Senior Business Development Manager

Codurance · Manchester, UK

Base: £75K–£90K
OTE: Not disclosed
Posted: 1mo ago

Still open · checked 2h agoon Codurance's careers page

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The job

What you'd do: Hunter role selling consultative software delivery consultancy to CTOs, CIOs and boards, often at PE-backed businesses. You build pipeline from a standing start and own deals through to signature.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 31 days. Normal, but not fresh.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Codurance? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

About Codurance Codurance is a software delivery consultancy that partners with technology and engineering leaders to build, modernise and scale the software that underpins their business. A significant part of our client base is private equity-backed: we help CTOs and boards de-risk technical due diligence, stabilise and integrate engineering after acquisition, and build the delivery capability and platforms that support growth and exit readiness. The role We're hiring a hunter, not a farmer. This role owns new-business generation end-to-end, building and converting a qualified pipeline and signing new business contract value through consultative, value-led selling to CTOs and boards. You'll be measured on the pipeline you generate, how well you convert it, and the contract value you close. Sales experience and the ability to sell consultatively at CTO and board level matter far more than sector background. That said, many of our clients are private equity-backed, so an understanding of the PE lifecycle or experience selling into PE-backed businesses is a genuine benefit, not a requirement. What you'll do - Build and convert a qualified new-business pipeline from a standing start, prospecting, qualifying and progressing opportunities through to signature - Sell consultatively to CTOs, CIOs and boards, understanding their commercial priorities and shaping a value-led case rather than pitching features - Own the full sales cycle for complex, high-value consultancy engagements, including multi-stakeholder buying processes - Manage and report a personal pipeline against clear targets for pipeline generation, conversion and signed contract value - Work alongside delivery and technical leads to shape proposals and commercial terms - Build a network of relevant introducers and referral sources to keep pipeline flowing Requirements What you'll bring - A strong track record in new-business sales, ideally selling complex, high-value B2B services with a considered, multi-stakeholder sales cycle - Genuine consultative selling ability, comfortable engaging CTOs, CIOs, and boards as peers and building a value-led commercial case, not a product pitch - Demonstrable success building and converting a pipeline from scratch against pipeline, conversion and revenue targets - Confidence navigating senior, technical and non-technical stakeholders within the same deal - Strong commercial acumen and the ability to translate technical delivery into business value Nice to have - Experience selling into, or working with, private equity-backed businesses, and an understanding of the PE lifecycle and value-creation levers (acquisition, buy-and-build, scale-up, exit prep) - An existing network of relevant introducers, PE operating partners, portfolio company leadership, and advisory firms - Experience selling software engineering, delivery, or technology consultancy services specifically Benefits - £75,000 – £90,000 base salary, depending on experience, plus uncapped commission - Hybrid working, ideally based across the Manchester / Leeds corridor - A senior, high-autonomy new-business remit with no account-management dilution; pure hunting focus - Genuine earning upside with no cap on commission - Codurance's culture of engineering craft and coaching, giving a strong, differentiated story to sell

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