Business Development Officer / Sales / iOT & Manufacturing / Remote / CA

Business Development OfficerOur client is a global leader in the IoT space for retail loss prevention, operations management, and analytics, with headquarters based in South OC, California. They maintain a strong presence across the globe, with offices in the UK, Australia, China, Hong Kong, Germany, France, and Canada. They are urgently seeking a Business Development Officer (BDO) to join the leadership team and help expand their reach in the IoT space.

The right candidate will be responsible for driving net-new revenue growth through strategic prospecting, new logo acquisition, and expansion of Gatekeeper's presence within targeted retail segments. This role owns the front end of the growth engine—identifying, developing, and closing complex sales opportunities while building trusted relationships with senior decision-makers.ResponsibilitiesOwn and execute a net-new business development strategy within assigned territories, verticals, or strategic accountsBuild and maintain a strong pipeline through proactive prospecting, networking, and market engagementLead complex, consultative sales cycles from discovery through close, including multi-stakeholder and executive-level engagementsClearly articulate Gatekeeper's value proposition and ROI across operational, financial, and risk-reduction dimensionsIdentify opportunities for cross-sell and upsell of products and services to maximize customer lifetime valueNavigate RFPs, pricing strategy, proposals, and contract negotiations in partnership with internal stakeholdersDevelop deep understanding of customer business models, pain points, and industry trendsProvide competitive and market intelligence to inform product positioning and go-to-market strategyPartner with Marketing on campaigns, trade events, and targeted outreach initiativesCollaborate with Product, Technical, and Customer Success teams to ensure solutions are sold accurately and implemented effectivelyProvide structured debriefs and insights from customer meetings to internal teamsDeliver accurate sales forecasting and pipeline reporting through CRM systemsMUST HAVE SKILLS / QUALIFICATIONS7+ years of B2B sales or business development experience, preferably in retail, loss prevention, SaaS, or technology-enabled solutionsProven success selling complex, high-value solutions with multi-year contracts to senior and executive-level buyersDemonstrated ability to generate pipeline and close net-new business, with a consistent history of meeting or exceeding revenue targetsExperience selling into retail environments (including big box, grocery, specialty retail, or multi-site operators) strongly preferredStrong understanding of retail operations, asset protection, store systems, and data/privacy considerationsExperience managing RFPs and navigating long, consultative sales cycles involving multiple stakeholdersExperience with retail technology, loss prevention, computer vision, biometric systems, security solutions, or SaaS/capital solutionsComfortable operating independently with high accountability for results in a fast-paced, growth-oriented environmentConsultative, data-driven, and highly organized, with strong CRM discipline and forecasting accuracyExecutive presence with exceptional communication, presentation, and influence skillsEntrepreneurial mindset with a strong bias toward action, ownership, and resultsRemote (US based) with regular travel up to 50% to customer sites and industry eventsEDUCATION AND/OR EXPERIENCEA Bachelor's degree in Business, Marketing, Finance, or a related field preferredEquivalent combination of education, training, and relevant business development or sales experience will be consideredAdvanced coursework or certifications in sales, negotiation, or leadership (e.g., professional sales training, executive education) a plusTHE OFFER140-175k Base salaryFull benefits - Health, Medical, Dental, Vision401KLarge commissions / bonusesAbility to work remotelyTravel ExpensesSpecialization: Sales / Business Dev