Business Development Manager

Job Overview

CapsLock develops long-term marketing solutions for large business partners. After building its core business within home services and home improvement, the company is expanding its business development efforts into additional markets such as insurance, senior care, healthcare, wellness, and beauty.

Your primary objective will be to identify promising companies and decision-makers, create thoughtful outreach strategies, and convert those prospects into qualified meetings. The position emphasizes the quality and commercial potential of meetings rather than simply generating a high volume of leads.

Key Responsibilities

• Research target industries and companies in collaboration with CapsLock’s growth team and dedicated researcher.
• Identify appropriate decision-makers within prospective client organizations.
• Develop and execute creative multi-channel outbound prospecting campaigns.
• Use email, LinkedIn, telephone outreach, and other prospecting approaches to engage potential clients.
• Build structured outreach sequences containing seven or more meaningful touchpoints rather than relying on mass email campaigns.
• Book qualified meetings with companies that fit CapsLock’s target customer profile.
• Prioritize meeting quality and business potential over raw outreach volume.
• Attend approximately four to six industry conferences each year.
• Build relationships with potential clients and industry contacts at conferences.
• Gather market intelligence and bring useful insights and ideas back to the company.
• Learn CapsLock’s value proposition, positioning, and sales messaging during the first two to three months.
• Use the company’s existing sales playbook while helping identify opportunities to improve outreach.
• Share market and prospect feedback with launch and conversion-rate optimization teams.
• Maintain accurate, organized, and current pipeline and CRM records.

How Success Is Measured

Performance in this position is primarily based on whether outreach generates meaningful sales opportunities with suitable companies.

• Approximately 25% of performance measurement is based on qualified meetings booked each month and quarter.
• Approximately 75% is based on how many of those meetings are sufficiently qualified to progress into CapsLock’s test calendar.

The emphasis is therefore on identifying and engaging strong potential partners rather than maximizing meeting volume without regard to fit.

Required Qualifications

• 60–84+ months of business development or client acquisition experience involving substantial cold outreach.
• Demonstrated experience building a book of business from the ground up.
• Ability to provide real performance metrics from previous prospecting work, including open rates, reply rates, and meetings booked.
• Expert-level experience using LinkedIn Sales Navigator.
• Hands-on daily experience with a CRM or sales outreach platform such as Apollo, Outreach, Salesloft, HubSpot, Salesforce, or a similar system.
• Strong experience with multi-channel prospecting and structured outreach sequences.
• Ability to combine email, LinkedIn, calls, and creative prospecting methods rather than relying on a single channel.
• Mature, strategic, and process-driven approach to business development.
• Excellent written and spoken communication skills.
• Ability and willingness to commit to a full-time, dedicated position.
• Must be based in the United States or Canada.
• Ability to work Eastern Time hours.
• Ability to travel to industry conferences.

Preferred Qualifications

• Experience using Apollo.
• Experience using ClickUp.
• Experience using Tableau.
• Business development experience within insurance, senior care, healthcare, wellness, or beauty.
• Experience confidently networking and developing business relationships at industry conferences.

Sales Tools & Skills

• LinkedIn Sales Navigator.
• Apollo or comparable outreach platforms.
• HubSpot, Salesforce, Salesloft, Outreach, or similar CRM and sales systems.
• Cold email prospecting.
• LinkedIn prospecting.
• Cold calling.
• Multi-touch sales sequences.
• Decision-maker research.
• B2B lead generation.
• Pipeline management.
• Conference networking.
• New client acquisition.

Benefits & Work Environment

• Remote-first working environment.
• Paid time off.
• Unlimited sick days.
• Support for ongoing professional learning through workshops, online courses, conferences, and certifications.
• Home-office equipment and furniture support.
• Physical well-being support that may be used for options such as gym memberships, yoga, workout equipment, or a bicycle.
• Reimbursement for medical insurance and eligible health-related expenses, including dental care and psychological support.
• Full co-working space cost coverage when desired.
• Company activities including gaming nights, fitness challenges, and annual retreats.

Work Arrangement

This is a full-time remote position for candidates based in the United States or Canada. The successful candidate must be able to work Eastern Time hours and travel approximately four to six times per year for industry conferences.