Business Development Manager, SaaS Solutions

Overview

Drive net-new SaaS revenue and open new market segments across assigned accounts and territories, working alongside account-aligned Sales Managers as a domain specialist and market-maker.

What you'll do

• Own SaaS pipeline generation, qualification and forecast accuracy across assigned accounts, territories and target market segments, with the majority of pipeline self-sourced.
• Prospect proactively into new and underdeveloped accounts, including outbound and cold outreach to stakeholders with no existing commercial relationship.
• Manage the full sales cycle from initial engagement through to contract execution, aligning customer business needs with product capabilities and value proposition.
• Work jointly with account-aligned Sales Managers to identify, prioritize and pursue software opportunity within their portfolios, and agree shared attach targets on named accounts.
• Build quantified ROI and total cost of ownership cases covering energy savings, refrigerant loss avoidance, product loss and shrink reduction, maintenance efficiency, and emissions or compliance outcomes.
• Structure commercial proposals that fit how customers fund SaaS operational expenses.
• Consult customers on the digital journey through connectivity and remote visibility, energy management, fault detection and diagnostics, then full optimization and design of the land-and-expand path from first site to full fleet.
• Identify and develop internal champions, and navigate IT, data and cyber security reviews in partnership with technical teams.
• Own the end-to-end RFP, RFT and proposal process for enterprise SaaS opportunities, coordinating with internal subject matter experts.
• Support account-aligned Sales Managers on large enterprise opportunities through stakeholder mapping, proposal coordination and sales support activities.
• Drive continuous improvement and standardization of sales processes, proposal documentation and tender response practices across the SaaS business.
• Maintain disciplined use of CRM tools and a consistent qualification standard to manage pipeline visibility, forecasting and account activity.
• Organize and participate in industry events, trade shows and conferences to promote Copeland's SaaS and digital solutions.
• Monitor market trends, competitive landscape and regulatory environments, feeding structured intelligence into the product roadmap.
• Collaborate cross-functionally with product, technical sales, marketing, SaaS operations and customer success partners.
• Build and sustain strong relationships with key customer decision-makers and internal stakeholders, and return post-deployment with measured value delivered to drive renewal and expansion.

What you'll need

• Five (5) or more years of quota-carrying software or SaaS sales experience, with proven attainment against an ARR or MRR target.
• Demonstrated new-business hunting track record, with the majority of pipeline self-sourced through outbound prospecting and market research rather than inherited accounts, inbound leads or renewal-led growth.
• Proven record of winning net-new business and displacing incumbent solutions in accounts with no prior software relationship, including identifying and developing new markets or segments.
• Strong capability in pipeline development, opportunity qualification and forecasting.
• Experience preparing enterprise proposals, RFPs, RFTs or tender submissions, and coordinating cross-functional input into complex, multi-stakeholder bids.
• Proven stakeholder mapping and account strategy across complex, multi-site customer organizations, including the ability to reach executive, finance, IT and sustainability stakeholders independently.
• Experience managing long-cycle consultative sales processes of six to twelve months with multiple decision-makers.
• Sufficient technical aptitude to become credible quickly in HVAC-R, building systems or energy management, and able to translate technical output into commercial value.
• Demonstrated ability to influence, coach and enable a sales organization without direct reporting authority.
• Strong organizational skills, with experience managing CRM systems, forecasting and pipeline reporting, and driving standardization of sales processes and documentation.
• Resilience, self-direction and comfort operating without an established playbook.
• Effective communication skills across customer, team and internal stakeholder groups, credible with both engineers and executives.
• Legal authorization to work in the country of employment; sponsorship will not be provided.

Nice to have

• Seven (7) or more years of total B2B sales or business development experience, of which at least five (5) are in software, analytics or connected-services subscriptions.
• Experience in HVACR, heating, refrigeration, building systems, energy or related technical sales environments, or a demonstrated record of acquiring deep technical domain knowledge quickly in a previous role.
• Direct experience with building analytics, fault detection and diagnostics, energy management, remote monitoring, or IoT platforms.
• Experience as the first or an early software seller within a hardware-led organization, converting an installed equipment base into recurring digital revenue.
• Understanding of decarbonization and compliance drivers, including refrigerant regulation and phase-down, energy reporting and ESG or rating frameworks.
• Exposure to contractor and service-partner channels, and to overlay, specialist or partner-sales operating models.
• Experience owning or contributing to enterprise RFP/RFT response processes and standardizing sales enablement documentation, ideally in a platform, analytics or SaaS business.
• Formal training in a modern sales methodology such as MEDDICC, Challenger or Command of the Message, alongside advanced consultative selling, account strategy or CRM-based sales management training.

Details

• Fully remote sales position.
• Travel up to approximately 50% is expected, across customer sites, field sales territories and industry events.
• Compensation: total compensation (base plus bonus target) range of $120,450 - $181,500.
• Sponsorship will not be provided; temporary visa holders are not eligible for hire.