Business Development Manager - London

Main duties: 

  • Manage lead generation activities, and outsourced lead generation (as appropriate) for your territory.
  • Follow up on all leads generated through Marketing campaigns and other activities.
  • Develop the sales channel to introduce new Firmstep platform technologies and products in your territory.
  • Close new business on existing and new technologies in line with your personal Sales targets and your Sales forecast.
  • Work with internal consultancy and development teams to identify new revenue opportunities.
  • Ensure regular contact with all accounts, in person, over the phone and via email, to ensure early identification of all new opportunities and potential issues.
  • Respond to RFQ’s, PQQ’s and tenders for your territory.
  • Identify new business opportunities through direct contact, networking, attending exhibitions, etc.
  • Lead customer presentations and demonstrations, working with pre-sales staff, ensuring presentations meet the needs of the target audience.
  • Provide input into, and feedback on Marketing collateral and materials using your market knowledge and insight.
  • Work with Product Managers to help ensure that existing products and technologies continue to be competitive, and to identify areas for innovation.
  • Maintain information in the Firmstep CRM for all accounts in your Territory.
  • Maintain up to date knowledge of local government market and legislation and competitors in our market place.


  • Achieve or exceed agreed sales targets, putting in place suitable action plans to ensure success.
  • Maintain actions plans for all customers in your territory demonstrating how you will achieve or exceed your agreed sales targets.
  • Ensure pipeline coverage meets or exceeds agreed levels at all times.
  • Ensure that the Firmstep CRM is up to date at all times, with details of all Contacts, Opportunities, Activities, Tasks, Wins and Losses.
  • Ensure the Firmstep CRM contains an accurate forecast at all times, with specific focus on Opportunities forecast in the following 3 months.
  • Maintain good knowledge of Firmstep product set and their unique selling points (USPs) over key competitors.
  • Project a positive image of oneself and the Company to others at all times.
  • Ensure effective self-management and organisation.
  • Ensure and maintain a strong internal and external customer service focus.
  • Maintain effective communication with colleagues and the teams.
  • Plan to optimise the achievement of results by showing concern for excellence in customer service at all times.
  • Operate within the Company’s policies, procedures and systems.

Skills and experience:

  • At least 3 years working in a Consultative Sales role in a B2B environment within the IT sector.
  • Proven track record of regularly achieving or exceeding Sales targets, and ability to evidence how your personal approach to planning, forecasting and delivery has led to this success.
  • Proven experience to generate leads through personal action.
  • Experience in a Enterprise sell
  • Strong commercial acumen.
  • Experience of responding to, and winning tenders.
  • Excellent communication skills, both verbal and written, including excellent presentation skills.
  • Experience of presenting solutions to individual customers, and customer groups.
  • Excellent self-motivation, organisation and time management skills.
  • The ability to set personal targets and goals and drive yourself to achieve them by identifying barriers to success early and putting in place plans to overcoming them.
  • A full UK driving license

Desirable Skills:

  • At least 5 years working in a Sales role in the IT Sector, with at least 3 of these years selling software products to the local government sector.
  • Sales experience in an eForms or CRM market.
  • Experience of recording plans and activity in Salesforce CRM or equivalent
  • Previous experience of managing small sales team would be desirable although not a requirement for this specific role.

Additional information:

  • This role is office based, although the company are flexible in allowing the successful candidate to work from home where appropriate
  • Ideal location for candidates would be within the M25
  • Travel within the UK to visit existing or prospective customers is a fundamental requirement of this role. In line with this overnight stays may be required.
  • Salary is dependent on candidates skills and experience.
  • Private Medical Scheme provided on successful completion of probation period & 24 days holiday offered.

Salary is negotiable depending on experience.
Candidates should submit their CV and covering letter to careers@firmstep.com



+44 (0)845 467 2971 (UK)

1-800-882-4043 (US & Canada)



15 Worship Street, EC2A 2DT London - UK



MN-FR 9:00 - 17:30