Business Development Manager, People Operations (Harvesting)
Escalon
People & HR, Sales & Business Development, Operations
Posted on Jun 5, 2026
- 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.
Experience and Skills Requirements:
- 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.