{"id":3901493,"url":"https://alion.io/job/mesa-labs-principal-business-development-manager","title":"Principal Business Development Manager","company":{"id":2800669,"name":"Mesa Labs","domain":"mesalabs.com","url":"https://alion.io/company/mesalabs","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"UltiPro","truth_index":null},"role":"Management","role_family":"Management","seniority":"lead","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":157500,"max":197125,"currency":"USD","period":"year","gross":null,"usd_annual":197125},"salary_estimate":null,"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[],"status":"live","first_seen_at":"2026-10-09T18:48:09Z","employer_posted_date":"2026-10-09","last_verified_at":"2026-11-11T21:38:30Z","board_verified":true,"closed_at":null,"days_open":33,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":33},"description":"Are you looking for an opportunity to make a difference? At Mesa Labs we’re passionate about protecting the vulnerable by enabling scientific breakthroughs, ensuring product integrity, increasing patient and worker safety, and improving quality of life around the world.\nAt Mesa Labs we offer competitive wages, including potential bonus opportunities, equity awards, commission, and a comprehensive benefits package based on the position.\nBase Compensation Range: $157,500.00- $197,125.00\n*In addition, you qualify for:\nAnnual equity award of $17,500\nCommission is 2% of sales back to dollar 1\nOutstanding Benefits and Perks\n We are proud to offer a variety of benefits that meet the diverse needs of our employees:\nEligible for benefits the first day of the month after you start\nTiered Medical, Dental and Vision Insurance options, Health savings (HSA), healthcare & dependent care flexible spending (FSA) accounts\nCompany paid short term and long-term disability (unless covered by a state disability plan)\nCompany paid life insurance and AD&D\nFlexible Time Off Policy\nPaid sick leave of 48 hours per calendar year\nEligible employees may receive four (4) weeks paid Care Giver leave after 1 year of service or in accordance with state leave laws\n401(k) plan that provides a 4% Safe Harbor company match on a 4% employee contribution that begins on Day 1\nEmployee Wellness and Financial Assistance Resources through Cigna and NY Life\nNine (9) paid company holidays per year\nOur Calibration Solutions portfolio uses the principles of advanced metrology to enable customers to measure and calibrate critical parameters in applications such as Environmental and Process Monitoring, Dialysis, Gas Flow, Air Quality, and Torque Testing.\nJob Summary\nThe Principal Business Development Manager is responsible for driving revenue growth through the acquisition of new customers and the development of previously untapped market segments. This role serves as a strategic hunter, identifying, qualifying, and converting prospective customers that are not currently doing business with the organization.\nThis position is exclusively focused on new logo generation and white space market expansion. The incumbent will build executive-level relationships, develop targeted market penetration strategies, and lead complex sales pursuits from prospect identification through contract execution. The role does not maintain, service, or grow existing customer accounts and is measured primarily on new customer acquisition and new revenue generation.\nDuties/Responsibilities\nGenerate and close new business opportunities with customers that have no existing commercial relationship with the company.\nDevelop and execute territory and account penetration plans focused on targeted industry segments, geographic regions, and strategic growth markets.\nIdentify and engage key decision-makers, influencers, and executive sponsors within target organizations.\nCreate and maintain a robust pipeline of qualified prospects capable of achieving annual revenue growth objectives.\nLead complex sales cycles from initial outreach through negotiation, contracting, and handoff to account management teams.\nWhite Space Market Development\nIdentify underserved markets, emerging industries, and new applications for company products and solutions.\nDevelop strategic approaches to penetrate new market segments and customer groups.\nGather competitive intelligence and market insights to inform business development strategies.\nPartner with marketing to refine messaging, campaigns, and value propositions for new target markets.\nRepresent the company at industry conferences, trade shows, networking events, and customer meetings to create awareness and generate opportunities.\nStrategic Sales Leadership\nEstablish executive-level relationships with prospective customers.\nBuild compelling business cases that demonstrate value and differentiation.\nLead customer discovery efforts to understand unmet needs and strategic objectives.\nDevelop account strategies for high-value prospects and coordinate internal resources to support pursuit activities.\nNegotiate commercial terms and facilitate contract execution.\nCross-Functional Collaboration\nPartner closely with Product Management, Marketing, Technical Sales, and Operations to support new market entry initiatives.\nEnsure seamless transition of newly acquired customers to account management and customer success teams following onboarding.\nProvide market feedback to support product roadmap development and strategic planning.\nExperience/Education\nBachelor's degree in Business, Marketing, Life Sciences, Engineering, or related field or a relevant combination of education and experience. \n10+ years of business development, strategic sales, or commercial experience with a demonstrated focus on new customer acquisition.\nKnowledge and Skillsets Required\nProven track record of consistently exceeding new business revenue targets.\nExperience leading complex consultative sales cycles involving multiple stakeholders and decision-makers.\nDemonstrated ability to open doors and build relationships at executive levels.\nStrong negotiation, presentation, and influencing skills.\nExperience working independently in a highly visible, growth-oriented role.\nPreferred\nAdvanced degree (MBA, MS, or equivalent).\nExperience within life sciences, healthcare, diagnostics, laboratory services, manufacturing, building/environmental management systems or technology sectors.\nExperience launching products or entering new market segments.\nFamiliarity with CRM systems, market intelligence tools, and business development\nPhysical Demands:\nSitting: Often for extended periods at desks or meetings.\nStanding or walking: Occasionally for meetings or office tasks.\nUsing computers: Typing and using office equipment.\nLifting: Light, less than 10 pounds.\nRepetitive motions: Frequent use of keyboard and mouse.\nTravel: as required to locations and clients with both domestic and international travel\nEnvironmental Conditions:\nWorkspace: Climate control (air conditioning or heating) to ensure comfort.\nLighting: Adjustable lighting to reduce eye strain.\nNoise Levels: The noise level is moderate, with occasional interruptions from phone calls and conversations. Use non-canceling headphones if necessary.\nErgonomics: Workstations with desk and adjustable chairs to support good postures.\nVentilation: Good ventilation to ensure a comfortable working environment, though this can vary depending on the building.\nMesa Labs is an Equal Employment Opportunity Employer.\nMesa Labs prohibits unlawful discrimination and harassment against applicants or employees based on age, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law. 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