Business Development Manager

Xperience helps SMEs unlock more from their business through Digital Solutions, built with Xperience. Our specialists take time to understand each client’s processes, pain points and people, then design tailored technology across Cloud & IT Services, Cyber Security, CRM and ERP. We give clients the freedom to be more productive, reduce admin and focus on what matters most, with solutions that improve and protect their business now and in the future.

Our people make us different and are a core reason clients recommend us. Their skills, energy and collaborative approach help clients focus on what matters. As a growing business, we look for people who share our values of integrity, collaboration, ambition and success, and who want to build an exceptional career with us.

About the Role
Xperience is growing strongly, and our 2027 plan depends on winning new customers. New business across Managed IT, Cyber and Data & AI is our biggest untapped opportunity, with high client demand but no dedicated new business engine. We are hiring Business Development Managers across Northern Ireland and GB to build that engine: creating new logo pipeline and converting SME demand into long-term Xperience customers.

This is a true new business role. You will carry a new logo target and focus on finding, qualifying and closing customers who do not currently buy from Xperience. There is no account management responsibility or inherited account base.

Responsibilities

You will sell across three connected solution areas:

1. Managed IT: Fully managed and co-managed IT services, service desk, infrastructure, modern workplace and cloud.
2. Cyber Security: Managed detection and response, security operations, compliance-driven engagements (Cyber Essentials, ISO 27001), assessments and remediation projects.
3. Data & AI : Data platform, reporting and analytics, Microsoft Copilot readiness and adoption, and AI-enabled process improvement projects.

You will sell both recurring services and one-off projects.

Once a new customer is won and delivery is underway, the account transfers to Account Management. Success is measured by new customers acquired, new annual recurring revenue and project revenue signed.

New Business Acquisition

• Own and deliver a personal new business margin target across Managed IT, Cyber and Data & AI, covering recurring contract value, project revenue and new logo customers.
• Build and maintain a rolling 90-day outbound prospecting plan, using phone, email, LinkedIn, events, partner referrals and regional networks to generate qualified pipeline.
• Generate at least 50% of your own pipeline, with marketing and SDR support contributing but self-generated opportunity creation expected.
• Represent Xperience at events and briefings, converting activity into qualified new customer opportunities.

Pipeline Management & Sales Execution

• Own the end-to-end sales process from first contact through to signature, including qualification, discovery, proposal, commercial model and close.
• Run outcome-led discovery with IT, finance and executive buyers, focused on business challenges, risk and value rather than product features.
• Lead tenders, RFPs and procurement responses with bid, presales and solution teams, ensuring every deal is structured profitably and aligned to margin expectations.
• Maintain accurate pipeline, forecasting and activity records in ConnectWise and Dynamics 365, with forecast accuracy treated as a core requirement of the role.

Cross-Functional Collaboration

• Work with presales, solution architects, delivery, marketing and partner teams to shape propositions, progress opportunities and remove barriers to close.
• Ensure clean sales handover to Delivery and Account Management for every win, including documented scope, commitments, risks and next steps.
• Feedback campaign insight, competitor intelligence and win/loss learning, and introduce CRM or ERP opportunities to the relevant specialist teams.

Professional Standards

• Demonstrate Xperience values in all client and internal interactions, with strong personal ownership of target, activity and follow-through.
• Maintain current knowledge of Managed IT, Cyber and Data & AI propositions, the wider vendor ecosystem and relevant market trends.
• Take ownership of personal development through continuous learning, provided training and reasonable requests from senior management.

Requirements

Key Deliverables

• Achievement of the new business revenue target (recurring and project).
• Number of new logo customers acquired.
• New annual recurring revenue signed across Managed IT and Cyber.
• Qualified pipeline coverage against target.
• Forecast accuracy and CRM discipline.
• Deal margin performance against expectation.
• Clean handover of every new customer to Delivery and Account Management.

Essential Criteria:

• Minimum 5 years’ new business sales experience within technology, IT services, managed services or SaaS.
• Demonstrable track record of consistently winning new logo business and meeting targets – you will be asked to evidence this.
• Genuine hunter mentality, comfortable prospecting cold and building pipeline.
• Strong consultative selling skills with the ability to articulate business value at both commercial and technical levels.
• Confident engaging and influencing senior stakeholders, including MDs, FDs, CIOs and Heads of IT.
• Highly organised, self-motivated and disciplined in prospecting, follow-up and pipeline management.
• Proficient in M365 suite.
• Full UK driving licence and willingness to travel to client sites and Xperience offices.
• Valid Right to Work in the UK (no visa sponsorship available).

Desirable Criteria:

• Experience selling managed IT services contracts and recurring revenue models rather than one-off product sales.
• Experience selling Cyber Security services or selling into compliance-driven requirements such as Cyber Essentials or ISO 27001.
• Exposure to Data & AI propositions, including Microsoft Copilot, data platform or analytics engagements.
• Familiarity with ConnectWise, Dynamics 365 or similar CRM platforms.
• Experience working within SME or mid-market environments.
• Knowledge of vertical markets such as construction, manufacturing, professional services or not-for-profit.
• Established referral network within the target territory.

Benefits

Benefits Package: subject to specific contract terms

• Private Medical Insurance on completion of probationary period for you, with option to add spouse and children at reduced cost*
• Salary Sacrifice Pension Scheme, 5% ER, 3% EE contributions
• Death in Service Benefit x 3 times base salary from commencement of employment
• Generous 30 Day Annual Holiday Entitlement (Jan–Dec)
• 8 Public Holidays
• Additional Guaranteed Birthday Leave – 1 Day
• Volunteering Day per year to support an Xperience chosen charity, or a charity of your choice
• Enhanced Sick Pay on completion of probationary period
• Bereavement Leave Policy
• Enhanced Parental Leave Policy
• Wellbeing Benefits (Mental Health Support, Flu Vaccinations etc)
• Long Service Awards commencing from 1 years’ service
• Monthly / Annual Recognition Awards
• 36.25 hours working week
• Hybrid Working*
• Salary Sacrifice Cycle to Work Scheme
• Employee Referral Bonus of £1500 per hire
• Discounted IT Purchase Scheme
• Company Funded Social Events
• Easily accessible and free car parking*

Xperience is an equal opportunities employer.