Sales BDM

Job Description
Job Description
The Business Development Manager owns the top of the Casualty Loss funnel and is accountable for one number above all: qualified first meetings held. This person works outbound activity and referral follow-up, qualifies each lead, and delivers the lead into a booked first meeting that the Sales team runs. It is not a closing role; the sales cycle and the close stay with Sales, while this seat owns everything that moves a qualified prospect to that first meeting.

It is a player-coach seat by design: the BDM carries a personal first-meeting number while managing the team’s execution. As one of the first and most structural hires in the division's buildout, this role turns a founder- and referral-driven pipeline into a repeatable, systematized first-meeting engine. Strong familiarity with personal tax returns, proven experience building and enhancing a referral network with Centers of Influences (COIs), and a deeply empathetic consultative sales approach define top candidates. This role requires the ability to work onsite in our San Diego office.

Primary Responsibilities

Leverage your understanding of individual, trust, and business tax returns and how strategies flow through them to qualify leads and act as a resource to prospective clients
Deliver qualified leads into booked first meetings, owning the number of first meeting held at both a personal and team level
Build and enhance a COI network as a referral engine for qualified Casualty Loss and Wealth Management leads
Architect and manage how the Business Development team uses the CRM (currently Salesforce), and drive team adoption of that workflow
Set and enforce top-of-funnel activity targets, including outbound volume, referral touches, and meetings booked
Direct team members' time and priorities toward the highest-leverage activity, treating the team as a resource pool rather than a fixed set of individual quotas
Own referral follow-up and outbound activity upstream of the sales cycle, handing qualified opportunities to Sales for the close
Diagnose funnel breakdowns across messaging, list quality, timing, and follow-up cadence, and act on them
Support the hiring, onboarding, and ramp-to-productivity of Business Development team members
Perform other duties as assigned, contributing to a collaborative and high-performing team environment
Knowledge, Skills and Abilities:
Knowledge of individual, trust, and business tax returns and how strategies flow through them
An existing COI network of Wealth Management and/or Tax Advisory professionals
Metrics discipline, setting, tracking, and defending top-of-funnel KPIs
Coaching and accountability, holding others to a standard without quietly doing the work for them
Personal execution, remaining a producer and comfortable carrying a personal outbound number
Prioritization and delegation, treating teammates as a resource pool against the best opportunities
Diagnostic and forecasting fluency across the funnel, including basic conversion-rate math
Clear, professional written and verbal communication
Comfort operating in a fast-paced, high-growth, referral-driven environment
Minimum Qualifications:
Bachelor's degree in business, marketing, or a related field
Five or more years of sales or business development experience of professional services, including managing a team's activity
Three or more years of experience working with personal, trust, or business tax returns typically found in a prior public accounting role
Proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook)
Experience with Salesforce or comparable CRM
Ability to work onsite in our San Diego office
Competencies:
Accountability
Communication
Influencing Others
Adaptability
Client Orientation
Emotional Intelligence
Relationship Building
Organizational Skills
Grit
Expected salary range: $160,000 - $180,000.