Business Development Manager, People Operations

United StatesRemotefull-time

About Escalon Services:At Escalon Services, we help businesses focus on what they do best by delivering tailored, comprehensive back-office solutions. Since day one, our mission has been to simplify business operations so our clients can focus on growth and innovation.We specialize in accounting, HR, payroll, and finance, providing expert support to ensure compliance, efficiency, and strategic insight. Whether you're a startup or a growing enterprise, Escalon is your trusted partner.Our customized approach means we work as an extension of your team, aligning our services with your goals. Our scalable solutions grow with you, keeping operations smooth and costs under control.Join the thousands of businesses that trust Escalon to streamline operations and unlock their full potential. Let's build a stronger, more successful future together.What does it mean to be a Business Development Manager within Escalon's People Operations Team? Imagine a sales role with no cold calls, no list-building, and no chasing strangers — just a warm base of over 1,500 companies that already trust Escalon and Client Engagement Managers (CEMs) ready to open the door for you. That is this role. As our People Operations harvesting Business Development Manager, your mission is to uncover and win new HR outsourcing opportunities inside that installed base. You will bring high energy, keep a relentless cadence with your CEMs, move with speed, and deliver each client the right solution at exactly the right moment.This is consultative selling at its best. Many of our clients are venture-backed portfolio companies with sophisticated outside investors and boards, so you will earn a seat at the table with CFOs, owner-operators, and executive teams — strategic conversations, not transactional pitches.You will meet with CEMs on a steady cadence, coach them on the signs and triggers worth flagging (a growth spurt, a move into a new state, a compliance gap, an HR leader departure, a renewal, a financing event), facilitate sharp discovery calls that get to the real pain points fast, and pull in the right internal experts so the right people are always in the room solving the right problems.Because so many HR needs are born out of compliance and risk, you will think like a risk manager — spotting exposures and designing solutions that make clients' lives simpler and easier while reducing their risk and cost.You will love this role if you bring high energy, genuine curiosity, and the discipline to run a busy book with speed and precision. You have two audiences to win, and you know how to win both: CEMs refer only to people they trust, and clients buy from someone likeable, credible, and speak their language.If you have built your career on relationships rather than dialing for dollars — and you would rather harvest a warm, loyal base than start every month at zero — this fully remote role offers a deep well of opportunity, high-caliber clients, and the autonomy to run your territory your way.What You'll DoDay-to-Day Responsibilities also include: <ul data-pattern="discCircleSquare" data-depth="1" style="font-family:"><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Become the trusted HR outsourcing partner to our Client Engagement Managers (CEMs) — your internal referral network — and to the client teams they serve.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Run a disciplined cadence of book-of-business reviews with CEMs to surface and qualify new harvesting opportunities across the existing client base.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Coach and equip CEMs with the talk tracks, tools, and resources they need to spot opportunities inside their own accounts.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">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.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Lead strategic conversations with CFOs, owner-operators, and executive teams, translating their challenges into practical HR outsourcing solutions.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">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.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">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.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Develop and nurture referral relationships that generate additional harvesting opportunities across the base.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Manage a high volume of concurrent opportunities with speed and precision, keeping pipeline, activity, and forecast accurately tracked in Salesforce.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Partner with the CRO, People Operations, and delivery teams to scope, price, and cleanly hand off won engagements for a seamless client experience.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Other Duties as assigned.</li></ul>Metrics:<ul data-pattern="discCircleSquare" data-depth="1" style="font-family:"><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">New HR outsourcing revenue harvested from the existing client base (primary measure).</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Number of qualified opportunities identified and advanced through CEM book-of-business reviews.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Pipeline coverage, win rate, and average deal size on harvesting opportunities.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Breadth and cadence of CEM engagement (active CEM relationships and reviews completed).</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">CRM hygiene and forecast accuracy.</li></ul>What You'll BringMust Haves: <ul data-pattern="discCircleSquare" data-depth="1" style="font-family:"><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Bachelor's degree, or equivalent professional experience in HR, benefits, or sales.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Minimum 5 years selling HR products and services (PEO, ASO, HRO, benefits, payroll, or related HR outsourcing solutions).</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">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.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Gravitas and credibility with CFOs, owner-operators, and executive teams — likeable, trustworthy, and speak their language.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Proven ability to quickly earn the trust of internal referral partners and client teams alike.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Strong consultative, strategic selling skills, with a track record of high-level conversations and discovery that uncovers the real need.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">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.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">High energy and drive, with the discipline to keep a relentless cadence and juggle many accounts and opportunities at once.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Exceptional curiosity and listening skills; reads the signs and triggers of a new harvesting opportunity and acts on them.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Speed, accuracy, and a high attention to service and detail.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Highly organized and self-managing, and thrives working fully remotely.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Strong AI skills, using AI tools to work faster and produce high-quality proposals.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Proficiency with Salesforce (our CRM)</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Microsoft Suite</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Google Workspace</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Experience with sales-engagement and proposal-automation tools.</li></ul>Nice to Haves: <ul data-pattern="discCircleSquare" data-depth="1" style="font-family:"><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">HR certification (SHRM-CP/SHRM-SCP or PHR/SPHR) or benefits credential.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Experience selling into or working alongside a PEO or broker channel.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Experience in a "land-and-expand" or account-based growth motion within an existing customer base.</li><li style="font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;">Working knowledge of benefits, and multi-state HR compliance.</li></ul>More about Escalon Services: Escalon Services is a Business Process Management (BPM) company that provides Essential Business Services (EBS) through a tech-enabled platform to small- and medium-sized businesses (SMBs) and startups. The Company enables its clients to spend less time on "back office" functions and provides the value and insight that enables clients to spend more time focusing on delivering value and moving their businesses forward. With a US-based remote workforce and global delivery team in India, Escalon's solution fills a widening service gap in the SMB market, underpinned by (i) increasing demand for quality insights in an increasingly competitive marketplace (ii) decreasing supply of CPAs and quality in-house talent and (iii) the cost frictions associated with scaling internal back-office teams as businesses grow. For more information on Escalon: <a href="https://escalon.services/" class="css-173makr-linkStyle" style="color:rgb(30,74,169);cursor:pointer;" rel="nofollow ugc noopener noreferrer" target="_blank">https://escalon.services/</a>Since founding, the company has executed both on an organic and M&A strategy to expand service offerings and drive revenue expansion opportunity through cross-sell/up-sell. Before partnering with New Harbor Capital in late 2022, Escalon completed two significant acquisitions which tripled the revenue of the company and expanded the FinOps capabilities of the platform. Continued corporate development is a key value driver for the business going forward, with a highly fragmented market of service providers, often individually unable to scale due to lack of technology-enablement and offshore capabilities. In late 2022, New Harbor Capital made a growth equity investment in Escalon Services. <h3>About New Harbor Capital </h3>New Harbor Capital is an experienced, lower middle-market private equity firm that seeks to partner with growth-minded, founder-owned companies. Based out of Chicago, New Harbor Capital is committed to optimizing the growth potential of its portfolio companies while respecting their long-term visions. The firm was founded on the belief that mutual respect and collaboration lead to successful outcomes. New Harbor recognizes the importance of finding the right partner, and the firm is committed to helping its portfolio companies and their leadership maximize both personal and financial goals. As a strategic partner, New Harbor taps into decades of experience to guide businesses through challenging economic cycles and market conditions. New Harbor Capital has raised over $750M in capital across three funds and focuses on tech-enabled services, healthcare, and education services. Originally posted on <a href="https://himalayas.app">Himalayas</a>

Business Development Manager, People Operations

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