Business Development Executive

Innovative Incorporated is seeking a hunter-focused Business Development Executive to help drive net-new growth for new managed IT and fractional CTO consulting clients. This onsite role is based out of Hagerstown, MD, with a primary focus on expanding within the DC Metro region. You will own the full sales cycle from the first conversation through a signed agreement, working directly with the Director of Business Development and ramping to quota with a guaranteed commission during the initial 90 days.

What you’ll own

• Net-new pipeline for new managed IT and fractional CTO consulting clients
• End-to-end sales cycle, from initial discovery through proposal, negotiation, and close
• Monthly recurring revenue quota tied to new business
• Clean handoffs to projects for onboarding and to strategic accounts for account management
• Accurate CRM activity to keep stakeholders informed on status, contacts, and deals
• Community presence across the service area, with emphasis on the DC Metro region

Responsibilities

• Own new deals from the first conversation through signed agreements
• Find, open, and close new clients anywhere in Innovative’s service area, with the strongest focus on DC Metro growth
• Run discovery, scope the technical environment, build the business case, present proposals, negotiate, and close
• Set the agenda, drive next steps, and keep every stakeholder moving toward agreement
• Prospect into target accounts with a point of view, leverage referrals and networking relationships, and follow up on leads from the outbound program
• Transition closed clients with clear scope and expectations for onboarding and account management
• Represent Innovative at chamber, association, and industry events across the service area, emphasizing DC Metro

Territory and work setup

• Territory: Innovative’s service area across Maryland, Virginia, West Virginia, and Pennsylvania, including the DC Metro area
• Base location: Hagerstown, MD headquarters
• Onsite expectation: Minimum two days per week in Hagerstown until the in-person calendar becomes a barrier to office attendance
• Long-term: Work from either Hagerstown or K Street office at least two days per week, with other days possible from home or Carr Workplaces locations
• Access to the Washington, DC office at Carr Workplaces K Street (1717 K Street NW, steps from Farragut West Metro)

Compensation and ramp

• Salary range: USD 90,000 - 120,000 per yearly
• Commission: Uncapped commission on new monthly recurring revenue
• Guaranteed commission: Provided through a 12-month ramp period tied to activity goals
• Total target earnings: $150 to $175K (Business Development Executive) and $170K to $200k (Senior Business Development Executive)
• First 90 days: Learning alongside the Director of Business Development with guaranteed commission during the ramp; no quota required

What you’ll sell to

• Privately held organizations with roughly 10 to 250 employees where technology drives the business
• Industry focus includes professional services firms, nonprofits, healthcare practices, manufacturers, and associations across the service area
• Primary buyer roles: owners, presidents, executive directors, CFOs, and operations leaders
• In co-managed deals, you will also work with internal IT leaders
• Monthly recurring revenue focus; average deals range from $3 to $8k/month
• Expect both smaller deals that can close faster and larger deals that require more nurturing

Requirements

• Experience level: 3+ years in B2B new business sales for the Business Development Executive level, or 5+ years for the Senior level
• Quota track record: proven history of hitting quota you can explain
• Full pipeline discipline: experience managing deals large and small while maintaining momentum
• Technology and technical service selling: experience selling technology or technical services (managed IT, cybersecurity, cloud, networking, or telecom), with enough technical background to discuss infrastructure and security confidence and negotiate deeper technical requirements when needed
• Sales approach: Challenger approach to selling
• Relationship and consensus building: ability to build strong relationships with senior decision makers and support consensus across the buying group
• Details ownership: comfort handling details such as network maps and licensing, compliance requirements, and vendor coordination for custom needs
• Outbound comfort: ability to open new relationships through prospecting, networking, and referrals
• AI and automation: strong day-to-day AI use to manage pipeline, communication, and sales execution
• CRM proficiency: use CRM as a working tool with a clean, current pipeline
• Core values: embody Innovative’s core values
• Emotional intelligence: read the room, adapt to different people, and earn trust quickly

Benefits

• Car and fuel allowance paid monthly
• Health Insurance, Vision, and Dental provided at no cost after 30-day initial probation period (Single coverage)
• Short-Term Disability, Long-Term Disability, and Basic Term Life (1x salary) provided at no cost after 30-day initial probation period (Self coverage)
• 401k available after first year, with up to 5% employer match
• Cost discount on hardware and software for personal (household) use
• Vacation accrual: 1.33 days per month (16 days per year)

Preferred background

• MSP or IT services sales experience
• Established personal and professional business network in the DC Metro region
• Working knowledge of compliance frameworks, cybersecurity best practices, and data governance strategies
• Technical certifications (CompTIA, Microsoft, Cisco, or similar) or background as an engineer or technician

Additional role details

• Sales engineering or technical experience helps, but technical support is available from the CTO and engineering team on complex deals
• Valid driver’s license and reliable transportation are required
• Regular local travel is expected, including attendance at networking events and sales meetings that may occur early morning, evenings, or weekends
• Preference will be given to established sales executives with a strong personal and professional network in the DC Metro region

Innovative Incorporated’s core values emphasize technology, constant improvement, empathy for others, accountability, and operating with speed and agility. The Business Development Executive role centers on building relationships, mapping the territory, and progressing deals through the full sales cycle with accurate execution in CRM.