Business Development Director

Our new business engine at LIMA is proven and working, is now time for us to expand the sales team to drive focus in new logo acquisition, that's where you come in.

Who we're looking for

You have a track record of closing new business, ideally within MSP, IT services, or an adjacent B2B technology environment. You understand the difference between an easy deal and the right deal, and you know how to qualify and manage a sales cycle with genuine rigour. Experience with MEDDPICC or a similar qualification framework is a strong advantage not because process is an end in itself, but because disciplined deal management consistently delivers better outcomes.

What you'll get

You won't be starting from a standing start. Our lead generation channel is already producing more qualified new business opportunities than our current team has capacity to convert, genuine, warm conversations rather than a cold prospect list. You'll have access to that pipeline from day one, supported by the tools and process to manage it properly: JointFlows, structured MEDDPICC training, and accurate CRM-driven forecasting. Where you want to build and close additional opportunities of your own, you'll have full support to do so, including senior commercial sponsorship on deals that require it.

What we expect

Focus and ownership. This is a dedicated new business role you will not be diverted into account management or service delivery. Your responsibility is to convert the opportunities in front of you into signed, profitable business through a properly qualified sales process. Performance is measured on the value of what you close, not on activity levels.

Why LIMA

Over the past eighteen months we have deliberately built the foundations for growth validating the lead generation channel, embedding repeatable sales process, and growing our account base. That foundation is now proven. We are investing accordingly: dedicated new business roles, a market-competitive base salary, and a commission structure that rewards current performance rather than historic activity. This is a business scaling with intent, and for the right candidate there is a clear path to senior and leadership roles as the function grows.

Key Responsibilities

• Target, engage and win organisations that fit our ideal customer profile through prospecting, referrals, events, account-based activity and marketing-generated sales qualified leads.
• Build relationships with senior decision-makers including CIOs, IT Directors, CTOs, CFOs, CEOs and other business stakeholders.
• Work closely with BDE, marketing, pre-sales, technical, commercial and service teams to qualify opportunities and develop compelling solutions.
• Lead opportunities from discovery and qualification through solution development, proposal, negotiation and close.
• Apply MEDDPICC to progress opportunities, maintain accurate CRM records, forecast effectively and keep next steps clear.
• Develop proposals and business cases that connect technical solutions to business outcomes, risk reduction, efficiency improvement, ROI and TCO.
• Manage commercial negotiations and ensure deals are commercially attractive and operationally deliverable.
• Ensure a clear and accurate handover from sales into service delivery following a successful win.
• Maintain accurate forecasting discipline and CRM Hygiene.

What We're Looking For

• Proven new business sales success within IT, technology or managed services.
• Experience selling complex technology or managed service solutions rather than predominantly transactional products.
• Exposure to two or more of: Managed IT Services, Cloud Services, Infrastructure, Cyber Security or Professional Services.
• Confident using MEDDPICC, MEDDIC or a similar structured qualification methodology.
• Strong consultative selling skills, with the ability to uncover business problems and translate technical concepts into clear business outcomes.
• Commercially aware, resilient and motivated by winning profitable new business.
• Excellent communication, questioning, listening and stakeholder management skills.
• Comfortable operating with autonomy while collaborating effectively with internal teams.

Desirable Experience

• Previous experience working within an IT MSP.
• Experience working with SMB or mid-market organisations, ideally with 150-500 IT users.
• Vertical knowledge and previous experience working across Housing, Legal, Accountancy and Manufacturing
• Experienced in managing multiple complex sales cycles simultaneously
• Experience selling Recurring revenue solutions in Cloud, Managed Services and Cyber Security.
• Proven new logo acquisition experience

Key Performance Indicators

• Meeting and exceeding new business revenue and margin targets.
• New logo acquisition.
• Pipeline coverage against target.
• Opportunity conversion rate and average deal value.
• Sales cycle performance, forecast accuracy and qualification quality.

About LIMA

At LIMA, we help organisations achieve their ambitions through insight-led technology strategy and managed services that enhance resilience, drive performance, and support sustainable growth. But we know that our success is powered by our people.

We're proud to be a Great Place to Work company for the second year running, and our team consistently tells us that the people are the best thing about working here. We recognise and reward the hard work of our colleagues with competitive salaries, professional development opportunities, wellbeing support and a strong benefits package.

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