Business Development Manager

We are currently supporting a small, local technology start-up in Calgary that's looking to hire a Business Development Manager for a permanent role. The focus is on selling fractional consulting services (strategy/advisory, CIO-type resources). They're looking for a true hunter—someone who enjoys uncovering new opportunities, thinks creatively, and has a solid understanding of business. Experience in IT or technical services would be ideal.

Business Development Manager

Location:
Calgary, AB

About the Company

We are a vendor-neutral technology advisory firm serving mid-sized organizations (50–200 employees). The firm operates independently—no implementation partnerships, no vendor relationships, and no commissions from recommended solutions.

That independence is intentional.

The team works with business leaders who suspect their MSP or technology vendors may not be providing the full picture. The firm translates business goals into practical technology strategy, helps clients make informed decisions, and holds vendors accountable. This is a true advisory model—not implementation or managed services.

The Role

This is not a traditional sales role. There are no products to push and no quotas that reward aggressive tactics. The Business Development Manager is responsible for initiating thoughtful, trust-based conversations with business leaders about technology and operational challenges—often before those challenges are fully defined.

This role will be selling fractional Strategic/Advisory Services (CIO type resources).

Success in this role comes from curiosity, credibility, and the ability to educate rather than sell.

Key Responsibilities

Prospecting & Outreach

• Identify organizations that match the ideal client profile, particularly mid-sized businesses experiencing technology uncertainty or vendor dissatisfaction
• Develop personalized, insight-driven outreach that prioritizes education over sales messaging
• Manage multi-touch outreach campaigns to nurture relationships over time
• Use sales intelligence and prospecting tools to research and qualify opportunities

Discovery & Conversations

• Lead initial discovery conversations with senior business leaders (CEO, COO, CFO)
• Ask thoughtful questions to understand business challenges before discussing solutions
• Clearly explain the advisory model and how it differs from traditional MSP or virtual CIO offerings
• Qualify opportunities based on alignment and fit—not just budget

Pipeline Development

• Advance qualified prospects to engagement with the advisory team
• Track outreach, conversations, and outcomes in the CRM
• Collaborate with leadership to refine messaging and share market insights
• Contribute content and thought-leadership ideas based on recurring themes heard in conversations

What We're Looking For

Experience

• 5+ years of B2B services sales experience, ideally in consulting, advisory, or professional services
• Proven success selling to business executives rather than solely technical buyers
• Familiarity with the MSP or IT services ecosystem (through direct experience or adjacent selling)

Skills

• Consultative sales mindset with a strong focus on discovery and problem-solving
• Excellent written communication with the ability to create authentic, human outreach
• Comfortable using CRM systems and prospecting tools (e.g., LinkedIn Sales Navigator, Apollo, Clay, or similar)
• Sufficient technical fluency to discuss IT environments, enterprise systems, and vendor relationships with credibility

Mindset

• Comfortable with longer, trust-based sales cycles
• Genuinely curious about business challenges and organizational impact
• Show's initiative and has an "outside the box" mindset
• Honest about fit and willing to walk away from misaligned opportunities

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