Business Development Manager

Client-Facing & New Business Development

• Act as one of the primary faces of Instrument in new business conversations.
• Lead discovery and “hello” sessions with prospective clients, uncovering needs and mapping them to Instrument’s capabilities.
• Manage mid-tier opportunities (Tier 2–3) independently, while supporting senior leadership on top-tier pursuits.
• Build trust quickly, ensuring client stakeholders see Instrument as a credible, strategic partner.

Pipeline & Opportunity Management

• Own the end to end sales cycle of inbound requests with the Head of Growth, Director and Associate Manager to ensure only the best opportunities enter the pipeline.
• Track, analyze, and share pipeline health insights (conversion metrics, deal velocity, source quality) with the Director of BD.
• Ensure proactive follow-ups and touchpoints keep opportunities moving forward.

Practitioner & Maker of Materials

• Be hands-on in building the artifacts of business development — decks, case studies, tailored narratives, and proposals in partnership with the team.
• Translate strategy and creative thinking into client-ready materials that showcase Instrument’s craft and ambition.
• Create clarity and momentum by delivering materials quickly and at a high standard of quality.

Cross-Team Collaboration

• Partner with strategy, design, and delivery leads during the pursuit process to ensure realistic, differentiated, and inspiring solutions.
• Work with finance and operations partners to scope opportunities and build proposals that balance ambition with practicality.
• Be a connective tissue across disciplines, ensuring each pursuit feels integrated and cohesive.

Team Development & Mentorship

• Create a safe space for junior team members to stretch while providing support in high-stakes situations.
• Model confidence, curiosity, and collaboration in every client-facing moment.

Nurturing & Long-Term Growth

• Partner with Account Directors and Business Leadership to support past partners through nurturing and re-engagement.
• Attend events in alignment with the Director of BD’s focus.
• Identify expansion opportunities within existing accounts and collaborate on tailored pursuit strategies.
• Ensure clients feel supported beyond the initial pitch, strengthening Instrument’s reputation for partnership.

What You'll Bring

• A practitioner’s mindset — curious, hands-on, and proactive in making. You don’t wait for direction, you build momentum.
• A deep curiosity and ambition for the unknown.
• A sense of urgency to the opportunities, you move just as fast as our delivery teams.
• A hospitality mindset to our potential clients and the delivery teams.
• Strong experience leading enterprise-level client conversations and managing pursuit processes.
• Ability to balance bold innovation with pragmatic solutions, adapting strategies to maximize success.
• Demonstrated ability to foster trust with clients and teams, building inclusive, collaborative environments.
• A passion for creativity and a drive to positively contribute to Instrument’s growth and reputation.
• A resilient, positive energy that motivates the team and instills confidence with clients.
• Comfort with overcommunication and alignment, ensuring no one is left behind in the process.
• Experience working with product organizations or product-led teams, with an ability to understand product workflows, team structures, and how to effectively position and pitch product work.

Pay Range

• The expected pay range for this position is $85,000-$110,000 for our base US Region 3*. We have three regional pay ranges that are adjusted for cost of living (US1 +15%, US2 +7.5%, US3 Base), *learn more about our pay philosophy and cost of living adjustments.