Sr. Business Development Specialist

Position Summary The Sr. Business Development Specialist is responsible for expanding PICPA and CPA Crossings (CPAx)’s business pipeline by identifying and cultivating new opportunities nationwide. This highly proactive role focuses on sourcing and engaging potential customers, initiating contact, scheduling and attending introductory meetings, and qualifying leads for follow-up by senior leadership. This role will drive growth primarily by selling CPAx products to new distribution partners (such as industry associations) and directly to firms, while also generating new Enterprise Memberships for firms within Pennsylvania and sponsorships. This role is ideal for a confident, self-directed professional who combines grassroots business development experience with strong communication and relationship-building skills. The successful candidate will bring entrepreneurial energy, professional presence, and a results-driven mindset. They should be eager to uncover opportunities that expand PICPA and CPAx’s reach and impact.

Capabilities required for this role:

Commercial Acumen & Relationship Management: Builds and maintains professional relationships that lead to new business opportunities. Applies consultative selling and negotiation techniques to align customer needs with organizational offerings. Identifies and qualifies leads, initiates contact, and manages the early stages of partnership development. Collaborates across departments to ensure business opportunities are supported, tracked, and optimized. Demonstrates strong business etiquette, professional presence, and confidence when engaging external stakeholders. Collaborative Communication: Facilitates open discussions that encourage input and alignment. Tailors communication to different audiences (e.g., technical vs. non-technical). Coordinates across teams to solve shared challenges. Resolves misunderstandings constructively and maintains relationships. Outcome-Driven Delivery: Proactively Solves Problems and Streamlines Workflows: Identifies inefficiencies and suggests process improvements that reduce workload friction. Anticipates challenges and takes ownership of solutions before escalation. Leads to efficiency gains, improved service consistency, and reduced operational risks. Product & Industry Knowledge: Familiarity with state associations’ and accounting firm trends and regulations. Responsibilities Business Development & Relationship Building Identify, research, and pursue new business opportunities across the U.S. that align with PICPA and CPAx’s growth objectives. Generate and maintain a robust pipeline of potential customers for CPAx products and Enterprise Memberships through proactive outreach, networking, and event participation. Conduct introductory and discovery meetings with firm leaders, distribution partners, and professional associations to assess needs and introduce PICPA and CPAx’s solutions. Collaborate with the VP of Business Development to transition qualified leads and ensure seamless next steps. Represent PICPA and CPAx at conferences, industry events, and meetings with professionalism and confidence, strengthening the organization’s visibility and reputation. Support sponsorship development by identifying and cultivating potential premier sponsor leads. Operational & Administrative Responsibilities Maintain accurate tracking of all outreach activities, leads, meetings, and conversion outcomes in CRM systems (HubSpot and Aptify). Support the development for agreements, proposals, or sponsorship materials. Contribute insights and feedback to improve sales materials, outreach scripts, and engagement strategies. Assist in coordinating logistics for conferences, events, and business meetings where PICPA and CPAx’s presence drives partnership opportunities. Additional Responsibilities Perform other related duties or projects as assigned to support the overall business development and membership growth goals. Travel will be required, with an expectation of approximately 50% of your work time spent on the road. Education & Experience Requirements Bachelor’s degree in Business Administration, Marketing, Communications, or a related field; equivalent experience in business development or sales may be considered in lieu of a degree. 3–5 years of professional experience in business-to-business (B2B) sales, partnership development, and account management, preferably within professional services, associations, or industries serving accounting and finance professionals. Technical Requirements Familiarity with CRM systems (HubSpot preferred). Office 365 including SharePoint Skills Requirements Demonstrated success in prospecting, lead generation, and relationship management, with measurable outcomes in revenue or partnership growth. Experience engaging professional and executive-level audiences with confidence, professionalism, and business acumen. Proven ability to work independently, prioritize effectively, and manage multiple leads, meetings, and administrative tasks simultaneously. Prior experience attending and supporting industry events and conferences as part of business development outreach. Job Type: Full-time Base Salary: $70,000 Annual Target bonus: $15,000

Performance metrics:

New Firm Acquisition (50%) CPAx Revenue (35%) Pipeline Development (15%)