Business Development Manager - Humanitarian Software

Job description

## **About Humanitarian Software:** For 40 years, Humanitarian Software has designed and delivered supply chain solutions for humanitarian aid organizations, nonprofits, and NGOs. Our flagship platform, HELM, covers the full operational picture; gift-in-kind processing, donor restrictions, advanced warehousing, barcoding, DSCSA compliance, international shipping, last-mile delivery, analytics, and donor reporting. It replaces the spreadsheets and disconnected systems most relief organizations still run on with a single operational record, one that follows a donated pallet from the receiving dock to the field and proves to donors and regulators exactly where it went. Today HELM supports leading non-profit organizations and helps in the distribution of over $5 billion in aid worldwide each year. ## **Role Overview:** We are seeking a driven, organized, and commercially minded Business Development Manager to drive Humanitarian Software’s new business growth. The primary focus of this position is building a strong pipeline of qualified prospects by developing lead generation strategies, initiating new prospect relationships, and closing net-new logos. You'll own the cycle end to end, from the top of the funnel through to closed-won: generating your pipeline, running discovery and demos in collaboration with sales engineers, and closing net-new customers in the humanitarian aid and disaster relief nonprofit space. Reporting to the GM, your work will contribute to scaling Humanitarian’s go-to market function, it is a builder’s seat with the autonomy to own the playbook and room to grow as the team expands. This is a true full-cycle sales role. You will build and develop your own pipeline, work inbound and referral opportunities, lead qualification and discovery, coordinate solution demonstrations, manage the proposal and procurement process, and close net-new customers. ## **Responsibilities & Duties:** - **Pipeline generation**: Build the ICP target list against the target segments, run outbound sales motion, work inbound and referral-sourced leads - **Qualification**: Score prospective customers against ICP, run budget/authority/timing checks, manage a long cycle without letting dead deals sit - **Discovery & demo**: Lead discovery conversation to understand their mission, workflows, and potential fit; brief the sales engineers that are running the demo - **Proposal & close**: Keep the deal moving through demo, solution design, and proposal. Work alongside the business operations team to navigate procurement cycles and close deals - **Handoff:** Clean transition to delivery at closed-won, staying involved as relationship owner through onboarding ## **Qualifications:** - **Experience and track record** – 5–8 years in B2B software sales, with at least 3 years owning deals end to end and personally carrying a quota - **Complex, consultative selling** – experience selling into multi-stakeholder organizations; deals where finance, operations, and leadership all have a say, and procurement is part of the process - **Pipeline generation** – a track record of building your own pipeline through outbound prospecting, rather than working marketing or SDR generated leads - **Communication and presence** – strong communicator, comfortable initiating cold conversations and equally credible with a warehouse operations manager or an executive director; able to represent the company at industry events, conferences, and trade shows - **Organized and methodical** – the discipline to manage multiple long-running opportunities and keep CRM and pipeline data clean - **Self-directed** – comfortable building structure where none exists; this is a founding commercial seat, and the playbook does not exist yet ## **Nice to Have:** - Experience selling ERP, supply chain, warehouse mgmt., or other system-of-record software - Background in the humanitarian, NGO, non-profit, or international development sector - HubSpot or comparable CRM experience - Based in the Upstate SC area - Multilingual (Spanish, German, French) ## **What You’ll Get:** - A profitable, growing business with real market position - An environment to learn and grow in your career - The opportunity to lead and shape the next phase of growth for Humanitarian Software - Flexible working location (Hybrid preferred for candidates based in the Atlanta, Charlotte, or Charleston area, with remote candidates elsewhere in the USA also considered) **Our Values at Beacon Software** - Humility: We acknowledge that the path to getting to the right answer involves being wrong along the way. We have strong beliefs which are weakly held. We actively seek new ideas and believe we can learn from anyone at any time. - Honesty: We are truth seeking in our approach to business problems. Business is a repeat game and we believe that human relationships generate alpha. We understand that trust is earned over a lifetime and can be lost in an instant. - Hunger: We play to win. We hold ourselves to high standards and will not be outworked. We take pride in having a deep sense of responsibility to ourselves, each other, our partners, and our customers. We believe to whom much is given much is expected. - Horizon: We seek to build a generational software company. This will take decades. We manage our expectations and those of our partners to take advantage of the 8th wonder of the world - compounding growth. ***How We Use AI in Our Hiring Process:** To ensure transparency, we want candidates to know that Beacon Software uses Artificial Intelligence and AI-enabled tools to assist with screening, reviewing, organizing and highlighting profiles and applications that match the key requirements for each role.* ***AI does not make hiring decisions:** Every application is reviewed by a member of our team, and all decisions throughout the process are made by humans. We use AI to support efficiency and consistency, not to replace human judgment. We are committed to a fair, thoughtful, and equitable experience for every candidate.*