Business Development Manager

Internet Testing Systems (ITS) is seeking a Business Development Manager to join our team. REMOTE—US-only applicants will be accepted. No third-party resumes will be accepted.  Salary $100,000

ITS is a well-established technology company that partners with organizations to build, deliver, and manage online assessment and certification programs. We partner with organizations across healthcare, professional certification, education, and workforce development to deliver programs with a wide range of purposes and stakes. From classroom and practice testing to continuous certification and high-stakes licensure exams, we provide the technology, expertise, and operational support needed to create secure, scalable, and impactful assessment experiences.  
 

At ITS, we foster a culture of collaboration and teamwork, ensuring job satisfaction and personal success for each member of our team. Our unique environment offers unparalleled opportunities for skill enhancement and knowledge expansion. We believe in the joy of work, advocating for a fun and engaging workplace that prioritizes employee well-being and professional development over burnout. This commitment to nurturing and celebrating talent helps create a vibrant community of technology professionals dedicated to shaping the future of digital assessment. 
 

The Business Development Manager plays a key role in driving new business growth by identifying, developing, and closing new business opportunities across ITS’s diverse market segments and product portfolio. This is a hands-on, individual-contributor role with no direct reports. It requires both strategic thinking and day-to-day execution across the full sales cycle, offering the opportunity to directly impact ITS’s growth and how we continue to build and evolve our business development approach. The role operates within a lean commercial team and is supported by an existing pipeline, marketing-generated leads, and internal subject-matter experts, while requiring independent ownership of opportunities from initial outreach through close. 

The ideal candidate will represent ITS with credibility and professionalism, quickly develop fluency in our products and services, and engage prospective customers in thoughtful, consultative conversations. They must be able to communicate clearly with technical and non-technical audiences, assess where ITS can realistically add value, and exercise sound judgment in qualifying and prioritizing opportunities. Success in this role requires someone who can manage a broad set of responsibilities, prioritize independently, and consistently drive opportunities forward. Because the role is not limited to a single vertical or product line, the successful candidate must also be comfortable learning and selling across a varied portfolio. 

The Successful Business Development Manager will:  

•    Represent ITS at key industry events, conferences, webinars, and other thought-leadership opportunities by engaging with industry leaders, presenting ITS perspectives, and building meaningful relationships with potential customers.
•    Incorporate security best practices into daily work, ensuring that data protection and risk mitigation are considered at every stage of a project or task.
•    Generate and qualify new sales leads for ITS’s core products through cold outreach, networking, events, marketing-generated leads, and targeted account research.
•    Own and manage the entire sales cycle, from lead generation through opportunity close, while effectively tracking and reporting progress using Microsoft Dynamics CRM.
•    Monitor industry trends, the competitive landscape, and emerging technologies to identify new avenues for business growth.
•    Conduct needs assessments to understand customers’ challenges and objectives, propose tailored solutions, and prioritize opportunities based on alignment with ITS’s capabilities.
•    Develop a strong working understanding of ITS solutions to lead early-stage discussions and demonstrations, address common customer questions independently, and engage subject-matter experts when appropriate.
•    Prepare and deliver compelling sales presentations, product demonstrations, webinars, and conference-style presentations that clearly communicate the value of ITS software and services.
•    Lead proposal development for assigned opportunities by drafting and adapting customer-facing content and coordinating internal input to ensure proposals are accurate, tailored, and persuasive.
•    Collaborate cross-functionally and within the Sales and Marketing team to align sales strategies with market feedback, share insights, and collectively drive growth across all segments.
•    Prepare contract terms and pricing agreements in coordination with appropriate internal stakeholders, ensuring favorable outcomes for both the customer and ITS.
•    Stay informed about ITS’s product suite and advocate for solution enhancements to help ensure our offerings remain cutting-edge.
•    Develop and present compelling status updates for internal executive briefings, ensuring the content aligns strategically with the interests and priorities of ITS senior leadership.
•    Represent ITS at key industry events, conferences, webinars, and other thought-leadership opportunities by engaging with industry leaders, presenting ITS perspectives, and building meaningful relationships with potential customers.
•    Incorporate security best practices into daily work, ensuring that data protection and risk mitigation are considered at every stage of a project or task.

Core Skills:

•    Ability to quickly learn and confidently communicate complex products and solutions in a customer-facing setting.
•    Strong consultative selling skills, including active listening, thoughtful needs assessment, and value-based positioning.
•    Highly self-directed and resourceful, with the ability to independently prioritize work, take initiative, solve problems, and drive progress across multiple responsibilities.
•    Comfortable operating in a lean, evolving environment with a broad scope of ownership, including lead generation, pipeline management and reporting, early solution alignment, proposal writing, opportunity close, and operational handoffs.
•    Strong organizational and project-management skills, with close attention to detail and data discipline.
•    Strong written and verbal communication skills, including the ability to interpret customer needs and develop clear, compelling, and tailored presentations, proposals, and other customer-facing materials.
•    Strategic thinker with a results-oriented mindset and strong follow-through.
•    Sound judgment when evaluating opportunities, including the ability to qualify and disqualify prospects effectively.
•    Ability to build and nurture client relationships, instill trust and confidence, and influence key stakeholders at all levels of an organization.
•    Collaborative team player who actively contributes to a positive work culture and fosters teamwork.

Required Qualifications:

•    Bachelor’s degree preferred, or equivalent experience.
•    Five or more years of relevant experience in business development, sales, or a closely related client-facing role.
•    Experience selling technology solutions or SaaS products in a B2B environment is strongly preferred.
•    Experience in the assessment, credentialing, certification, education technology, or testing-services industry is strongly preferred.
•    Demonstrated experience taking meaningful ownership of complex customer opportunities across multiple stages, such as prospecting, discovery, solution alignment, proposal development, demonstrations, negotiation, and close.
•    Experience independently managing priorities across multiple active opportunities, accounts, or customer initiatives.
•    Proficiency with CRM software, such as Salesforce, HubSpot, or Microsoft Dynamics, and Microsoft Office applications, including Word, Excel, and PowerPoint.
•    Willingness to travel occasionally to meet with clients and attend industry events.

Benefits:

•    Remote and hybrid work options.
•    Student-loan assistance.
•    Tuition assistance and certification bonuses.
•    Professional-development opportunities.
•    Dog-friendly Baltimore office—and we love our work-from-home dogs too.
•    Health, dental, vision, FSA, HSA, and pet insurance.
•    Traditional and Roth 401(k) plans.
•    Company-paid life, short-term disability, and long-term disability insurance.
•    Charitable-donation matching.
•    Recognition as one of Baltimore’s Top Workplaces, as voted by employees.

To Be Considered:

•    Applicants must be currently authorized to work in the United States on a full-time basis.
•    Direct applicants only; no third-party submissions will be accepted.
Internet Testing Systems is an Equal Opportunity Employer committed to hiring and retaining a diverse workforce. Employees must pass a background and credit check.

***Internet Testing Systems is an Equal Opportunity Employer committed to hiring and retaining a diverse workforce. Employees must pass a background and credit check.