Business Development Manager, SaaS Solutions

Location: Remote - US · Remote

As Business Development Manager, SaaS Solutions, you are responsible for driving new software revenue and opening new market segments across assigned accounts and territories, working alongside Copeland account-aligned Sales Managers. You will generate and win net-new SaaS business by unlocking software opportunity inside the existing customer base, by proactively opening accounts where we have no relationship today, and by identifying and developing new markets and verticals where our SaaS solutions can deliver value. Beyond pipeline generation, you will build the commercial case for adoption, create demand where no software budget currently exists, own the enterprise proposal and RFP/RFT process for complex opportunities, and develop the sales organization's capability to sell software alongside equipment. The role operates as a domain specialist and market-maker across accounts: it does not hold account ownership, and it holds direct accountability for SaaS pipeline generation, market development, attach rate, and recurring revenue outcomes.

As A Business Development Manager, SaaS Solutions, You Will:

Business Development & Pipeline Growth

• 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 whom we hold 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 to agree upon shared attach targets on named accounts.

Commercial Development & Consultative Selling

• 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 actually 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.

Sales Enablement & Proposal Management

• Own the end-to-end RFP, RFT and proposal process for enterprise SaaS opportunities, coordinating with internal subject matter experts to develop high-quality tender submissions and commercial proposals.

• 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.

Market Development & Cross-Functional Collaboration

• Organize and participate in industry events, trade shows and conferences to promote Copeland's SaaS and digital solutions.

• Monitor and analyze market trends, competitive landscape and regulatory environments, feeding structured market and competitive 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.

REQUIRED EDUCATION, EXPERIENCE, & SKILLS:

• Five (5) or more years of quota-carrying software or SaaS sales experience, with proven attainment against a recurring revenue (ARR or MRR) target.

• Demonstrated new-business hunting track record: 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 hold a conversation with a facilities engineer and 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.
• Travel up to approximately 50% is expected, across customer sites, field sales territories and industry events.
• Legal authorization to work in the country of employment; sponsorship will not be provided.

PREFERRED EDUCATION, EXPERIENCE, & SKILLS:

• 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.

Remote Work Arrangement:

This role is fully remote sales position. Copeland is committed to fostering a productive and connected culture, so you will have the opportunity to work with your team and leader to understand your team operating principles to collaborate effectively.

Our compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. In accordance with Colorado EPEWA, the total compensation (base + bonus target) range for this role is $120,450 - $181,500 commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.