Business Development Executive at Dirty Hands in Remote (United States)

Job description

• The Business Development Executive will drive new revenue for Dirty Hands by selling our merchandising services to natural CPG brands. This is a hunting role. You will build your own pipeline, run discovery conversations that uncover what a brand actually needs, and move those opportunities from proposal to close.
• Above all, this is an outbound role. That means creating a steady flow of your own opportunities through cold outreach, networking, store-checks, and events. The brands you close will be the ones you went out and found.
• The services you sell help natural CPG brands win on the shelf. Dirty Hands is a known and respected name in the space, backed by real relationships at the store level, so you are reaching out with credibility behind you rather than starting cold every time. Success is measured on one thing, revenue closed. A healthy pipeline is how you get there, but what counts is what gets signed. This role is a strong fit if you have a track record of creating your own opportunities and carrying them through to the close.
• This is a remote role. Regular team and company meetings keep everyone aligned, but you will need to be self-motivated about staying connected the rest of the time. It suits someone who has sold this way before and knows how to stay productive without an office around them.

Responsibilities

• Prospecting & Pipeline Generation
• Build and sustain a self-sourced pipeline through cold outreach, email, networking, store-checks, and industry events, without waiting for leads to be handed over.
• Conduct market research to find emerging brands and untapped opportunities that fit Dirty Hands.
• Represent Dirty Hands at trade shows and networking events, building relationships that convert into qualified opportunities.
• Use store-level data and shelf photos captured by our field teams, along with SPINS data, to surface opportunities and show prospective brands what is happening with their products at retail.
• Discovery & Selling
• Lead discovery conversations that uncover a brand's goals, gaps, and buying criteria before proposing a solution.
• Translate what you learn in discovery into tailored pitches and case studies that show the value of Dirty Hands' merchandising services.
• Deliver sales presentations, pulling in data, case studies, and internal experts when they strengthen the pitch.
• Follow-up, Proposals & Closing
• Own the full deal cycle from first meeting through proposal, negotiation, and signed contract.
• Develop and present proposals that clearly connect Dirty Hands' services to the outcomes a brand is trying to reach.
• Drive consistent follow-up so opportunities keep moving and do not stall between stages.
• Negotiate and close agreements that work for both the brand and Dirty Hands.
• Expansion & Internal Partnership
• Grow existing accounts by spotting new opportunities and turning strong relationships into new revenue.
• Coordinate with strategy and merchandising leadership, pulling them in to shape offers and keeping them informed as deals develop.
• Contribute to lead generation campaigns and pass what you are seeing in the market back to the team.
• Pipeline Management & Reporting
• Keep opportunities accurate and current in our CRM so the pipeline and forecast reflect reality.
• Report on sales activity and progress against targets on a regular cadence.
• Stay current on industry trends, retailer programs, competitor offerings, and Dirty Hands' internal programs to refine how you sell.

Requirements

• Three areas matter most for this role: prospecting and creating your own opportunities, running discovery and selling, and moving deals through follow-up, proposals, and close. Strength across all three is what we look for first, so be ready to show real, specific experience in each.
• Experience
• 3+ years of experience in a business development or sales role. Experience within the natural CPG industry at a brand, broker, or merchandiser is a plus.
• A track record of prospecting and creating your own opportunities, not just working inbound or assigned leads.
• Demonstrated success in discovery and selling, turning what you learn about a brand into a pitch that lands.
• A proven record of carrying deals through follow-up, proposals, and to a signed close, consistently against a target.
• Experience selling services or solutions, not only products, into CPG brands is strongly preferred.
• Prior experience selling in a remote, self-directed role is strongly preferred. This is not a first remote job; you should already know how to run your own pipeline and stay disciplined without in-person structure.
• An existing network of brand or retailer relationships in natural CPG is a strong plus.
• Core Strengths
• Self-motivated and resilient, able to keep building your own pipeline through the grind and the rejection that outbound selling involves.
• A genuine listener who uncovers what a brand actually needs before pitching a solution.
• Persistent through follow-up and negotiation, keeping deals moving without letting relationships go cold.
• Clear and persuasive with the people who own the decision, from a founder or CEO to a VP of sales, and able to make the financial case when a CFO is in the room.
• Disciplined about where you spend your time, and organized enough to run several opportunities at once without dropping any.
• Technical Skills
• Comfortable working in a CRM to manage your pipeline, track activity, and report on progress. We use HubSpot; experience with it is a plus.
• Able to work with syndicated and store-level data, including SPINS, and turn it into a clear, persuasive case for a brand.
• Confident building polished pitches and proposals that hold up in front of brand decision-makers.
• Proficient in Google Workspace or Microsoft Office.

Skills

Required

• Self-motivated and resilient
• Genuine listener
• Clear and persuasive communication
• Disciplined time management

Preferred

• Experience with HubSpot
• Experience with SPINS data

Benefits

• Competitive pay with eligibility for yearly merit-based wage increases.
• Eligibility for commission.
• Comprehensive benefits package including partially company-paid medical insurance, and fully company-paid dental, vision, life and disability insurance.
• FREE First Stop Health: virtual care and mental health coverage.
• Three weeks of paid time off per year. In addition to paid time off, 9 paid holidays and one additional floating holiday.
• 401k plan with company match.
• Use of company-owned devices to complete assigned tasks.
• An exceptional company culture with opportunities for engagement and growth.
• This position has a full salary range of $68,500 - $108,000 per year with eligibility for commission. Starting salary is based on a variety of factors including, but not limited to, geographic location and experience. The target hiring range for this role is $68,500 - $85,000.
• 68,500 - 85,000 USD per year (Remote (United States))