Principal Business Development Manager

Principal Business Development Manager at Mesa Laboratories

Are you looking for an opportunity to make a difference? At Mesa Labs we’re passionate about protecting the vulnerable by enabling scientific breakthroughs, ensuring product integrity, increasing patient and worker safety, and improving quality of life around the world.

At Mesa Labs we offer competitive wages, including potential bonus opportunities, equity awards, commission, and a comprehensive benefits package based on the position.

Base Compensation Range: $157,500.00- $197,125.00 *In addition, you qualify for:

• Annual equity award of $17,500
• Commission target of 2%

Outstanding Benefits and Perks We are proud to offer a variety of benefits that meet the diverse needs of our employees:

• Eligible for benefits the first day of the month after you start
• Tiered Medical, Dental and Vision Insurance options, Health savings (HSA), healthcare & dependent care flexible spending (FSA) accounts
• Company paid short term and long-term disability (unless covered by a state disability plan)
• Company paid life insurance and AD&D
• Flexible Time Off Policy
• Paid sick leave of 48 hours per calendar year
• Eligible employees may receive four (4) weeks paid Care Giver leave after 1 year of service or in accordance with state leave laws
• 401(k) plan that provides a 4% Safe Harbor company match on a 4% employee contribution that begins on Day 1
• Employee Wellness and Financial Assistance Resources through Cigna and NY Life
• Nine (9) paid company holidays per year

Our Calibration Solutions portfolio uses the principles of advanced metrology to enable customers to measure and calibrate critical parameters in applications such as Environmental and Process Monitoring, Dialysis, Gas Flow, Air Quality, and Torque Testing.

Job Summary

The Principal Business Development Manager is responsible for driving revenue growth through the acquisition of new customers and the development of previously untapped market segments. This role serves as a strategic hunter, identifying, qualifying, and converting prospective customers that are not currently doing business with the organization.

This position is exclusively focused on new logo generation and white space market expansion. The incumbent will build executive-level relationships, develop targeted market penetration strategies, and lead complex sales pursuits from prospect identification through contract execution. The role does not maintain, service, or grow existing customer accounts and is measured primarily on new customer acquisition and new revenue generation.

Duties/Responsibilities

• Generate and close new business opportunities with customers that have no existing commercial relationship with the company.
• Develop and execute territory and account penetration plans focused on targeted industry segments, geographic regions, and strategic growth markets.
• Identify and engage key decision-makers, influencers, and executive sponsors within target organizations.
• Create and maintain a robust pipeline of qualified prospects capable of achieving annual revenue growth objectives.
• Lead complex sales cycles from initial outreach through negotiation, contracting, and handoff to account management teams.
• White Space Market Development
• Identify underserved markets, emerging industries, and new applications for company products and solutions.
• Develop strategic approaches to penetrate new market segments and customer groups.
• Gather competitive intelligence and market insights to inform business development strategies.
• Partner with marketing to refine messaging, campaigns, and value propositions for new target markets.
• Represent the company at industry conferences, trade shows, networking events, and customer meetings to create awareness and generate opportunities.
• Strategic Sales Leadership
• Establish executive-level relationships with prospective customers.
• Build compelling business cases that demonstrate value and differentiation.
• Lead customer discovery efforts to understand unmet needs and strategic objectives.
• Develop account strategies for high-value prospects and coordinate internal resources to support pursuit activities.
• Negotiate commercial terms and facilitate contract execution.
• Cross-Functional Collaboration
• Partner closely with Product Management, Marketing, Technical Sales, and Operations to support new market entry initiatives.
• Ensure seamless transition of newly acquired customers to account management and customer success teams following onboarding.
• Provide market feedback to support product roadmap development and strategic planning.

Experience/Education

• Bachelor's degree in Business, Marketing, Life Sciences, Engineering, or related field.
• 10+ years of business development, strategic sales, or commercial experience with a demonstrated focus on new customer acquisition.

Knowledge and Skillsets Required

• Proven track record of consistently exceeding new business revenue targets.
• Experience leading complex consultative sales cycles involving multiple stakeholders and decision-makers.
• Demonstrated ability to open doors and build relationships at executive levels.
• Strong negotiation, presentation, and influencing skills.
• Experience working independently in a highly visible, growth-oriented role.

Preferred

• Advanced degree (MBA, MS, or equivalent).
• Experience within life sciences, healthcare, diagnostics, laboratory services, manufacturing, building/environmental management systems or technology sectors.
• Experience launching products or entering new market segments.
• Familiarity with CRM systems, market intelligence tools, and business development

Physical Demands:

• Sitting: Often for extended periods at desks or meetings.
• Standing or walking: Occasionally for meetings or office tasks.
• Using computers: Typing and using office equipment.
• Lifting: Light, less than 10 pounds.
• Repetitive motions: Frequent use of keyboard and mouse.
• Travel: as required to locations and clients with both domestic and international travel

Environmental Conditions:

• Workspace: Climate control (air conditioning or heating) to ensure comfort.
• Lighting: Adjustable lighting to reduce eye strain.
• Noise Levels: The noise level is moderate, with occasional interruptions from phone calls and conversations. Use non-canceling headphones if necessary.
• Ergonomics: Workstations with desk and adjustable chairs to support good postures.
• Ventilation: Good ventilation to ensure a comfortable working environment, though this can vary depending on the building.

Mesa Labs is an Equal Employment Opportunity Employer.

Mesa Labs prohibits unlawful discrimination and harassment against applicants or employees based on age, race, sex, color, religion, creed, national origin or ancestry, disability, military status, sexual orientation, or any other status protected by applicable state or local law. Please note that Mesa Labs conducts criminal background checks upon offer acceptance.

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Education

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• Licenses & Certifications

• Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

• This employer is required to notify all applicants of their rights pursuant to federal employment laws.

• For further information, please review the Know Your Rights notice from the Department of Labor.

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