Business Development Manager

Job Purpose

The Role

This is not a typical enterprise software sales role.

We're seeking a commercially driven hunter with deep expertise in regulated industries, a strong professional network, and a proven ability to open doors, build executive relationships, and win new business.

You'll be responsible for developing your own pipeline, identifying high-potential target accounts, and leading complex enterprise sales opportunities from prospecting through to close. Working closely with Marketing, Presales, Product, and Customer Success teams, you'll help shape TimeArc's growth strategy whilst delivering measurable revenue impact.

About TimeArc

TimeArc helps organizations manage, govern, and deliver complex, high-value content where accuracy, traceability, version control, and regulatory confidence are essential.

The solution serves specialized markets including audit and accounting, tax, and standards and regulatory organizations.

Job Overview

Key Responsibilities

• Develop and execute a new-logo sales strategy for TimeArc within assigned industries and territories.
• Build and maintain a prioritized target-account plan based on industry knowledge, market relationships, and commercial potential.
• Engage senior business, content, methodology, technology, compliance, and innovation leaders.
• Lead discovery conversations that connect content challenges to revenue, efficiency, risk, regulatory requirements, and AI readiness.
• Develop compelling business cases that demonstrate the financial and operational value of TimeArc.
• Manage the complete enterprise sales cycle, from account development and qualification through solution validation, commercial negotiation, and close.
• Partner closely with BDRs, Marketing, Presales, Product, Customer Success, and executive sponsors.
• Coordinate industry campaigns, events, webinars, partner activity, and account-based marketing programs.
• Maintain accurate opportunity data, next steps, close dates, risks, and forecasts in Salesforce.
• Use MEDDPICC or a comparable enterprise qualification framework to assess and advance opportunities.
• Provide structured market feedback to Product and Marketing on buyer needs, competitive activity, messaging, and emerging use cases.
• Develop trusted relationships that create opportunities for long-term customer growth.

Skills & Experience

• Sales Background: Proven success selling enterprise technology, information solutions, or professional services into:

  • Audit & accounting firms

  • Tax advisory firms, corporate tax functions, or government tax authorities

  • Standards development & regulatory organizations

• Industry Knowledge: Strong understanding of target buyers, operating models, terminology, priorities, and purchasing processes.

• Networking & Targeting: An established professional network with the ability to identify credible target accounts and buyer personas.

• Business Development: Success driving new business, generating opportunities, and managing complex, long enterprise sales cycles with multiple stakeholders.

• Value-Based Selling: Experience developing business cases, engaging business/technical stakeholders, and translating technical features into business outcomes.

• Core Sales Execution: Strong discovery, executive communication, negotiation, opportunity management, pipeline management, accurate forecasting, and consistent quota achievement.

• Collaboration: Comfortable working within an international, cross-functional team environment.

Preferred Experience

• Domain & Tech Exposure: Background in content tech, structured content, knowledge management, workflow, compliance, AI, or digital transformation.

• Specialized Knowledge: Familiarity with audit trails, effective dates, point-in-time content, content governance, metadata, jurisdictional complexity, and explainable AI.

• Sales Methodology & Tools: Experience using Salesforce, account-based selling, and MEDDPICC.

• Key Relationships: Pre-existing relationships with senior decision-makers in the target industries.

What Success Looks Like

During the first six months, the successful candidate will:

• Develop a focused territory and target-account plan.
• Activate existing industry relationships and create new executive-level conversations.
• Build qualified pipeline across the assigned TimeArc verticals.
• Establish a clear point of view on the business problems TimeArc solves.
• Work with Marketing and the BDR team to improve industry messaging and campaign performance.
• Progress qualified opportunities through a disciplined and visible sales process.

Longer term, success will be measured by:

• New-logo bookings
• Qualified pipeline creation
• Forecast accuracy
• Strategic account penetration
• Contribution to TimeArc’s growth strategy.

Why Join

Content is becoming increasingly important to AI, regulatory compliance, customer experience, and enterprise decision-making. TimeArc provides organizations with the structure, governance, traceability, and control needed to use critical information confidently.

This is an opportunity to help build a focused growth business, shape its market strategy, and bring a differentiated solution to industries where trustworthy content directly affects business performance.

Life at RWS

Life at RWS- If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS.

Our purpose is to unlock global understanding. This means our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong. We want every employee to grow as an individual and excel in their career.

In return, we expect all our people to live by the values that unite us: to partner, putting clients fist and winning together, to pioneer, innovating fearlessly and leading with vision and courage, to progress, aiming high and growing through actions and to deliver, owning the outcome and building trust with our colleagues and clients.

RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics.

RWS Values

Recruitment Agencies: RWS Holdings PLC does not accept agency resumes. Please do not forward any unsolicited resumes to any RWS employees. Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.