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Humanitarian Software is seeking a Business Development Manager to drive new business growth for HELM, a supply chain platform serving humanitarian aid organizations, nonprofits, and NGOs. The company has been operating for 40 years and supports the distribution of over $5 billion in aid annually.
You will own the full sales cycle end-to-end: building and qualifying your own pipeline, running discovery and demos in collaboration with sales engineers, and closing net-new customers in the humanitarian aid and disaster relief nonprofit space. This is a founding commercial seat with autonomy to build the playbook and grow as the team expands. You report to the GM.
Key responsibilities include:
- Pipeline generation: Build ICP target lists, run outbound sales motions, work inbound and referral opportunities
- Qualification: Score prospects against ICP, conduct budget/authority/timing checks, manage long sales cycles
- Discovery & demo: Lead discovery conversations to understand mission and workflows; brief sales engineers on demos
- Proposal & close: Manage deals through demo, solution design, and proposal; navigate procurement cycles
- Handoff: Ensure clean transition to delivery and stay involved as relationship owner through onboarding
You will represent the company at industry events and conferences, and maintain clean CRM and pipeline data throughout the process.
Qualifications:
- 5–8 years in B2B software sales, with at least 3 years owning deals end-to-end and personally carrying quota
- Experience with complex, consultative selling into multi-stakeholder organizations where finance, operations, and leadership all have input and procurement is involved
- Proven track record building your own pipeline through outbound prospecting (not relying on marketing or SDR-generated leads)
- Strong communication skills; comfortable initiating cold conversations and credible with both operational and executive stakeholders
- Organized and methodical approach to managing multiple long-running opportunities
- Self-directed; comfortable building structure where none exists
Nice to have:
- Experience selling ERP, supply chain, warehouse management, or system-of-record software
- Background in humanitarian, NGO, nonprofit, or international development sector
- HubSpot or comparable CRM experience
- Based in Upstate SC area
- Multilingual (Spanish, German, French)
