation %, and churn risk
- Own your revenue target and margin contribution – know your numbers
- Use CRM (HubSpot) as the primary tool for planning and tracking activity
What Good Looks Like
- 15–30 new active trading accounts won and onboarded (2m annualised revenue growth)
- 2–3 contracted Tier 1 accounts secured
- Reactivation wins from dormant account database
- A full, clean CRM pipeline with predictable weekly forecast
- Consistent self‑serve and automated booking behaviour across new accounts
- A reputation internally and with customers for being responsive, commercial and delivery‑focused
Candidates Must Demonstrate
- 3-7+ years in B2B sales or business development (logistics, SaaS, marketplace or platform preferred)
- A proven track record of winning new business and hitting revenue targets
- Experience selling operational or technology‑enabled services
- Confidence managing the full sales cycle independently
- Experience working with CRM systems (HubSpot, Salesforce or similar)
- Commercial understanding of margin, pricing and contribution
- Confidence handling objections and pushing deals forward without passive follow‑up
Desireable
- Experience in same‑day, courier, freight or transport sectors
- Experience selling self‑serve or automated platforms
- Exposure to API or systems integration conversations
Base pay £40,000 – £45,000
OTE ~£55,000 – £90,000 (uncapped commission – revenue & margin KPIs)
#J-18808-Ljbffr