Business Development Lead - US commercial landscaping (REMOTE)
Scalesource · Full-time · Posted 1w ago
Description
This job is open to candidates working remotely from anywhere
Schedule: You must be available during core U.S. business hours, especially when coordinating with onsite sales, estimators, property managers, and field leadership. Exact schedule will be discussed during the interview process
Compensation: 1250 USD/month base compensation. This role also includes performance compensation designed to allow strong performers to earn an additional 2000+ USD/month (more info below)
Remote via ScaleSource | Commercial Landscaping | B2B Hunter Role
About Us
We are building a serious commercial landscaping company serving property managers, HOAs, multifamily communities, retail centers, office parks, banks, churches, schools, industrial properties, and other commercial accounts.
This is not a “wait for the phone to ring” business.
We are going after commercial maintenance contracts aggressively and professionally. We want to know who owns the property, who manages it, when the current landscape contract renews, when the bid cycle opens, who the decision maker is, what they care about, and how we can get in front of them before everyone else does.
We are hiring a Commercial Landscaping Sales / Business Development Lead to help build and run that engine.
This is a remote role through ScaleSource, but it is not a passive admin role. This is a hunter seat.
We need someone who can generate leads, research prospects, identify decision makers, coordinate quote execution, follow up like crazy, and help create a repeatable commercial sales machine.
If you are looking for a slow, comfortable, “send a few emails and hope someone replies” role, this is not it.
If you are a true B2B hunter who likes building lists, finding decision makers, chasing opportunities, coordinating proposals, and creating pipeline, this could be a great fit.
The Big Picture
Commercial landscaping sales is a timing game, a relationship game, and a follow-up game.
Most properties already have a provider.
That means our job is to:
Find the right properties
Identify the right decision makers
Learn when their contracts renew
Understand their pain points
Get in front of them before bid season
Create opportunities even when they did not ask for one
Coordinate with our onsite sales team and estimators to get accurate quotes delivered fast
Follow up consistently until we win, lose, or know the next bid cycle
We are also building a cold quote system.
That means we will proactively identify commercial properties, estimate their maintenance contracts, and present a professional proposal or property maintenance review to the decision maker before they ask us for one.
This is our foot-in-the-door strategy.
We are not waiting around for RFPs like everyone else.
Role Mission
Your mission is to build a high-quality commercial maintenance sales pipeline and help turn that pipeline into signed contracts.
You will be responsible for identifying prospects, researching properties, finding decision makers, tracking bid cycles, coordinating with onsite sales and estimating, and making sure proposals are delivered within 72 hours or less after a quote request whenever possible.
This role is about activity, discipline, follow-up, and ownership.
You are not just helping with sales.
You are helping build the sales engine.
What You’ll Own
1. Prospecting and Lead Generation
You will be responsible for finding and organizing new commercial landscaping opportunities.
This includes:
Building targeted prospect lists by property type, location, ownership group, and management company
Identifying commercial properties that are strong fits for maintenance contracts
Researching property managers, owners, facility managers, HOA boards, asset managers, and other decision makers
Finding email addresses, phone numbers, LinkedIn profiles, company websites, and other contact information
Tracking current vendors when possible
Identifying when contracts are likely to renew or go out to bid
Finding RFPs, bid opportunities, public notices, property management contacts, and local commercial development activity
Adding clean, accurate information into our CRM or tracking system
This is not random list building.
This is targeted commercial hunting.
2. Decision Maker Research
You will need to find the actual humans who can make or influence decisions.
This includes identifying:
Property managers
Regional property managers
HOA managers
Facilities directors
Operations managers
Asset managers
Commercial real estate owners
Developers
General managers
Office managers for commercial properties
Municipal or institutional purchasing contacts when relevant
You should be able to answer:
Who manages this property?
Who owns it?
Who controls the budget?
Who is unhappy with their current provider?
Who should receive the first outreach?
Who should receive the follow-up?
Who else might influence the decision?
When does this property likely go out to bid?
If you cannot find the decision maker, you keep digging.
That is the job.
3. Outreach and Follow-Up
You will help drive outbound outreach and follow-up through email, phone, LinkedIn, CRM tasks, and coordination with our onsite team.
This includes:
Sending professional outbound messages
Making follow-up calls or coordinating calls when needed
Tracking every touchpoint
Following up aggressively without being weird or annoying
Building multi-touch outreach sequences
Keeping prospects warm before bid season
Re-engaging old prospects
Following up after quotes are sent
Helping move deals from prospect to lead to quote to closed/won or closed/lost
The fortune is in the follow-up.
A lot of people say that.
Most do not actually do it.
We need someone who does.
4. Quote Coordination and 72-Hour Proposal Standard
When a quote request comes in, speed matters.
You will coordinate with onsite sales, field leadership, and estimators to make sure proposals are completed and delivered quickly.
Our target is:
All requested proposals delivered within 72 hours or less whenever possible.
Your job is to help make sure that happens.
You will be responsible for:
Logging quote requests immediately
Confirming property details
Gathering photos, maps, measurements, notes, service scope, and client expectations
Coordinating with onsite sales or estimators for site review
Tracking who owns the estimate
Following up until the proposal is completed
Confirming the proposal was sent
Scheduling follow-up after delivery
Tracking quote status in the CRM
You do not get to say, “I sent it to the estimator.”
That is not ownership.
Ownership means it gets tracked until it is delivered.
5. Cold Quote System
We want to build a system where we proactively quote strong-fit commercial properties before they ask.
This will include:
Identifying properties that fit our ideal customer profile
Researching the property and likely decision maker
Coordinating with our estimator or onsite team to create a maintenance quote or property review
Helping prepare a professional “we already looked at your property” style outreach
Sending or coordinating the delivery of cold quotes
Coordinating with our onsite cold caller for drop-offs and site visits
Tracking follow-up until we get a conversation, a no, or a future bid date
Building a repeatable system that lets us produce cold quotes every week
This is a key part of the role.
We are not just asking, “Can we bid your property?”
We are showing up with value.
6. Coordination With Onsite Team
You will be remote, but you will work closely with our onsite team.
This may include:
Coordinating with onsite salespeople
Coordinating with estimators
Coordinating with our onsite cold caller doing drop-offs and site visits
Providing property lists for in-person visits
Preparing call/drop-off notes
Tracking who visited which property
Updating the CRM after site visits
Following up with prospects after onsite contact
Making sure the onsite team has what they need before they walk into a property
Remote does not mean disconnected.
This role needs to make the onsite team more dangerous.
In a good way.
7. CRM, Pipeline, and Reporting
You will be responsible for keeping sales activity clean, visible, and accountable.
This includes:
Updating all prospects, contacts, properties, notes, next steps, and follow-up dates
Tracking outreach activity
Tracking leads generated
Tracking quote requests
Tracking proposals sent
Tracking bid cycle dates
Tracking closed/won and closed/lost opportunities
Preparing weekly sales pipeline updates
Flagging stuck opportunities
Identifying which property types, messages, or sources are working best
If it is not in the CRM, it basically did not happen.
We need someone who gets that.
Weekly Activity Expectations
This is a hunter role. Activity matters.
The exact targets may adjust as the system improves, but the starting weekly expectations are aggressive:
150+ commercial properties researched or reviewed per week
75+ new qualified prospects added to the CRM per week
40+ new decision makers identified per week
100+ outbound touches per week through email, phone, LinkedIn, or coordinated onsite follow-up
25+ follow-up touches on existing prospects per week
15+ meaningful responses, conversations, bid cycle updates, or next-step confirmations pursued per week
10+ quote opportunities, bid cycle dates, or future proposal targets identified per week
7+ cold quote targets prepared per week
3+ cold quote packages coordinated per week
100% of requested proposals tracked until delivery
100% of requested proposals followed up on after delivery
Weekly sales pipeline report completed every week
This is not busywork.
The goal is signed commercial maintenance contracts.
But in sales, if the activity is weak, the results usually suck.
We are going to track both.
First 90-Day Expectations
By the end of the first 30 days, you should have:
Learned our services, ideal customer profile, property types, market, and sales process
Built or cleaned the starting CRM pipeline
Identified at least 300 qualified commercial prospects
Identified at least 125 decision makers
Built a bid cycle tracking system
Started outreach and follow-up sequences
Coordinated your first cold quote targets with the onsite team
Produced a weekly pipeline report that leadership can actually use
By the end of the first 60 days, you should have:
Added at least 600 qualified prospects to the pipeline
Identified at least 250 decision makers
Built a clear follow-up system by property type, property manager, and bid cycle
Coordinated at least 20 cold quote targets
Helped produce at least 10 cold quote packages
Identified at least 20 quote opportunities, bid cycle dates, or future proposal targets
Created consistent weekly reporting around outreach, quotes, follow-up, and next steps
By the end of the first 90 days, you should have:
Added at least 900 qualified prospects to the pipeline
Identified at least 400 decision makers
Helped generate at least 40 quote opportunities, bid cycle dates, or future proposal targets
Coordinated at least 30 cold quote packages
Built a repeatable outbound follow-up system
Helped create a clear commercial maintenance sales pipeline we can scale
The goal is simple:
Build a machine that helps us win commercial maintenance contracts.
Our Core Values and Mindset
1. Have Fun
Sales is hard. Building a business is hard. Commercial landscaping is not exactly champagne and yacht club stuff.
So we want people who can work hard, laugh, bring energy, and not make everything weird and miserable.
We are serious about results, but we do not need boring robots.
Bring personality. Bring energy. Bring a little humor. Just also bring results.
2. Try New Things Fast
We are going to test lists, messages, cold quote ideas, property types, follow-up sequences, drop-off strategies, email angles, call scripts, and whatever else helps us win.
We do not need someone who waits six months to test a better idea.
Try it. Track it. Learn from it. Improve it.
Fast.
3. Best in the World
This does not mean we think we are already the best in the world.
It means that is the standard we are chasing.
We want the best commercial landscaping sales engine in our market.
That means better research, better follow-up, better proposals, better communication, better speed, and better discipline than the other guys.
If “good enough” is your standard, this will probably annoy you.
4. Get the Work Done
Sales is not magic.
It is research, outreach, follow-up, CRM discipline, quote coordination, rejection, more follow-up, better questions, more research, and another round of outreach.
This role requires someone who will actually do the work.
Not talk about the work.
Not make excuses about the work.
Get it done.
5. Hold Accountability
We track what matters.
Prospects added. Decision makers found. Touches completed. Quotes generated. Proposals delivered. Follow-ups completed. Deals won. Deals lost. Next bid dates captured.
This is not because we love spreadsheets.
It is because accountability creates freedom, clarity, and results.
If accountability feels threatening, this is not the right seat.
Tools You May Use
You do not need to know all of these, but you need to be comfortable learning and using tools like:
Google Workspace
Google Sheets
CRM systems
HubSpot, Pipedrive, Monday.com, ClickUp, Jobber, Aspire, LMN, Service Autopilot, or similar platforms
Apollo, ZoomInfo, Seamless, or similar prospecting tools
Google Maps
County property records
Commercial real estate websites
Property management company websites
Email sequencing tools
Loom or video update tools
Slack / WhatsApp / internal messaging tools
Zoom / Google Meet
Requirements
Required Qualifications
Please do not apply unless you meet these requirements.
7+ years of total professional experience
5+ years of B2B sales, business development, outbound prospecting, lead generation, appointment setting, sales development, or account development experience
3+ years selling to, researching, or supporting U.S.-based businesses or U.S.-based clients
3+ years of experience in commercial landscaping, property management, facility services, construction, field services, janitorial, pest control, security, exterior services, or another service-based B2B industry
2+ years in a role with weekly outbound activity targets
Proven experience managing 100+ outbound sales touches per week
Proven experience building prospect lists of 500+ contacts or companies
Proven experience identifying decision makers across multiple companies or properties
Proven experience using a CRM, spreadsheet, or sales pipeline system to track prospects, follow-ups, quotes, and deal status
Strong written and spoken English at a professional business level
Comfortable making calls, sending cold emails, using LinkedIn, and following up repeatedly
Comfortable coordinating with remote and onsite sales, estimating, and field teams
Able to work during core U.S. business hours
Able to manage high-volume prospecting without needing to be babysat
Strong enough commercially to understand property types, decision makers, contracts, bid cycles, and proposal follow-up
Preferred Qualifications
These are not required, but they are a big plus.
Direct experience in commercial landscaping sales, estimating support, or maintenance contract sales
Experience selling or supporting recurring maintenance contracts
Experience working with property managers, HOAs, multifamily properties, retail centers, office parks, or commercial real estate groups
Experience researching property ownership and management contacts
Experience with cold email campaigns or outbound sales sequences
Experience coordinating proposals or estimates
Experience using Google Maps, county property records, property management websites, LinkedIn, Apollo, ZoomInfo, HubSpot, Pipedrive, Monday.com, ClickUp, or similar tools
Experience supporting outside sales reps or field sales teams
Experience helping build a sales process from scratch
Experience tracking renewal dates, bid windows, RFPs, or contract cycles
Who This Role Is Perfect For
This role is perfect for someone who:
Likes the hunt
Enjoys finding decision makers
Is not scared of follow-up
Understands B2B service sales
Can build lists without needing every step explained
Knows the difference between activity and useful activity
Gets excited about building a pipeline from scratch
Can coordinate people without creating chaos
Has enough industry knowledge to know what a good commercial maintenance prospect looks like
Wants to be paid for real results
Who This Role Is NOT For
This role is not for someone who:
Wants inbound leads handed to them
Hates cold outreach
Gives up after one email
Needs to be told what to do every hour
Cannot keep a CRM clean
Does not understand B2B sales
Has never worked around service businesses, property management, commercial services, or field operations
Thinks “following up” means checking back once two weeks later
Is uncomfortable with aggressive weekly targets
Wants a safe admin role with a sales title
This is a hunter seat.
Benefits
Compensation
Base compensation is 1250 USD/month.
This role also includes performance compensation designed to allow strong performers to earn an additional 2000+ USD/month.
Commission / bonus structure:
50 USD bonus for each true qualified quote opportunity generated
1% commission on collected revenue for projects, contracts, or sales opportunities where you were meaningfully involved
Commission is paid on collected revenue, not just signed contracts.
To qualify for the 50 USD quote opportunity bonus, the opportunity must be a real commercial opportunity that includes:
A qualified commercial property
A real decision maker or clear path to decision maker
Confirmed interest, bid cycle, quote request, or legitimate reason for us to quote
Clear property details
Clean CRM notes
Next step documented
Acceptance by leadership, onsite sales, or estimating as a legitimate quote opportunity
Commission eligibility requires clean CRM notes, documented source, decision maker, follow-up history, proposal status, and your involvement in the opportunity.
We want this role to pay well for results.
But we are not paying for fake activity, messy notes, or “I think they might be interested.”
Track it. Move it. Help close it.
How to apply
When applying, you'll be asked a few questions. Specific, numbers-based answers are expected. This helps us filter the best candidates at early stages of the process. If you have the right experience and you put the effort, it will be noticed. Vague answers won't move forward.
A short video submission might be required at the right stage of the process.