Business Development Manager (Direct Business)

Seeking a Business Development Manager to drive customer acquisition for IT consulting/services offerings (mobile apps, web apps, custom software, and AI/data science projects) targeting SMBs in North America . The role is Karachi-based and requires proven experience engaging US/Canada clients, including on-ground travel to the United States for deal closing , client meetings, or industry conferences.

Key Responsibilities

• Own end-to-end B2B sales cycle for North America (prospecting → discovery → proposal → negotiation → closure → handover).
• Acquire new customers for IT services: Mobile app development, web applications, custom software solutions, and AI/data science engagements.
• Build and manage a qualified pipeline using outbound and inbound channels (LinkedIn, email, cold outreach, referrals, partners).
• Run consultative discovery: identify business pain points, define scope, and align solutions with delivery capabilities.
• Create proposals, SOW/RFP responses, pricing, and commercial terms in collaboration with delivery/technical teams.
• Lead client presentations, solution workshops, and executive-level negotiations.
• Represent the company in the US market: attend conferences/events, conduct on-site client visits, and support deal closures.
• Maintain accurate CRM hygiene: pipeline stages, forecast, meeting notes, next steps, and win/loss insights.
• Collaborate with marketing and leadership on positioning, outbound campaigns, and account-based initiatives.
• Track competitor activity and market trends in North America SMB IT services.

Required Qualifications

• 3-5+ years of B2B sales/business development experience in IT services/IT consulting (custom software preferred).
• Demonstrated customer acquisition wins for North America (US/Canada), ideally SMB and mid-market.
• Strong understanding of software services: web/mobile development, custom software, and AI/data science project delivery models.
• Proven ability to sell consultatively (discovery-first), handle objections, and negotiate commercial terms.
• Documented US travel for business purposes (client visits, deal closure, conferences/trade shows).
• Karachi-based and available for local office coordination and meetings (hybrid/onsite as per company need).
• Excellent English communication: writing proposals, emails, and presenting to stakeholders.

Preferred Qualifications (Nice to Have)

• Experience selling AI/ML, data engineering, analytics, or cloud modernization services.
• Familiarity with RFPs, procurement/vendor onboarding, and compliance/security questionnaires.
• Experience working with delivery teams using Agile/Scrum and milestones-based delivery.
• Existing network of North America SMB decision-makers (Founders, CTOs, Heads of Product/Engineering).
• Prior experience representing a software house/IT consulting firm at international events.

Tools & Skills

• LinkedIn Sales Navigator / LinkedIn outreach best practices
• CRM: HubSpot, Salesforce, Zoho, or equivalent
• Proposal tools: Google Workspace/Microsoft Office; strong documentation discipline
• Pipeline management, forecasting, account planning, and reporting

Key Performance Indicators (KPIs)

• Monthly qualified meetings booked (North America SMB)
• Pipeline value and pipeline coverage ratio
• Win rate, average sales cycle length, and average deal size
• New logos acquired and revenue closed
• Activity metrics tied to outcomes (target accounts engaged, follow-ups, proposals sent)