Sr. Business Development Executive (BDE) Direct Pursuit (Hunter) | Hub & Spoke Model
Role Title: Sr. Business Development Executive — Direct Pursuit
Location: Orlando, FL
ROLE PURPOSE
Dexian is seeking a high-performing, hunter-mindset Senior Business Development Executive to drive net-new enterprise revenue within a defined geographic territory, operating within Dexian’s Hub & Spoke + Direct Pursuit sales model.
This role is dedicated to creating opportunities that do not currently exist — targeting new logos, dormant accounts, and untapped divisions within large enterprises. The BDE operates as a regional overlay aligned to the Regional Hub while collaborating with Office Spokes (Account Managers) and activating the IT Solutions Hub to win complex deals.
Success in this role requires assertiveness, resilience, executive presence, and disciplined pursuit of large, strategic engagements across Dexian’s modern portfolio:
- Data & Analytics Transformation
- Application Development & Modernization
- Test Automation & Quality Engineering
POSITION IN THE OPERATING MODEL
Direct Pursuit Overlay (Hunter)
The Sr. BDE functions as a regional strike leader, working parallel to field Account Managers — not subordinate to them.
Primary Mission:
Create new revenue and enterprise relationships
Key Characteristics of the Role:
- Owns whitespace accounts within territory
- Pursues Fortune 2000 and upper-mid-market enterprises
- Leads complex, solution-based sales cycles
- Engages C-suite and senior technology leadership
- Mobilizes Dexian’s IT Solutions Hub for pursuit support
- Transitions accounts to field teams after initial wins
CORE SOLUTION FOCUS AREAS
Data & Analytics Transformation
- Data engineering and platform modernization
- Cloud data ecosystems (Snowflake, Databricks, Fabric, etc.)
- Business intelligence and advanced analytics
- AI/ML enablement
- Data governance, migration, and integration
Application Development & Modernization
- Custom enterprise application development
- Legacy system modernization
- Cloud-native development
- Microservices and API architecture
- Digital product engineering
Test Automation & Quality Engineering
- Automated testing frameworks
- DevOps and CI/CD integration
- Performance, security, and reliability testing
- QA transformation programs
- Shift-left quality strategies
MAJOR ACCOUNTABILITIES
New Logo Acquisition & Revenue Generation
- Identify, pursue, and close new enterprise clients within assigned territory
- Build a robust pipeline through proactive outbound activity
- Lead full sales lifecycle from prospecting to contract execution
- Drive multi-million-dollar opportunities
Performance Targets:
- Minimum $500k new revenue in first six months
- Minimum $1M new revenue in Year 1
- Pipeline coverage aligned to quota within first 90 days
Strategic Prospecting & Territory Development
- Develop a prioritized target account list using market intelligence
- Conduct executive outreach to CIO, CTO, CDO, VP Engineering, and Line-of-Business leaders
- Identify transformation initiatives aligned to Dexian capabilities
- Maintain consistent pipeline growth
Activity Expectations:
- Minimum four executive meetings per week
- Multiple active pursuits within first six months
- Continuous territory coverage
Complex Deal Leadership
- Drive solution-led conversations focused on business outcomes
- Facilitate discovery sessions and executive workshops
- Coordinate internal pursuit teams
- Navigate multi-stakeholder buying processes
- Manage competitive positioning
Integration with Hub & Spoke Model
Collaboration with Regional Hub
- Align on territory priorities and target accounts
- Receive orchestration support and resource allocation
- Provide pipeline visibility and forecasting
Collaboration with Office Spokes / Account Managers
- Coordinate on accounts with existing relationships
- Pursue new divisions or buying centers jointly when appropriate
- Avoid channel conflict through transparent communication
- Transition accounts to AM ownership post-win
Activation of IT Solutions Hub
- Engage solution architects and practice leaders
- Shape differentiated proposals
- Deliver technical credibility to clients
- Support workshops, PoCs, and solution validation
KEY RESPONSIBILITIES
- Achieve assigned revenue and KPI targets
- Execute territory go-to-market strategy
- Maintain accurate CRM records and forecasts
- Build executive-level relationships with prospects
- Represent Dexian with professionalism and urgency
- Participate in training and enablement programs
CAPABILITY REQUIREMENTS
- 5-7+ years of enterprise IT services sales experience
- Proven track record of new logo acquisition
- Demonstrated success closing complex, multi-stakeholder deals
- Strong executive presence and communication skills
- High resilience, competitiveness, and self-motivation
- Ability to operate independently in a matrix organization
- Experience selling solution-based engagements (not transactional staffing only)
- Familiarity with global delivery models (onshore/offshore/nearshore)
TECHNICAL & INDUSTRY COMPETENCY
Working knowledge of modern enterprise technology environments, including:
- Cloud platforms (AWS, Azure, GCP)
- Data and analytics ecosystems
- Software development lifecycle (SDLC)
- DevOps and automation practices
- Enterprise digital transformation initiatives
Industry experience in one or more verticals preferred:
- Financial Services
- Healthcare / Life Sciences
- Energy
- Retail & Consumer
- Travel & Hospitality
- Manufacturing
PERFORMANCE METRICS (KPIs)
Success will be measured by:
- Net-new revenue generated
- New customer acquisition
- Pipeline creation and conversion
- Deal size and strategic impact
- Executive engagement effectiveness
- Forecast accuracy and CRM discipline
EDUCATION & EXPERIENCE
- Bachelor’s degree or equivalent professional experience
- Advanced business or technical education is a plus
- Demonstrated success in a global matrix organization preferred
WHAT SUCCESS LOOKS LIKE
Top performers in this role:
- Create enterprise opportunities others cannot access
- Build territory dominance through disciplined pursuit
- Position Dexian as a strategic transformation partner
- Win large, high-impact deals
- Consistently exceed quota expectations
- Establish new long-term client relationships
Dexian is an Equal Opportunity Employer that recruits and hires qualified candidates without regard to race, religion, sex, sexual orientation, gender identity, age, national origin, ancestry, citizenship, disability, or veteran status
Dexian is a leading provider of staffing, IT, and workforce solutions with over 12,000 employees and 70 locations worldwide. As one of the largest IT staffing companies and the 2nd largest minority-owned staffing company in the U.S., Dexian was formed in 2023 through the merger of DISYS and Signature Consultants. Combining the best elements of its core companies, Dexian's platform connects talent, technology, and organizations to produce game-changing results that help everyone achieve their ambitions and goals.
Dexian's brands include Dexian DISYS, Dexian Signature Consultants, Dexian Government Solutions, Dexian Talent Development and Dexian IT Solutions. Visit https://dexian.com/ to learn more.
Dexian is an Equal Opportunity Employer that recruits and hires qualified candidates without regard to race, religion, sex, sexual orientation, gender identity, age, national origin, ancestry, citizenship, disability, or veteran status.
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Pay: $90,000.00 - $120,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: Hybrid remote in Orlando, FL 32826
