Senior Business Development Executive
Enterprise Sales | IT Staffing & Technology Services
Location: Hybrid | Salt Lake City, Utah-based territory
Build a Book of Business That Compounds
Growth here is earned one trusted client relationship at a time. We’re looking for a hunter-minded, consultative sales professional who can open net-new accounts, win meaningful technology staffing and services engagements, and turn those first wins into long-term, revenue-generating partnerships.
This is more than a transactional sales role. You’ll own the path from first conversation through signed agreement, successful delivery, and account expansion. You’ll diagnose business and hiring challenges, shape the right engagement, and build a reputation clients trust. The goal is not simply to win business—it’s to keep it, grow it, and create success stories that help open the next door.
About the Role
As Senior Business Development Executive, you will lead new-client acquisition and account growth across a Salt Lake City-based territory. You will build and manage your own book of business, developing relationships with technology leaders and business decision-makers who need specialized technical talent, consulting, or project-based support.
You will work closely with leadership and delivery to qualify opportunities, scope searches and engagements, establish appropriate commercial terms, and ensure the work we win is work we can deliver exceptionally well. This role carries meaningful ownership and autonomy, with decisions close to the people responsible for client strategy and execution.
What You’ll Do
Build a qualified pipeline of new business through targeted outbound prospecting, networking, referrals, and strategic outreach.
Break into net-new enterprise and mid-market accounts, developing relationships with hiring managers, technology leaders, executives, and other decision-makers.
Own the full sales cycle—from research and first contact through discovery, qualification, proposal, negotiation, agreement, and close.
Diagnose client business and talent needs; challenge vague requirements, shape searchable roles, and recommend the right staffing, consulting, or project engagement model.
Build, manage, and expand a book of business by generating initial wins, earning repeat business, and increasing revenue within existing accounts.
Develop and execute strategic account plans that deepen relationships, broaden access, and identify new opportunities across client organizations.
Use structured sales and qualification methodologies, such as MEDDICC or comparable frameworks, to assess fit, navigate buying processes, and advance opportunities.
Partner with recruiting, delivery, and account support to ensure searches are properly scoped and staffed with candidates who meet the technical requirements and the client’s working style.
Manage pricing, margin, expectations, and client feedback with sound commercial judgment; recognize and walk away from engagements that are not a strong fit.
Maintain accurate CRM activity, pipeline visibility, forecasts, and account plans.
Share market intelligence—including skill demand, compensation trends, hiring patterns, and competitor activity—to inform pursuit strategy and the firm’s areas of focus.
Develop and execute strategic territory plans, identifying target accounts, key decision-makers, and opportunities for market penetration.
Generate qualified staffing and consulting opportunities by identifying client hiring needs, developing job requisitions, and understanding the technical, financial, and operational requirements of each engagement.
Conduct consistent outbound prospecting through cold calling, email, LinkedIn, networking, referrals, and industry events.
Negotiate staffing rates, placement fees, master service agreements, and other commercial terms while maintaining appropriate profitability and protecting company interests.
Navigate enterprise procurement processes, including MSP/VMS environments, vendor onboarding, and supplier qualification.
Maintain accountability for individual sales objectives, including new-client acquisition, qualified opportunities, revenue generation, gross profit, and account expansion.
What You Bring
A proven record of opening and growing B2B accounts in technology staffing, recruiting, IT consulting, or related technology services.
Demonstrated results converting prospect relationships into signed business and building client relationships that produce repeat and expanding revenue—not activity metrics alone.
Working knowledge of how technology organizations hire across areas such as software engineering, cloud, cybersecurity, data, infrastructure, and enterprise systems.
Strong consultative selling skills, including discovery, opportunity qualification, written proposals, negotiation, and executive-level communication.
The ability to own a full sales cycle from first outreach through contract, delivery handoff, and account expansion.
Experience navigating complex sales cycles, overcoming objections, and engaging senior decision-makers.
Familiarity with structured sales methodologies such as MEDDICC, or the ability and willingness to apply a disciplined qualification framework.
Sound judgment, resilience, personal accountability, and comfort operating with autonomy in a growing organization.
Strong organization and CRM discipline, with the ability to manage pipeline, priorities, and account plans consistently.
Three to five or more years of successful B2B sales experience, ideally in technology staffing, recruiting, IT consulting, or related professional services.
Demonstrated success meeting or exceeding sales quotas, acquiring new clients, and generating measurable revenue growth.
Experience selling staffing, recruiting, IT consulting, or professional services, with an understanding of the economics and operational processes associated with staffing engagements; direct IT staffing experience is strongly preferred.
Ability to understand and qualify technology hiring requirements across software development, cloud, cybersecurity, data, infrastructure, and enterprise applications.
Experience negotiating bill rates, placement fees, staffing agreements, and other commercial terms.
Experience developing territory strategies and independently building a pipeline through consistent outbound prospecting.
Familiarity with MSP/VMS programs, procurement processes, and enterprise vendor management environments is a plus.
What Sets You Apart
You are both a hunter and a relationship builder: you create new opportunities and know how to turn wins into lasting client partnerships.
You focus on solving business problems, not simply filling orders or pushing resumes.
You bring structure to complex opportunities while remaining persistent, adaptable, and accountable for outcomes.
You understand that long-term client trust, delivery quality, and commercial discipline are essential to sustainable growth.
The Environment & Opportunity
You’ll work alongside a small, engaged leadership team in a focused IT staffing and technology services practice. You’ll have access to recruiting and account-support resources once an engagement is underway, along with a CRM, outreach tools, and business-development resources for appropriate travel, events, and research. Client strategy, pricing, pursuit decisions, and account planning stay close to the work.
Direct access to decision-makers and a meaningful voice in how the business grows.
The opportunity to build and own a substantial, compounding book of business.
A practice focused on specialized technology talent and services rather than commodity volume.
Room to influence account strategy, pricing, and market focus as the business expands.
A high-impact role where individual performance is visible in the results of the company.
Our Values
We value Putting People First, Integrity & Ethics, Growth, Accountability, Respect, and Continuous Improvement. We’re looking for someone whose personal standards align with those values and who brings them into the way they work with clients, colleagues, and candidates.
Available Benefits
Medical Benefits (Platinum level plans available)
Work from home / Hybrid / Onsite options
PTO
Holiday Pay
VTO
401K
Charitable Match
Training reimbursement.
About KēSTA I.T.
Our name says it all; KēSTA I.T. (Keys-to-I.T.) AND our people are our keys to our success!
KēSTA I.T. is a premier Utah-based technical staffing and consulting services firm. We specialize in temporary and permanent placement of Software, Hardware, Network, Cloud, CRM/ERP, Data, End-User Support, Web, and Executive/Leadership-based positions on a full-time and consulting basis.
If you're interested in a role where top performance is rewarded, personal time is valued, and excellence is demanded at every level, we want to talk to you today!
Where do you want to go? We've got the keys! ~ KēSTA I.T.
WWW.KeSTAIT.COM