Senior Business Development Manager

About the Role

• The Senior Business Development Manager is a senior individual-contributor role responsible for commercial performance across an assigned sector or sub-sector. You'll drive revenue growth through complex-deal leadership, cross-pod coaching, disciplined pipeline management, and flexible capacity cover, while carrying the commercial result for your assigned scope.
• You'll lead through commercial expertise, collaboration, and influence. You'll carry a blended existing-book and new-logo commercial target.

Responsibilities

Commercial Performance and Deal Leadership

• Deliver commercial targets across existing-book growth, retention, and new-logo acquisition.
• Lead or support complex, high-value opportunities and progress them to commercially sound closure.
• Support opportunity qualification, deal strategy, negotiation, and customer engagement.

Sales Coaching and Capability Building

• Coach Account Managers and Business Development Managers in prospecting, discovery, value articulation, negotiation, closing, and account growth.
• Build capability through joint customer engagements, field coaching, deal reviews, and knowledge sharing.
• Prioritise coaching and deal support across pods based on commercial needs and risks.

Pipeline and Forecast Management

• Drive disciplined pipeline creation, progression, and qualification.
• Support pipeline inspections, deal reviews, and evidence-based forecasting.
• Identify conversion, coverage, and revenue risks and recommend corrective actions.

Commercial Cover and Collaboration

• Provide defined, time-bound commercial support during vacancies, leave, ramp-up periods, or capacity gaps.
• Collaborate with Sales Operations, Product, and other stakeholders to resolve deal dependencies and improve customer outcomes.
• Maintain compliance with pricing, contracting, customer, data, and internal-governance requirements.

Decision-Making Authority

• You may recommend deal strategies, prioritise coaching, challenge forecasts, and coordinate agreed commercial cover with the relevant Manager or Head.

Requirements

• Senior commercial experience across new-business acquisition, account growth, and retention.
• Success influencing complex, high-value, multi-stakeholder deals.
• Strong coaching capability without formal people-management authority.
• Relevant sector, customer, product, and commercial-model knowledge.
• Advanced pipeline management, forecasting, negotiation, and closing skills.
• Ability to balance competing commercial demands across teams.
• Strong stakeholder influence, communication, judgement, and ethical-selling skills.
• Ability to lead through expertise, share best practice, and strengthen commercial execution.

How Success Is Measured

• Achievement of blended existing-book and new-logo commercial targets.
• Pipeline quality, coverage, progression, and forecast accuracy.
• Complex-deal conversion and commercially sound wins.
• Measurable coaching impact and improved seller capability.
• Effective commercial cover and revenue continuity.
• Cross-functional collaboration and governance compliance.