Business Development Executive

We are seeking a high-energy, commercially driven Business Development Executive to win new business and drive revenue growth across SME and mid-market customers.

This is a predominantly outbound, hunter role. You will own the full sales cycle – from initial prospecting through to close and early account establishment – on a tech-enabled logistics platform where customers book jobs directly via portal or API.

The split is 90% new business development and 10% account management. Success is defined by the number of new accounts won, revenue generated and the quality of your pipeline.

Your primary mandate: 

• Win new platform customers across SME and mid-market segments
• Build and manage a healthy forward pipeline with accurate forecasting
• Convert new accounts to contracted or committed recurring revenue
• Drive platform adoption and automated self-serve booking behaviour
• Maintain and grow an initial portfolio of active accounts

Key responsibilities 

1) New business development

• Proactively identify and target ideal customer profiles across SME and mid-market segments
• Build and manage a consistent outbound pipeline through cold outreach, referrals, networking and lead follow-up
• Conduct structured discovery calls to understand customer volume, service needs, booking frequency and margin potential
• Demonstrate platform capability and present a compelling onboarding process
• Own the full sales cycle from first contact through to close
• Close new accounts and convert to contracted or committed revenue where appropriate
• Maintain CRM hygiene with accurate pipeline staging and forecasting at all times
• Reactivate lapsed accounts – diagnose why they stopped and reposition the offer based on current needs

2) Account management and growth

• Manage an initial portfolio of active accounts, reviewing monthly trading performance
• Identify under-utilisation, incremental volume opportunities and new services (e.g. same-day, 2-man, long distance)
• Drive migration from ad hoc bookings to structured, repeat platform usage
• Upsell into higher-margin services and move customers toward contractual or rebate-based models
• Identify and manage churn risk accounts proactively

3) Platform adoption

• Encourage customers to self-book and reduce reliance on manual intervention
• Increase portal usage and API integration where appropriate
• Work closely with operations to resolve root causes of friction and booking issues

4) Reporting and performance

• Report weekly on: new revenue secured, pipeline value, automation %, and churn risk
• Own your revenue target and margin contribution – know your numbers
• Use CRM (HubSpot) as the primary tool for planning and tracking activity

What Good looks like:

• 15–30 new active trading accounts won and onboarded (2m annualised revenue growth)
• 2–3 contracted Tier 1 accounts secured
• Reactivation wins from dormant account database
• A full, clean CRM pipeline with predictable weekly forecast
• Consistent self-serve and automated booking behaviour across new accounts
• A reputation internally and with customers for being responsive, commercial and delivery-focused

Candidates must demonstrate:

• 3-7+ years in B2B sales or business development (logistics, SaaS, marketplace or platform preferred)
• A proven track record of winning new business and hitting revenue targets
• Experience selling operational or technology-enabled services
• Confidence managing the full sales cycle independently
• Experience working with CRM systems (HubSpot, Salesforce or similar)
• Commercial understanding of margin, pricing and contribution
• Confidence handling objections and pushing deals forward without passive follow-up

Desireable:

• Experience in same-day, courier, freight or transport sectors
• Experience selling self-serve or automated platforms
• Exposure to API or systems integration conversations

Base pay £40,000 – £45,000

OTE ~£55,000 – £90,000 (uncapped commission – revenue & margin KPIs)

We use third-party providers, including AI tools, to assist with processing and assessing applications.