INTRODUCTION
This is an exciting opportunity for an experienced B2B software salesperson who thrives on opening doors, starting new conversations, and building relationships from scratch. It suits someone articulate, well organised and commercially driven, with a positive, can-do attitude and a collaborative mindset.
HGEM is a market leader in Guest Experience Management, working with many of the UK's best-known hospitality brands for over 20 years. We help operators measure and improve performance through insights from reviews, guest feedback and mystery guest audits.
As Business Development Manager, you will be responsible for proactively identifying, engaging and converting new hospitality brands into HGEM clients, building a strong outbound pipeline and maintaining a consistently high conversion rate. The role requires a proactive, insight-led approach to engaging operators who may not yet be actively seeking solutions.
Success in this role depends on close collaboration with colleagues across Sales, Implementation and Product; we value team contribution over individual heroics.
This role offers a £38,000 base salary with £19,000 achievable commission at 100% target. Commission is paid monthly and is uncapped, with accelerators for exceeding quota. OTE (On Target Earnings) of £57,000 is designed to be realistic and achievable within the first year.
We offer a supportive, high-performance culture where you can genuinely make an impact as part of a friendly, expert team. For team cohesion purposes, you should be based within about 30 miles of Bath, where our office is based (although we support hybrid working).
CORE RESPONSIBILITIES
* Proactively identify and engage new multi-site hospitality brands through outbound prospecting and networking.
* Build and manage a high-quality pipeline of new business opportunities.
* Apply sound commercial judgement to prioritise opportunities, focusing effort where HGEM can deliver meaningful operational impact and long-term value.
* Create demand through insight-led outreach that challenges assumptions, surfaces hidden problems, and earns the right to further conversation.
* Research target prospects to ensure informed, relevant and commercial sales conversations.
* Confidently demonstrate HGEM's software solutions, clearly articulating business value and ROI.
* Own the early-stage sales cycle - from first contact and qualification through to proposal and commercial alignment - before handing over to Implementation for solution configuration and onboarding.
* Use frameworks such as SPIN and MEDDICC to deepen discovery, assess fit, qualify opportunities rigorously, and guide prospects through a thoughtful buying journey rather than a transactional pitch process.
* Produce clear, persuasive proposals aligned to each prospect's commercial and operational goals.
* Maintain accurate, up-to-date CRM records of all activity, contacts and opportunities.
* Collaborate closely with Implementation to ensure solutions are well-scoped and commercially robust.
* Maintain a strong understanding of HGEM's product roadmap, competitive landscape and market positioning.
* Represent HGEM at industry events, conferences and partner meetings.
* Ensure consistent application of HGEM brand standards and positioning.
* Operate as a collaborative member of the Sales team, sharing insight and contributing to a collective pipeline rather than working in isolation.
PERSONAL QUALITIES & EXPERIENCE
* Proven experience in outbound B2B software or SaaS sales.
* Working knowledge of structured B2B sales methodologies such as SPIN and MEDDICC, with the confidence to apply them in real-world sales conversations (familiarity with Challenger selling principles also welcomed).
* Understanding of (or ability to quickly learn) hospitality buying dynamics, including multi-stakeholder consensus building, operational decision drivers, and the realities of time-poor operators.
* Demonstrates credibility, restraint and commercial humility, building trust with operational leaders and avoiding hard-sell behaviours.
* Confident initiating new conversations and opening new accounts.
* Naturally consultative, motivated by solving customer problems rather than transactional selling.
* Strong communicator, able to present complex ideas simply and persuasively.
* Excellent listening skills with the ability to translate requirements into tailored proposals.
* Highly organised with strong attention to detail, particularly in CRM and proposals.
* Comfortable managing multiple opportunities simultaneously and prioritising effectively.
* Calm under pressure, with strong time-management and deadline focus.
* Excellent client-facing and internal collaboration skills.
* Strong working knowledge of Microsoft Office.
* Ability to rapidly learn HGEM's products, services and implementation processes.
If this sounds like you, we'd love to see your CV
Job Types: Full-time, Permanent
Pay: £38,000.00 per year
Benefits:
* Additional leave
* Casual dress
* Company events
* Company pension
* Cycle to work scheme
* Gym membership
* Profit sharing
* Work from home
Application question(s):
* What attracted you to this role and why do you feel you may be a good fit?
Work Location: Hybrid remote in Bath BA1 1ER