Business Development Lead

Reports to: Sales Manager Department: Marketing & Sales Dept. Contract Type: Full-time Location: Remote About Lumorus Lumorus was founded in London, UK, in 2013 as RSPE Ltd. and rebranded as Lumorus in 2019. Today, we operate as a global consultancy supporting organisations across multiple markets and jurisdictions. Lumorus focuses on governance, Company Secretary Services, Responsible Impact (ESG) and advisory services supporting organisations across Europe, Africa, Asia, the Caribbean, Canada, the Middle East and other international markets. At the moment, we work across three core practice areas: Governance Practice Company Secretary Services Responsible Impact Practice (ESG Social Impact) Through these practices, we support boards, leadership teams and organisations to strengthen governance, accountability and organisational resilience. Our work helps clients improve board effectiveness, manage governance and compliance responsibilities, strengthen company secretarial operations and embed responsible business practices into how their organisations operate. Our approach is practical and tailored to each organisation. We combine advisory expertise, company secretarial support, governance technology and responsible business services to help clients respond to increasing regulatory, stakeholder and organisational demands. At Lumorus, we believe good governance should go beyond paperwork and compliance. It should create stronger accountability, support better decision-making and contribute to more resilient organisations. Our wider philosophy is captured in our slogan: Being Good is Better for Business. Our Culture Lumorus is a collaborative and growing business. We look for people who are open to different perspectives, willing to contribute ideas and committed to delivering high-quality work. Trust, authenticity and collaboration are important to how we work with each other and with our clients. As a growing consultancy, our environment can be fast paced and priorities can evolve quickly. This gives team members the opportunity to work across different areas, take ownership of their work and gain exposure to real client and business challenges. For the right person, Lumorus provides an opportunity to contribute to meaningful work across governance, responsible business and company secretarial services while developing practical experience within an international consultancy.

Job Summary The Business Development Lead will win new business, grow existing client relationships and own their sales targets and pipeline. This hands-on role has no people-management responsibilities. The post holder will handle prospecting, qualification, proposals, negotiations and closing. Working with the Marketing Manager and other marketing experts, they will match client needs to Lumorus’s services and products, maintain reliable sales forecasts and hand over agreed work to delivery teams.

Responsibilities Sales Planning and Business Development Plan and carry out sales activity aligned with agreed revenue priorities, target markets and service offerings. Research prospective clients, decision-makers and new business opportunities. Agree individual sales targets and account priorities with the CEO, and take responsibility for progress against them. Prospecting and Lead Qualification Generate and follow up leads through LinkedIn outreach, email, calls, referrals and networking. Assess client needs, commercial fit, decision-making processes and likely purchase timelines. Work with the Marketing Manager on lead handover, outreach messaging and follow-up campaigns. Client Engagement and Sales Representation Conduct discovery meetings and present relevant Lumorus services and products. Coordinate product demonstrations, including CoSec Hub, with the relevant teams. Build relationships with prospective and existing clients and address sales enquiries promptly. Proposals, Negotiation and Closing Prepare proposals and quotations with practice leads and Finance, confirming scope, capacity and pricing. Manage proposal follow-up, respond to objections and negotiate within agreed authority. Obtain required internal approvals before committing to pricing, terms or delivery dates, and secure signed agreements. CRM, Pipeline Management and Forecasting Keep Zoho CRM records current, including contacts, opportunities, stages, next actions and expected close dates. Maintain regular follow-up and review stalled opportunities and reasons for lost business. Report pipeline progress, sales results and revenue forecasts to leadership. Account Growth and Delivery Handover Identify repeat business, renewal, cross-selling and upselling opportunities with existing clients. Hand over agreed scope, client expectations and commercial terms to delivery and Finance teams.

Requirements Minimum

Requirements A bachelor’s degree or diploma in Business, Sales, Marketing or a related field, or equivalent relevant experience. Minimum 3 years’ relevant B2B sales or business development experience, including ownership of individual targets and a sales pipeline. A proven record of winning business and meeting agreed sales targets. Experience managing the full sales process, from prospecting and qualification through proposals, negotiation and closing. Strong client communication, presentation and negotiation skills, including proposal writing and engagement with senior decision-makers. Hands-on experience with Zoho CRM and relevant Zoho Suite tools, or comparable platforms, with the ability to maintain accurate pipeline records and sales forecasts. Ability to work independently towards sales targets and coordinate opportunities with Marketing, practice leads and Finance. Sound commercial judgement, including the ability to assess pricing, discounts, profitability and opportunity risks. Ability to develop strategic account plans, manage complex buying processes and build relationships with multiple client stakeholders. Experience developing referral partnerships, professional networks or other channels that generate business opportunities. Experience selling consultancy, professional services or technology products, with the ability to explain technical offerings in terms of client needs and business outcomes. Strong organisation and reporting skills, with the ability to manage concurrent opportunities and work independently in a remote environment. Desirable Skills & Attributes Familiarity with governance, Company Secretary Services and Responsible Impact (ESG). Experience selling across different countries and adapting approaches to local markets and client expectations. Experience presenting software demonstrations and explaining subscription-based offerings. Ability to use sales automation and AI tools responsibly for prospect research, outreach and analysis. Relevant professional qualifications or certifications in sales, negotiation or account management. A consultative approach, with the curiosity and listening skills to understand clients’ underlying needs. Resilience and persistence when handling objections, setbacks and lengthy sales cycles. Confidence to challenge unrealistic expectations and protect commercially sound decisions. Initiative and accountability, with disciplined follow-up and ownership of commitments. This job description is intended as a general guide to the scope of the post and is not intended as an exhaustive list. It may also change in line with business needs but with consultation with the post holder. And finally... Our Ethos and Culture Self-sufficient team player with a proactive, ‘can do’ attitude and the confidence and ability to prioritise work and drive projects and tasks forwards. Collaborative and personable. We are a small company so collaboration within and between teams and with our members is essential. Flexible and adaptable. The nature of our business means priorities can sometimes change at short notice. We need to thrive on these changes and not let them hold us back. Responsible and accountable. Being small, we all need to take responsibility for our own workload and be accountable for all outputs. Embrace diversity and new ways of thinking. We live and breathe diversity, so we need to respect, embrace and advocate it in all areas of our work. Brave & Courageous. We are people who stand up for what we believe in. We aren’t afraid to challenge the status quo or suggest new ways of doing things.