Job Description
Reports to: Commercial Director
Department: Commercial / Sales
Role Summary
The New Business Executive (NBE) is a high-potential sales role designed as a development pathway into a Business Development Manager position.
Each NBE will work alongside experienced BDM's in a structured development model — supporting live deals, developing your consultative sales skills, and gradually taking ownership of your own opportunities.
This is not a lone-wolf role.
It is a structured learning role focused on:
Sales process discipline
Discovery fundamentals
CRM excellence
Objection handling exposure
Commercial confidence building
The NBE operates primarily in the early-to-mid stages of the sales funnel, helping progress opportunities toward close.
Core Purpose of the Role
Increase sales velocity by supporting BDMs
Ensure no opportunity goes cold
Strengthen pipeline hygiene and follow-up
Expected development into a full-cycle BDM within 12–24 months (there is no set graduation period, merit earned promotions)
Key Responsibilities
1. Pipeline Support & Opportunity Progression
Maintain CRM hygiene across shared BDM pipeline
Update deal stages, next steps, decision makers and notes
Chase follow-ups and keep momentum in active deals
Prepare pipeline reports for weekly reviews
Flag stalled deals or risk areas to the BDM
You are the operational backbone of the deal flow.
Success = Deal continuity, No forgotten follow-ups.
2. Discovery Support & Meeting Participation
Attend discovery calls with BDM
Learn from AI discovery notes
Document pain points, buying criteria and decision makers
Help draft sales pitch after discovery
Conduct follow-up clarification calls where appropriate
Over time, you will begin leading smaller discovery calls independently.
Success = Clear, documented customer challenges and value drivers.
3. Outbound & Early Engagement
Conduct warm outbound outreach to target firms
Follow up marketing-generated leads
Book qualified meetings for your BDM
Re-engage dormant opportunities
Nurture prospects not yet ready to buy
This role strengthens the “Action” stage by ensuring consistent meeting flow.
Success = BDM calendars remain full with qualified opportunities.
4. Proposal Preparation & Commercial Support
Assist in preparing tailored proposals
Gather relevant case studies
Support ROI calculation inputs
Ensure proposal documents are clean and accurate
Coordinate follow-up timelines after pitch meetings
You are not yet the primary presenter — but you are deeply involved.
Success = Polished proposals delivered on time.
5. Objection Tracking & Competitive Intelligence
Log common objections in CRM
Track competitor mentions
Maintain a running objection library
Support the BDM in preparing responses
Share patterns with marketing & commercial leadership
This role builds your commercial awareness early.
Success = Increasing fluency in handling risk and competition.
6. Deal Handoff Support
Prepare handover documentation for onboarding
Ensure Joint Success Plans are complete
Coordinate internal introduction emails
Support transition call scheduling
You help ensure seamless transition from sales to success.
Expectations & Development Path
This is a performance-driven development role.
You will be expected to:
Maintain exceptional CRM hygiene
Demonstrate rapid learning of product knowledge
Show increasing confidence in customer conversations
Take ownership of smaller deals within 6–12 months
Progress toward closing responsibility
Clear pathway:
Year 1 → Support + smaller deal ownership
Year 2 → Full BDM readiness
Metrics
While quota ownership is lower than a BDM, performance is measured on:
Meetings booked
Opportunity progression rate
CRM completeness & accuracy
Response time to leads
Contribution to closed ARR
Personal development milestones
You may carry a small new ARR target (e.g. smaller firms or pilot deals).
Who This Role Is For
Ambitious and commercially driven
Competitive but coachable
Organised and disciplined
Comfortable in structured processes
Strong listener
Wants to become a top-tier BDM
Who This Role Is NOT For
Someone looking for a purely administrative role
Someone unwilling to be coached
Someone uncomfortable with accountability
Someone looking for remote, low-touch selling
This is an apprenticeship in serious consultative sales.
Ideal Background
1–3 years in sales, SDR, recruitment, or high-performance environments
Strong written and verbal communication skills
Comfortable using CRM systems
Evidence of competitive mindset (sport, performance roles, targets hit)
SaaS experience is helpful but not required.
What you’ll Gain
Direct mentorship from experienced BDM
Real exposure to complex sales cycles
Structured development plan
Clear promotion pathway
Opportunity to earn commission as skills develop