| Detail | For this role |
|---|---|
| Department | Sales and Business Development |
| Level | Mid level |
| Reports to | Business Development Manager |
| Direct reports | None |
| Experience | 3 to 6 years in business development or B2B sales |
Senior Business Development Executive job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Senior Business Development Executive
Department: Sales and Business Development
Reports to: Business Development Manager
Location: [City], [office, branch or site]
About the role
A Senior Business Development Executive wins new business with more independence and a larger pipeline than a business development executive, handling bigger prospects and complex deals. They generate and qualify leads, run the sales process end to end and close deals to target. A good senior business development executive builds a strong pipeline, closes consistently and can mentor junior colleagues. The role reports to a business development or sales manager and is a step toward business development management.
Key responsibilities
- Generate and qualify new business leads through outreach, referrals and networking.
- Run the full sales cycle for larger prospects from first contact to close.
- Understand prospect needs and pitch a tailored solution and value.
- Prepare proposals and quotations and present to decision makers.
- Negotiate terms and close deals to meet the new business target.
- Build and manage a healthy pipeline in the CRM with accurate stages.
- Handle more complex or larger deals than a junior executive.
- Build relationships and nurture prospects until they are ready to buy.
- Support and mentor junior business development executives on their deals.
- Report pipeline, wins and forecast to the reporting manager.
Requirements
- Graduate in business, commerce or any discipline
- MBA in sales or marketing is an advantage
- Proven record of winning new business
- 3 to 6 years in business development or B2B sales
KRAs and KPIs for a Senior Business Development Executive
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| New business | New business revenue meets the assigned target each quarter |
| Pipeline | Qualified pipeline held at the agreed multiple of target |
| Conversion | Lead to deal conversion kept above the agreed level |
| Deal size | Average deal size grown to the agreed target |
| Proposal quality | Proposals sent on time with win rate on target |
| CRM hygiene | Pipeline kept accurate and current in the CRM |
Skills and tools
Tools used day to day: CRM platform, LinkedIn Sales Navigator, Email outreach tools, MS Excel, Proposal tools.
Reporting line and career path
Next roles: Business Development Manager, Key Account Manager, Corporate Sales Manager
Interview questions for a Senior Business Development Executive
- How do you build a pipeline of larger new business?
- How do you run a complex deal from first contact to close?
- How do you qualify a bigger prospect before investing time?
- How do you handle a long deal that keeps stalling?
- How do you mentor a junior business development executive?
- Tell me about the largest deal you closed and how.
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What does a senior business development executive do?
A senior business development executive wins new business with more independence and a larger pipeline than a junior executive. They generate and qualify leads, run the full sales cycle for bigger prospects, prepare proposals, negotiate and close deals to target. They handle complex deals, build relationships and often mentor junior colleagues on the way to a management role.
What is the difference between a BDE and a senior BDE?
A business development executive handles smaller deals with more guidance while learning the sales cycle. A senior business development executive takes bigger prospects and complex deals with more independence, carries a larger target and may mentor juniors. The senior role is a step up in scope and autonomy on the path to business development management.
How do you move up from senior BDE?
Close consistently, grow your deal size and pipeline, and show you can handle complex deals on your own. Start mentoring juniors and understanding the wider sales strategy. Most companies promote senior executives who deliver for a couple of years and show leadership potential into business development manager or key account roles, so a strong closing record is key.