Business development manager: finding new markets and partners
The roleWhat does a business development manager do
Business development is the work of finding new ways for a company to grow: new markets, new customer segments, partners and large deals. A business development manager (BDM) opens doors that the regular sales process does not reach.
A typical case: a US software company wants to enter Germany. The BDM studies the market, meets local resellers at a trade show, negotiates a partnership with one of them and closes the first three enterprise clients through that partner within six months.
In startups the title business developer often covers early sales too. In larger companies BD focuses on partnerships and strategic deals, while sales handles the regular pipeline.
Business development managers often travel to trade shows and partner meetings, and they work closely with sales, marketing and leadership. Strong networks often matter as much as strong presentations in this work.
Day to dayBusiness development skills and tools
| Skill | What it is used for every day |
|---|---|
| Market research | Choosing where to grow |
| Prospecting and networking | Opening doors to new partners |
| Negotiation | Deals and partnership terms |
| CRM: HubSpot, Salesforce | Tracking opportunities |
| Financial basics | Deal economics and forecasts |
| Presentations | Pitching to executives |
Getting startedHow to become a business developer
Most BDMs have a degree in business or a related field and start in sales or account management.
A business development course teaches market research, partnership models and negotiation. Your business development manager resume should show numbers: deals closed, partners signed, revenue opened in new markets.
Picked by the Hoorya editorial team: from a first beginner course to advanced level.
New Business Development
New business development basics.
B2B Sales Skills From Cold Lead Generation To Closing Sales
B2B sales from lead generation to closing.
Small Business Lead Generation
Lead generation for small businesses.
Negotiation for Entrepreneurs
Negotiation for entrepreneurs.
Udemy list prices in US dollars. Udemy runs frequent discounts, so a course may cost less in your region.
No budget? Pick a product and a new market, research ten potential partners and write a short partnership pitch for one of them.
GrowthCareer path
Common path: sales or account manager, then BDM, senior BDM and head of business development.
Later steps: VP of partnerships, chief business officer or general manager of a new market.
Business development manager jobs are posted by SaaS, fintech, logistics and consulting companies.
What you buildWhat this work teaches you
You will learn to start conversations with strangers and turn them into partnerships.
The job also builds strategic thinking about markets and timing.
Pros
- High earning potential
- Varied work and travel
- Strategic impact
- Many industries
- Path to executive roles
Cons
- Long sales cycles
- Targets and pressure
- Much travel in some roles
- Results take time
- Many deals fall through
This career often suits the ESTP type
Take the free Hoorya personality test and see how close your profile is to this specialist’s.
PayBusiness development manager salary in the US and abroad
Most people move into this role after several years in sales, so plan for that path. The BLS has no separate category; sales managers, the closest, earn a median of $148,270 a year. Entry pay in that group starts around $73,170 to $100,360. The business development manager salary in tech often includes a bonus or commission on top of base pay.
UnfilteredWhat the work looks like day to day
A typical week: research, outreach to new partners, two meetings with prospects, a negotiation call and updating the pipeline.
Trade shows and big deal closings bring the busiest weeks.
Career growth
From BDM to head of BD, VP of partnerships or general manager.
Job satisfaction
High for people who like people, strategy and deals.
Stability
Good BDMs are in demand, but pay depends on results.
Work-life balance: fine, 6 out of 10
Uneven hours with travel, events and calls across time zones.
Hybrid and remote roles are common. Stress follows targets and big deals.
