Business Development Associate
Location: Glasgow (Hybrid – 2–3 days per week in the office preferred)
Contract Type: Full-time, Permanent
Role Purpose
To build, manage, and continuously improve a predictable business development funnel by combining high-quality outbound prospecting with disciplined pipeline management and clear conversion analytics, supporting the firm's acquisition strategy.
Overview
We are seeking a Business Development Associate to support and help drive origination activity. Based within our Scotland team and working closely with the UK M&A function, this role will focus on identifying, engaging, and developing relationships with business owners and key decision-makers.
The successful candidate will play a critical role in sourcing and qualifying potential acquisition opportunities. Responsibilities include assessing owner interest in potential transactions, maintaining long-term relationships with founders and advisors, and supporting the progression of opportunities through the M&A pipeline. The role blends strategic market research, proactive outreach, and structured relationship management to support the company's growth objectives.
This position is well suited to a personable, commercially curious individual with strong interpersonal skills and a genuine interest in building trusted, long-term relationships. Prior experience in business development or sales is required. While formal financial training is not essential, a working understanding of financial concepts and/or exposure to the software sector would be advantageous.
Key Responsibilities
The Business Development Associate will be an integral member of the M&A team, contributing directly to acquisition activity by engaging founders and executives of software businesses.
Key responsibilities include:
Researching and identifying Vertical Market Software companies that align with the firm's investment thesis and values
Initiating, building, and maintaining long-term relationships with founders, executives, and other key stakeholders
Managing a structured outreach programme and meeting activity and performance targets set by the team lead
Developing and maintaining relationships with investment bankers, advisors, and other ecosystem participants to enhance deal-sourcing opportunities
Engaging with prospective target companies to encourage dialogue and transactions at the appropriate time
Supporting the M&A team in qualifying acquisition opportunities and progressing them through the deal pipeline
Maintaining accurate records, pipeline data, and activity reporting within CRM and internal systems
Occasional domestic and international travel, with advance notice provided
Candidate Profile
Essential Experience and Skills:
2 – 5 years' experience in Business Development or M&A deal origination
Strong aptitude for relationship-building, research, and lead generation
Demonstrated planning and organisational skills, with experience managing and growing a pipeline of opportunities
Persistence, resilience, and a results-oriented mindset
Confidence in cold outreach, including telephone-based prospecting (a core requirement of the role)
Self-starter mentality with the ability to work independently and take initiative
Desirable Experience:
Basic understanding of financial principles and transaction dynamics
Exposure to the software, technology, or B2B services sectors
Personal Attributes:
Curious, articulate, and commercially minded
Highly organised, with strong prioritisation and multitasking skills
Proactively manages own workload and initiatives in a dynamic, entrepreneurial setting
Motivated by long-term relationship development rather than short-term sales cycles
Flexibility due to coverage of multiple countries (timezones)
What We Offer
Competitive base salary plus performance-based commission linked to completed transactions
Flexible hybrid working arrangement (3 days office / 2 days remote)
28 days' annual leave
Company pension scheme
Opportunity to shape the role and make a meaningful impact on business growth
Supportive, collaborative, and high-performing team environment
Clear opportunities for professional development and career progression
About Total Specific Solutions
Total Specific Solutions (TSS) is a fast-growing organisation with over 8,000 employees across more than 200 operating companies worldwide. TSS focuses on developing and acquiring business-critical software solutions tailored to the specific needs of sectors including healthcare, government, and financial and professional services.
The culture at TSS is informal, pragmatic, and hands-on. Proactive leadership fosters a dynamic working environment with significant scope for personal development and career progression—one of the key factors that differentiates TSS as an employer.