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CopelandBusiness Development Manager, SaaS Solutions
Copeland, a global climate technologies enterprise focused on sustainability, designs and manufactures heating, ventilation, air conditioning, and refrigeration solutions to protect the cold chain and improve…
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About This Role
Copeland, a global climate technologies enterprise focused on sustainability, designs and manufactures heating, ventilation, air conditioning, and refrigeration solutions to protect the cold chain and improve energy efficiency. The organization is currently seeking a Business Development Manager, SaaS Solutions to drive software revenue and unlock new market segments. In this role, you will act as a domain specialist and market-maker alongside account-aligned Sales Managers. Rather than holding account ownership, you…
Job Description
Copeland, a global climate technologies enterprise focused on sustainability, designs and manufactures heating, ventilation, air conditioning, and refrigeration solutions to protect the cold chain and improve energy efficiency. The organization is currently seeking a Business Development Manager, SaaS Solutions to drive software revenue and unlock new market segments.
In this role, you will act as a domain specialist and market-maker alongside account-aligned Sales Managers. Rather than holding account ownership, you will take direct responsibility for SaaS pipeline generation, market development, attach rates, and recurring revenue outcomes. Your primary duties involve creating demand where software budgets do not currently exist, prospecting cold accounts, leading enterprise proposals and RFPs, and building commercial cases for digital adoption.
This opportunity suits sales professionals with a background in software, analytics, or connected services who are comfortable operating independently without an established playbook. The position involves up to approximately 50% travel for industry events, field sales territories, and customer sites. Copeland provides a competitive base salary and merit-based annual reviews, alongside a remote work arrangement.
Responsibilities
- Manage the entire sales cycle from initial contact to contract execution, matching customer needs to product capabilities
- Pursue new and underdeveloped accounts through outbound prospecting and cold outreach to stakeholders lacking a current commercial relationship
- Collaborate with account-aligned Sales Managers to identify, prioritize, and chase software opportunities within existing portfolios
- Construct quantified return on investment and total cost of ownership cases addressing energy savings, refrigerant loss, maintenance efficiency, and compliance
- Navigate IT, data, and cybersecurity reviews alongside technical teams while identifying internal champions
- Oversee the end-to-end request for proposal, request for tender, and enterprise proposal process for complex bids
- Maintain accurate CRM records and disciplined forecasting standards for pipeline visibility
- Attend and organize industry trade shows, conferences, and events to promote digital solutions
Requirements
- Minimum of five years of quota-carrying software or SaaS sales experience with recurring revenue attainment
- Proven track record of self-sourcing the majority of pipeline through outbound research rather than inherited accounts
- Demonstrated success winning net-new business and displacing competitors in accounts without prior software relationships
- Experience managing consultative sales cycles lasting six to twelve months involving multiple decision-makers
- Sufficient technical aptitude to comprehend HVAC-R, energy management, or building systems and communicate commercial value to engineers and executives
- Willingness to travel up to 50% of the time
- Legal authorization to work in the United States without sponsorship
Qualifications
- Seven or more years of overall B2B sales or business development experience, with at least five years in software, analytics, or connected-services subscriptions
- Background in HVAC-R, heating, refrigeration, building systems, energy, or similar technical sales
- Prior direct experience with fault detection and diagnostics, building analytics, energy management, remote monitoring, or IoT platforms
- Experience converting an installed hardware equipment base into recurring digital revenue as an early software seller
- Familiarity with decarbonization drivers, energy reporting, ESG frameworks, and refrigerant regulations
- Exposure to contractor, service-partner, or overlay and specialist sales operating models
- Formal training in modern sales methodologies such as MEDDICC, Challenger, or Command of the Message
Core Skills
Benefits
- Medical insurance plans
- Dental and vision coverage
- 401(k) plan
- Flexible time off plans including paid parental leave, vacation, and holidays
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, this is a fully remote position, though it requires up to approximately 50% travel to customer sites, field sales territories, and industry events.
What is the salary range for this role?
The total compensation (base salary plus bonus target) ranges from $120,450 to $181,500, commensurate with skills and experience.
Does Copeland offer visa sponsorship for this position?
No, legal authorization to work in the United States is required, and Copeland will not provide work visa sponsorship.
What level of experience is required?
Candidates must have five or more years of quota-carrying software or SaaS sales experience with a proven history of meeting recurring revenue targets.
Sample Interview Questions
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