Business Development Manager, People Operations

• Become the trusted HR outsourcing partner to our Client Engagement Managers (CEMs) — your internal referral network — and to the client teams they serve.
• Run a disciplined cadence of book-of-business reviews with CEMs to surface and qualify new harvesting opportunities across the existing client base.
• Coach and equip CEMs with the talk tracks, tools, and resources they need to spot opportunities inside their own accounts.
• Read the signs and triggers of an HR outsourcing need — rapid headcount growth, new-state expansion, compliance gaps, HR or finance leader turnover, renewals, M&A or financing events — and move on them fast.
• Lead strategic conversations with CFOs, owner-operators, and executive teams, translating their challenges into practical HR outsourcing solutions.
• Facilitate crisp discovery calls that get to the real pain points, then bring the right internal subject-matter experts (SMEs) so the right people are in the room solving the right problems.
• Think like a risk manager — identify each client’s compliance and risk exposures and design solutions that reduce risk and cost while making their lives simpler and easier.
• Develop and nurture referral relationships that generate additional harvesting opportunities across the base.
• Manage a high volume of concurrent opportunities with speed and precision, keeping pipeline, activity, and forecast accurately tracked in Salesforce.
• Partner with the CRO, People Operations, and delivery teams to scope, price, and cleanly hand off won engagements for a seamless client experience.
• Other Duties as assigned.

• New HR outsourcing revenue harvested from the existing client base (primary measure).
• Number of qualified opportunities identified and advanced through CEM book-of-business reviews.
• Pipeline coverage, win rate, and average deal size on harvesting opportunities.
• Breadth and cadence of CEM engagement (active CEM relationships and reviews completed).
• CRM hygiene and forecast accuracy.

What You'll Bring

• Bachelor’s degree, or equivalent professional experience in HR, benefits, or sales.
• Minimum 5 years selling HR products and services (PEO, ASO, HRO, benefits, payroll, or related HR outsourcing solutions).
• Deep, expert-level knowledge of HR outsourcing and the challenges facing small and mid-sized employers, including solid working knowledge of payroll, benefits, and PEOs.
• Gravitas and credibility with CFOs, owner-operators, and executive teams — likeable, trustworthy, and speak their language.
• Proven ability to quickly earn the trust of internal referral partners and client teams alike.
• Strong consultative, strategic selling skills, with a track record of high-level conversations and discovery that uncovers the real need.
• An instinct for small-business problem solving — making clients’ lives simpler while reducing risk and cost — and the ability to think like a risk manager.
• High energy and drive, with the discipline to keep a relentless cadence and juggle many accounts and opportunities at once.
• Exceptional curiosity and listening skills; reads the signs and triggers of a new harvesting opportunity and acts on them.
• Speed, accuracy, and a high attention to service and detail.
• Highly organized and self-managing, and thrives working fully remotely.
• Strong AI skills, using AI tools to work faster and produce high-quality proposals.
• Proficiency with Salesforce (our CRM)
• Microsoft Suite
• Google Workspace 
• Experience with sales-engagement and proposal-automation tools.

• HR certification (SHRM-CP/SHRM-SCP or PHR/SPHR) or benefits credential.
• Experience selling into or working alongside a PEO or broker channel.
• Experience in a “land-and-expand” or account-based growth motion within an existing customer base.
• Working knowledge of benefits, and multi-state HR compliance.

Why You’ll Enjoy Working at Escalon:

• Medical, Dental and Vision options  
• Life and Disability  
• STD/LTD  
• 10 Paid holidays each year  
• Flexible PTO  
• 401K Retirement Plan  
• Incentive compensation