General Description
The Business Development Manager (BDM) is a key contributor within the ImageSource Sales organization, responsible for supporting revenue growth through strategic prospecting, demand generation, and pipeline development activities. The BDM partners closely with Enterprise Account Executives (EAE) and Marketing to identify new business opportunities, create meaningful prospect engagement, and generate qualified introductory meetings.
The primary focus of the BDM role is proactive outbound sales development through targeted calling, email outreach, LinkedIn engagement, account research, and other demand generation activities. The BDM is responsible for executing high-volume prospecting activities while maintaining a consultative and professional approach that reflects the ImageSource brand.
Responsibilities
Prospecting Activity: The BDM is expected to maintain a consistent level of outbound prospecting activity to support assigned accounts, territories, and campaigns.
- Average of 100 outbound calls per business day
- 500 outbound calls per standard five-day work week
- Consistent participation in scheduled prospecting and calling blocks
- Use of approved outreach channels and messaging to engage targeted prospects
Daily and weekly activity will be measured through Microsoft Dynamics and other approved sales tools. Phone calls are subject to recording for coaching, training, quality assurance, and performance evaluation.
Appointment Generation: The BDM is responsible for converting prospecting activity into qualified introductory meetings for the Enterprise Account Executive team.
- Minimum of 10 qualified appointments scheduled per week
- Minimum 2% call-to-appointment conversion rate
- Appointments should be scheduled with relevant decision-makers, influencers, or stakeholders whenever reasonably identifiable
- Appointments must be properly entered into CRM and coordinated with the assigned Account Executive
Meeting Quality & Attendance: The BDM is responsible for generating meetings that result in meaningful engagement between prospective customer partners and the Enterprise Account Executive team.
- Maintain a greater than 50% meeting attendance rate
- Complete appropriate confirmation and follow-up activity for scheduled meetings
- Provide relevant prospect and account information to the Account Executive when available
- Record meeting outcomes and next steps in CRM
Opportunity Generation: The BDM supports pipeline development by identifying prospects with legitimate business needs and effectively transitioning qualified interest to the Enterprise Account Executive.
- Achieve a 20% conversion rate from held appointments to qualified opportunities
- Identify and communicate relevant business challenges, initiatives, projects, or areas of potential interest
- Provide Account Executives with relevant information gathered during prospecting and appointment-setting activities
- Support appropriate follow-up activity when requested by the Account Executive or Sales Leadership
CRM Hygiene: Accurate CRM data is an essential responsibility of the BDM position.
- CRM activity updated daily
- Calls, contacts, appointments, outcomes, and follow-up activities accurately recorded
- Prospect and account information maintained to the best of the BDM's knowledge
- Next steps and required follow-up documented in a timely manner
Demand Generation & Sales Support: The BDM will contribute to broader pipeline-development initiatives beyond daily outbound calling.
- Golden Hour prospecting
- Marketing campaign follow-up
- Event and webinar outreach
- Strategic account prospecting
- Account research and prospect identification
- Re-engagement campaigns
- Lead follow-up
- Industry or vertical-specific campaigns
- Other demand generation initiatives assigned by Sales or Marketing Leadership
Participation and execution will be evaluated based on the specific requirements of each initiative.
Collaboration: The BDM serves as a prospecting and pipeline-development partner to the Enterprise Account Executive and Marketing teams.
- Collaborate with assigned Account Executives on target accounts and prospecting priorities
- Align prospecting activity with AE territory and account strategies
- Provide relevant prospect intelligence and context
- Communicate appointment details and relevant information prior to scheduled meetings and support appropriate follow-up and re-engagement activities
- Collaborate with Marketing; providing script feedback, campaign performance and marketing intelligence gathered through demand generation and prospecting activities.
Training & Professional Development: The BDM is responsible for maintaining the knowledge and skills necessary to effectively represent ImageSource.
- Complete all required annual training
- Complete assigned ILINX® product and sales training
- Participate in scheduled coaching and performance-development activities
- Demonstrate increasing knowledge of ImageSource solutions, customer use cases, target industries, and competitive alternatives
- Apply coaching and feedback to improve prospecting effectiveness
Performance Measurement: BDM performance will be reviewed using the following core performance indicators:
Performance Indicator = Standard
Outbound Calls = 100/day
Weekly Outbound Calls = 500/week
Call → Appointment Conversion = ≥ 2%
Qualified Appointments = 10/week
Meeting Attendance - > 50%
Held Appointment → Opportunity Conversion = 20%
CRM Updates = Daily
Required Training = 100% Completion
Performance will be evaluated over time rather than based solely on an individual day. Management may consider factors such as assigned campaigns, account availability, holidays, events, lead volume, territory changes, and other business conditions when evaluating performance.
Performance Review & Accountability: The BDM's performance will be reviewed regularly with the Business Development Team Lead and/or Sales Leadership.
- Daily activity and CRM reporting
- Weekly performance against activity and pipeline-generation objectives
- Review of appointment quality and attendance
- Review of appointment-to-opportunity conversion
- Call coaching and performance feedback
- Progress toward individual and team objectives
- Identification of areas requiring additional coaching, training, or support
Failure to consistently meet established performance standards may result in additional coaching, a performance improvement plan, or other action consistent with ImageSource policies.
Qualifications
- Bachelor’s degree or relevant work experience preferred
- Excellent verbal and written communication skills
- Strong phone presence and ability to engage prospects professionally
- Ability to build relationships with prospective and current customer partners
- Strong listening, discovery, and qualification skills
- Excellent organization and time-management abilities
- Ability to manage multiple priorities in a fast-paced sales environment
- Creative problem-solving ability and willingness to adapt
- Proficiency with Microsoft 365 applications
- Experience using CRM platforms (Microsoft Dynamics preferred)
- Goal-oriented mindset with a willingness to accept coaching and feedback
- Ability to work independently while contributing to a collaborative team environment
- Professional, positive, and productive attitude
Product/Service Knowledge
- ImageSource internal tools and sales processes
- The ILINX® platform and functionality
- Customer success stories and industry use cases
- Competitive products and market alternatives
- ImageSource’s corporate vision, strategic objectives, and solutions
Required Reporting/Attendance
- Maintaining accurate daily CRM updates
- Participating in weekly pipeline and forecast discussions
- Participating in weekly performance reviews and coaching sessions
- Completing quarterly business reviews and territory planning activities
- Attending required training sessions
- Maintaining accurate activity reporting
Other Duties
This job description is not intended to provide an exhaustive list of all responsibilities, tasks, or duties required of the employee. Responsibilities may change, and additional duties may be assigned as business needs evolve.
Professionalism
Demonstrate consistently high standards of character and belief in a core set of values. Understand the importance of ethics, honesty, trust, confidentiality and a concern for others in all activities. Excels at verbal and written communication skills.
Company Benefits and Perks
- Competitive salary
- Health, dental and vision insurance
- Health Savings Account
- Employee Assistance Program
- Life, short and long-term insurances
- 401K plan with company match
- Referral bonuses
- Generous paid vacation and paid sick leave
- Company paid holidays
- Professional development and career growth opportunities
- Employer Education Assistance Program
- Costco membership
- Amazing team members
ImageSource, Inc. is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Send resume and letter of interest to ImageSource, Inc., 3003 Sunset Way SE, Tumwater, WA 98501, Attn: HR, or go to our website at www.imagesourceinc.com.
We thank all applicants for applying, however, only those selected to interview will be contacted.
We are unable to sponsor new U.S. work visas at this time. ImageSource, Inc. participates in E-Verify to confirm work authorization.
Our Company
Mission: To make life better by making work easier.
We provide digital transformation, enterprise content management and business process management solutions through consulting, strategic analysis and rapid deployment of improved workflows.
Our solutions help leverage current investments in technology and existing infrastructure. We facilitate smooth interoperability with line of business applications. Our professional services group offers unmatched expertise and a proven track record of improving business processes for companies and government agencies world-wide.
ImageSource, Inc. is the manufacturer of ILINX® software and a recognized leader in consulting, strategic analysis and rapid application deployment of Enterprise Content Management (ECM) solutions. Utilizing expert teams and a broad portfolio of world leading ECM technology, we improve critical business processes that leverage the management of data, documents and integration with legacy software systems.
Pay: From $60,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Disability insurance
- Employee assistance program
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Parental leave
- Prescription drug insurance
- Professional development assistance
- Referral program
- Retirement plan
- Tuition reimbursement
- Vision insurance
Education:
Work Location: In person
