{"id":2978608,"url":"https://alion.io/job/copeland-business-development-manager-saas-solutions","title":"Business Development Manager, SaaS Solutions","company":{"id":1847558,"name":"Copeland","domain":"copeland.com","url":"https://alion.io/company/copeland-com","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":81,"open_postings":77,"ghost_share":0,"stale_share":0.948,"repost_share":0,"time_to_fill_p50_days":17,"computed_at":"2026-10-21T05:46:15Z"}},"role":"Management","role_family":"Management","seniority":"lead","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":120450,"max":181500,"currency":"USD","period":"year","gross":null,"usd_annual":181500},"salary_estimate":null,"experience_years_min":7,"visa_sponsorship":true,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-10-15T00:00:00Z","employer_posted_date":"2026-10-15","last_verified_at":"2026-10-21T05:54:32Z","board_verified":true,"closed_at":null,"days_open":6,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":6},"description":"About Us\nWe are a global climate technologies company engineered for sustainability. We create sustainable and efficient residential, commercialand industrial spaces through HVACR technologies. We protect temperature-sensitivegoods throughout the cold chain. And we bring comfort to people globally. Best-in-class engineering, design and manufacturing combined with category-leading brands in compression, controls, softwareand monitoring solutions result in next-generation climate technology that is built for the needs of the world ahead.\nWhether you are a professional looking for a career change, an undergraduate student exploring your first opportunity, or recent graduate with an advanced degree, we have opportunities that will allow you to innovate, be challenged and make an impact. Join our team and start your journey today!\nAs Business Development Manager, SaaS Solutions, you are responsible for driving new software revenue and opening new market segments across assigned accounts and territories, working alongside Copeland account-aligned Sales Managers. You will generate and win net-new SaaS business by unlocking software opportunity inside the existing customer base, by proactively opening accounts where we have no relationship today, and by identifying and developing new markets and verticals where our SaaS solutions can deliver value. Beyond pipeline generation, you will build the commercial case for adoption, create demand where no software budget currently exists, own the enterprise proposal and RFP/RFT process for complex opportunities, and develop the sales organization's capability to sell software alongside equipment. The role operates as a domain specialist and market-maker across accounts: it does not hold account ownership, and it holds direct accountability for SaaS pipeline generation, market development, attach rate, and recurring revenue outcomes.\nAs A Business Development Manager, SaaS Solutions, You Will:\nBusiness Development & Pipeline Growth\nOwn SaaS pipeline generation, qualification and forecast accuracy across assigned accounts, territories and target market segments, with the majority of pipeline self-sourced.\nProspect proactively into new and underdeveloped accounts, including outbound and cold outreach to stakeholders with whom we hold no existing commercial relationship.\nManage the full sales cycle from initial engagement through to contract execution, aligning customer business needs with product capabilities and value proposition.\nWork jointly with account-aligned Sales Managers to identify, prioritize and pursue software opportunity within their portfolios, and to agree upon shared attach targets on named accounts.\nCommercial Development & Consultative Selling\nBuild quantified ROI and total cost of ownership cases covering energy savings, refrigerant loss avoidance, product loss and shrink reduction, maintenance efficiency, and emissions or compliance outcomes.\nStructure commercial proposals that fit how customers actually fund SaaS operational expenses.\nConsult customers on the digital journey through connectivity and remote visibility, energy management, fault detection and diagnostics, then full optimization and design of the land-and-expand path from first site to full fleet.\nIdentify and develop internal champions, and navigate IT, data and cyber security reviews in partnership with technical teams.\nSales Enablement & Proposal Management\nOwn the end-to-end RFP, RFT and proposal process for enterprise SaaS opportunities, coordinating with internal subject matter experts to develop high-quality tender submissions and commercial proposals.\nSupport account-aligned Sales Managers on large enterprise opportunities through stakeholder mapping, proposal coordination and sales support activities.\nDrive continuous improvement and standardization of sales processes, proposal documentation and tender response practices across the SaaS business.\nMaintain disciplined use of CRM tools and a consistent qualification standard to manage pipeline visibility, forecasting and account activity.\nMarket Development & Cross-Functional Collaboration\nOrganize and participate in industry events, trade shows and conferences to promote Copeland's SaaS and digital solutions.\nMonitor and analyze market trends, competitive landscape and regulatory environments, feeding structured market and competitive intelligence into the product roadmap.\nCollaborate cross-functionally with product, technical sales, marketing, SaaS operations and customer success partners.\nBuild and sustain strong relationships with key customer decision-makers and internal stakeholders, and return post-deployment with measured value delivered to drive renewal and expansion.\nREQUIRED EDUCATION, EXPERIENCE, & SKILLS:\nFive (5) or more years of quota-carrying software or SaaS sales experience, with proven attainment against a recurring revenue (ARR or MRR) target.\nDemonstrated new-business hunting track record: the majority of pipeline self-sourced through outbound prospecting and market research, rather than inherited accounts, inbound leads or renewal-led growth.\nProven record of winning net-new business and displacing incumbent solutions in accounts with no prior software relationship, including identifying and developing new markets or segments.\nStrong capability in pipeline development, opportunity qualification and forecasting.\nExperience preparing enterprise proposals, RFPs, RFTs or tender submissions, and coordinating cross-functional input into complex, multi-stakeholder bids.\nProven stakeholder mapping and account strategy across complex, multi-site customer organizations, including the ability to reach executive, finance, IT and sustainability stakeholders independently.\nExperience managing long-cycle consultative sales processes of six to twelve months with multiple decision-makers.\nSufficient technical aptitude to become credible quickly in HVAC-R, building systems or energy management, and able to hold a conversation with a facilities engineer and translate technical output into commercial value.\nDemonstrated ability to influence, coach and enable a sales organization without direct reporting authority.\nStrong organizational skills, with experience managing CRM systems, forecasting and pipeline reporting, and driving standardization of sales processes and documentation.\nResilience, self-direction and comfort operating without an established playbook.\nEffective communication skills across customer, team and internal stakeholder groups, credible with both engineers and executives.\nTravel up to approximately 50% is expected, across customer sites, field sales territories and industry events.\nLegal authorization to work in the country of employment; sponsorship will not be provided.\nPREFERRED EDUCATION, EXPERIENCE, & SKILLS:\nSeven (7) or more years of total B2B sales or business development experience, of which at least five (5) are in software, analytics or connected-services subscriptions.\nExperience in HVACR, heating, refrigeration, building systems, energy or related technical sales environments, or a demonstrated record of acquiring deep technical domain knowledge quickly in a previous role.\nDirect experience with building analytics, fault detection and diagnostics, energy management, remote monitoring, or IoT platforms.\nExperience as the first or an early software seller within a hardware-led organization, converting an installed equipment base into recurring digital revenue.\nUnderstanding of decarbonization and compliance drivers, including refrigerant regulation and phase-down, energy reporting and ESG or rating frameworks.\nExposure to contractor and service-partner channels, and to overlay, specialist or partner-sales operating models.\nExperience owning or contributing to enterprise RFP/RFT response processes and standardizing sales enablement documentation, ideally in a platform, analytics or SaaS business.\nFormal training in a modern sales methodology such as MEDDICC, Challenger or Command of the Message, alongside advanced consultative selling, account strategy or CRM-based sales management training.\nRemote Work Arrangement:\nThis role is fully remote sales position. Copeland is committed to fostering a productive and connected culture, so you will have the opportunity to work with your team and leader to understand your team operating principles to collaborate effectively.\nOur compensation philosophy is simple: we pay a competitive base salary, within the local market in which we operate, and reward performance during our annual merit review process. In accordance with Colorado EPEWA, the total compensation (base + bonus target) range for this role is $120,450 - $181,500 commensurate with the skills, talent, capabilities, and experience each candidate brings to a role.\nOur Commitment to Our People\nAcross the globe, we are united by a singular Purpose: Sustainability is no small ambition. That’swhy everything we do is geared toward a sustainable future-for our generation and all those to come. Through groundbreaking innovations, HVACR technology and cold chain solutions, we are reducing carbon emissions and improving energy efficiency in spaces of all sizes, from residential to commercial to industrial.\nOur employees are our greatest strength. We believe that our culture of passion, openness, and collaboration empowers us to work toward the same goal - to make the world a better place. We invest in the end-to-end development of our people, beginning at onboarding and through senior leadership, so they can thrive personally and professionally.\nFlexible and competitive benefits plans offer the right options to meet your individual/family needs: medical insurance plans, dental and vision coverage, 401(k) and more. We provide employees with flexible time off plans, including paid parental leave, vacation and holiday leave.\nTogether, we have the opportunity - and the power - to continue to revolutionize the technology behind air conditioning, heatingand refrigeration, and cultivate a better future. Learn more about us and how you can join our team!\nOur Commitment to Inclusion & Belonging\nAt Copeland, we cultivate a strong sense of inclusion and belonging where individuals of all backgrounds, and with diverse perspectives, are embraced and treated fairly to enable a stronger workforce. Our employee resource groups play an important role in culture and community building at Copeland.\nWork Authorization\nCopeland will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1 with OPT or CPT, H-1, H-2, L-1, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.\nEqual Opportunity Employer\nCopeland is an Equal Opportunity/AffirmativeAction employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.\nIf you have a disability and are having difficulty accessing or using this website to apply for a position, please contact: ","description_format":"text","description_chars":11425,"description_truncated":false,"requirements":{"experience_years_min":7,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Flexible time off","Health insurance","Parental leave"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Industrial Machinery","HVAC & Refrigeration"],"lifecycle":[{"event":"open","at":"2026-10-21T05:54:32Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 7 · green card filings: 1","filings_12m":7,"filings_prev_12m":2,"green_card_filings_12m":1,"median_offered_wage_usd":138750,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":75,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.831,"p_room":0.9,"age_days":6,"expected_fill_days":17,"reasons":["conf:3","win:mid","comp:brand"],"computed_at":"2026-10-21T09:41:07Z"},"pay":{"stated_usd_annual":181500,"is_top_pay":true},"html_url":"https://alion.io/job/copeland-business-development-manager-saas-solutions","json_url":"https://alion.io/job/copeland-business-development-manager-saas-solutions.json","meta":{"generated_at":"2026-10-21T09:41:07Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":13688,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-22T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":1847558},"rest":"https://alion.io/mcp/rest/get_company?id=1847558"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fcopeland-business-development-manager-saas-solutions"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fcopeland-business-development-manager-saas-solutions"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fcopeland-business-development-manager-saas-solutions"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/copeland-business-development-manager-saas-solutions\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fcopeland-business-development-manager-saas-solutions"}]}