Business Development Manager

Nov 27, 2025

About Us:

At C&R, we are driven by a bold vision: enabling businesses to do the right thing, creating a cleaner, safer, and better world for everyone. Our mission is powered by cutting-edge AI technology and deep subject matter expertise, simplifying risk and regulatory compliance for our global customers. With our innovative platform, we empower businesses to confidently plan ahead, enter new markets, and protect their brands.

 Our culture is built on trust, innovation, collaboration, and respect. We value diverse perspectives and foster an environment where everyone thrives. Our promises extend to our people, customers, and the world. For our team members, we provide leadership opportunities, career growth support, and a workplace you’ll be proud to call home. For our customers, we deliver the most powerful platform backed by expert insights to help them succeed. And for the world, we empower global companies to create sustainable products safely and ethically in an ever-changing landscape.

Join us as we continue to transform compliance into a competitive advantage and make a lasting impact on businesses worldwide.

Our Values:

All employees should continually promote legacy of Company Culture through demonstrating its values – 1. Trust 2. Respect 3. Winning Together 4. Innovation

Compliance & Risks is an Equal Opportunities Employer.

Purpose:

As a Business Development Manager (BDM) at Compliance & Risks, you will drive new-name revenue growth through strategic, consultative sales execution. Hungry to succeed and eager to expand our market presence, you will target Enterprise-level clients, manage complex sales cycles, and generate high-impact opportunities. Combining strong business acumen with a tech-savvy mindset, you will operate independently across your territory, craft tailored solutions that address client needs, and contribute to the ongoing evolution of our sales strategy. Articulate and polished in communication, you will build trusted relationships with senior stakeholders, influencing key decision-makers and advancing our position as a market leader in compliance intelligence.

Responsibilities:

• KRA 1 – Sales Lead Generation, Pipeline and Follow-up:
• Independently drive new-name sales prospecting through AI-driven lead research, outbound campaigns, referrals, and events.
• Leverage advanced AI and PLG-supportive tools for account mapping, usage analysis, and data-driven targeting.
• Advance qualified opportunities smoothly through to Discovery, leveraging strong questioning techniques and structured frameworks to uncover business needs and establish clear next steps.
• Progress Discovery conversations through to a mutually agreed deal execution plan, maintaining momentum and ensuring both parties have alignment on objectives and deliverables.
• Ensure that you follow up assigned leads to you from marketing, Business Lines, your own prospecting and the Exec team within the agreed time frame. 
• Generate and follow through your own target number of qualified opportunities as per your KPIs in the following ways :-
  • Networking
  • Prospecting
  • Cold calling
  • Linked In
  • Attending and presenting at Seminars, Conferences and Webinars
  • Reviewing accounts with Account Manager for opportunities
• Demonstrate ability to build a robust sales pipeline from a blank sheet of paper, proactively identifying and qualifying new opportunities using data-driven and AI-enhanced tools.
• Maintain an active opportunity pipeline as per the KPIs.  Ensure your progress on leads and pipeline is detailed to the agreed standard in the CRM so that reporting and analysis can be done accurately
• Manage a large and complex opportunity pipeline in HubSpot/Salesforce, with high accuracy in forecasting and deal progression analysis.
• Work closely with Sales Operations to ensure that you have an accurate sales forecast.
• KRA 2- Market, Buyer & Product Savvy:
• Demonstrates clear understanding of manufacturing and regulatory personas, including their workflows, objectives, and critical KPIs; leverages this insight to tailor messaging and engagement strategies.
• Accurately maps prospects to relevant case studies, use cases, and industry best practices, ensuring communications and proposals are highly targeted and authoritative.
• Delivers a confident, concise 90-second pitch and independently runs 15-minute product demos that address audience pain points and align solutions to industry needs.
• Identifies and articulates the compliance risks and business consequences of non-compliance for various stakeholders, framing product value in terms of risk mitigation and regulatory outcomes.
• Independently conduct tailored product demonstrations, directly linking identified client requirements to solution features and benefits.
• Validate client needs and drive solution adoption during the sales process.
• Adopt both a strategic & consultative selling approach and methodology to sales activities; build relationships, focusing on Head of Function contacts, through your excellent presentation skills and innate ability to connect with others.
• KRA 3 – Revenue Targets:
• Own quarterly and annual New Name Sales targets, consistently meeting or exceeding quota. Close larger-scale enterprise contracts and multi-year agreements.
• Collaborate with Account Management and Customer Success to secure upsell opportunities while maintaining a focus on new client acquisition.
• Ensure C2P repositioning and ESG/Regulatory offerings are embedded into strategic sales conversations; Include Regulatory Product Compliance and ESG as part of every new sale – all with the aim of increasing the adoption, stickiness and enterprise level sale.
• As part of your upsell in existing accounts, specifically work to reposition C2P.  This will be a move to migrate customers to content based pricing. Where adoption is low and where there is scope to expand C2P into an Enterprise Level Client is a potential work with Account Management and the other supporting functions to improve platform engagement by the client.
• KRA 4 – Proposal and Contract Negotiation:
• Lead the preparation of enterprise-quality proposals and responses to RFPs.
• Utilize AI-driven call prep, scenario simulations, and objection-handling tools to refine negotiation approaches.
• Manage negotiations independently through to contract signature, leveraging Exec and functional teams as needed for complex terms.
• Reach your proposal target number each quarter.
• Use our knowledge, business acumen, negotiation and pricing skills to have your target number of deals signed each quarter.
• KRA 5 – Collaboration and Leadership:
• Provide mentoring to Business Development Executives, SDRs, and other pod members, modeling effective prospecting, call planning, and deal management approaches.
• Partner with Marketing, Product, and CS to refine messaging, contribute feedback on adoption challenges, and drive PLG-aligned initiatives.
• Represent the Sales perspective in cross-functional roadmap discussions, offering insights from enterprise sales engagements.
• Work extremely closely with your assigned account managers to maximise revenue
• Input in the development of other C&R offerings e.g. Managed Services, EHS/OHS, RPC.
• Work closely with the Delivery team – CS, Legal Data, RPC, MA.

Requirements:

• Bachelor’s degree in business, technical, or related field.
• Minimum 5- 10  years’ experience in enterprise sales with a primary focus on New Name Sales.
  • 1–3 years SDR/BDR experience with measurable outbound success an advantage.
• Strong appetite to use and promote AI in daily workflow. Proven ability to leverage AI tools for prospecting, discovery, negotiation planning, and forecasting.
• Experience advancing qualified opportunities through discovery and to a mutually agreed deal execution plan
• Experience coaching buyers to secure internal alignment, running plays to influence timelines and mitigate execution risk
• Strong track record of meeting and exceeding high-value enterprise quotas.
• Advanced experience with CRM (HubSpot/Salesforce) and pipeline governance.
• Prior SaaS, regulatory, compliance, or technology sector experience preferred.
• Strong team mentorship, communication, and leadership attributes.
• Organised, numerate, clear communicator with high emotional intelligence
• Coachable but self-driven — brings ideas, not excuses
• Comfortable and eager to travel and meet prospects & customers within Territory.
• Behavioral Competencies:
• Strategic Prospecting at Scale: Acts with independence, shaping outreach strategy for large/enterprise accounts.
• Complex Negotiation: Manages multi-stakeholder negotiations confidently and strategically.
• Leadership Influence: Coaches junior team members and actively shapes a high-performing sales culture.
• Revenue Accountability: Demonstrates full ownership of ambitious revenue targets, treating them as personal benchmarks for excellence.

The Perks:

• A competitive salary, company bonus, health insurance, pension, wellbeing programme
• An exciting and dynamic role with career development opportunities and progression
• The opportunity to work with talented and diverse team in an inclusive work environment
• A learning culture where continued learning & development is supported and encouraged
• Remote working options and a flexible environment that promotes wellness and work life balance

Company Highlights:

• 20-30% YoY revenue growth since 2017
• Established global offices
• Top private equity sponsorship from Luminate Capital Partners
• 70,000+ regulations and standards on the platform
• A marketing leading retention rate over 95%

#CR