The Role
Responsible for consultative selling into Escalon's existing client base: identify HR outsourcing opportunities, coach Client Engagement Managers, lead strategic conversations with executives, manage pipeline in Salesforce, scope/price deals, and ensure seamless handoffs while reducing client risk and cost.
Summary Generated by Built In
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 Do:
Day-to-Day Responsibilities also include:
- 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.
Metrics:
- New HR outsourcing revenue harvested from the existing client base (primary measure).
- Number of qualified opportunities identified and advanced through CEM book-of-business reviews.
- Pipeline coverage, win rate, and average deal size on harvesting opportunities.
- Breadth and cadence of CEM engagement (active CEM relationships and reviews completed).
- CRM hygiene and forecast accuracy.
What You'll Bring
Must Haves:
- Bachelor’s degree, or equivalent professional experience in HR, benefits, or sales.
- 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.
- Proficiency with Salesforce (our CRM)
- Microsoft Suite
- Google Workspace
- Experience with sales-engagement and proposal-automation tools.
Nice to Haves:
- HR certification (SHRM-CP/SHRM-SCP or PHR/SPHR) or benefits credential.
- Experience selling into or working alongside a PEO or broker channel.
- Experience in a “land-and-expand” or account-based growth motion within an existing customer base.
- Working knowledge of benefits, and multi-state HR compliance.
Why You’ll Enjoy Working at Escalon:
We offer a variety of health benefits, all available on the first day of the month following employment with us, to keep you and your family feeling fit and well.
- Medical, Dental and Vision options
- Life and Disability
- STD/LTD
- 10 Paid holidays each year
- Flexible PTO
- 401K Retirement Plan
- Incentive compensation
If you are hired at Escalon, your final base salary compensation will be determined based on several factors including, but not limited to, skill set, years of experience, and the employee’s geographic location. In addition to those factors – we believe in the importance of pay equity and consider the internal equity of our current team members as a part of any final offer.
Escalon is an equal opportunity employer.
More about us:
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: https://escalon.services/
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.
About New Harbor Capital
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.
Skills Required
- Bachelor's degree or equivalent professional experience in HR, benefits, or sales
- 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, payroll, benefits, and PEOs
- Gravitas and credibility with CFOs, owner-operators, and executive teams
- Proven ability to quickly earn trust of internal referral partners and client teams
- Strong consultative, strategic selling and discovery skills
- Ability to think like a risk manager and design solutions reducing risk and cost
- High energy, discipline to manage many accounts and maintain cadence with CEMs
- Exceptional curiosity and listening skills to spot harvesting opportunities
- Speed, accuracy, high attention to service and detail
- Highly organized, self-managing, and thrives working fully remotely
- Strong AI skills; uses AI tools to work faster and produce high-quality proposals
- Proficiency with Salesforce (CRM)
- Proficiency with Microsoft Suite
- Proficiency with Google Workspace
- Experience with sales-engagement and proposal-automation tools
- HR certification (SHRM-CP/SHRM-SCP or PHR/SPHR) or benefits credential
- Experience selling into or working alongside a PEO or broker channel
- Experience in land-and-expand or account-based growth motion within existing customers
- Working knowledge of benefits and multi-state HR compliance
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Escalon Services provides comprehensive back-office solutions, specializing in accounting, HR, payroll, and finance to help businesses focus on growth while managing operational needs.
