Regional Business Development Manager

in ,

Job Details & Benefits

 

About Wilderlab

Wilderlab is a science-led company using environmental DNA (eDNA) to help protect biodiversity. We have offices in Wellington, New Zealand, Sydney, Australia, and outside Seattle in North Bend, WA in the United States. We work with researchers, government agencies, industry and communities globally. Our services combine rigorous science with excellent customer experience to make biodiversity monitoring accessible, accurate and actionable.

 

Role Purpose

Drive Wilderlab USA’s revenue growth by identifying, engaging, and converting new clients across all relevant sectors: environmental consulting, government agencies, energy and infrastructure, conservation, and research. The Regional Business Development Manager will be the primary commercial face of Wilderlab in the US market, building a strong prospect pipeline through proactive outreach, cold calling, relationship development, and conference engagement. This role is the engine of our US commercial expansion.

 

Key Outcomes (what success looks like)

  • A healthy, well-documented pipeline of qualified prospects across target sectors is maintained and growing.
  • Monthly and quarterly new-business revenue targets are met or exceeded.
  • Cold outreach activity (calls, emails, LinkedIn) is consistent, high-volume, and systematically tracked in CRM.
  • New contracts are closed efficiently, with handoff to delivery teams smooth and well-documented.
  • Wilderlab’s brand and scientific credibility are strengthened through conference participation and scientific engagement.
  • Client feedback informs product and service development, contributing to continuous improvement.

 

Core Responsibilities

1) Prospecting & Pipeline Development

  • Identify and research target organizations across environmental consulting, government, energy and infrastructure, conservation, and research sectors.
  • Execute high-volume, proactive outreach via cold calling, email campaigns, and LinkedIn to generate new leads and book discovery meetings.
  • Build and maintain a robust, qualified pipeline using HubSpot CRM; keep all activity, stages, and notes current and accurate.
  • Develop sector-specific outreach strategies that speak to each client type’s monitoring needs, compliance requirements, and funding structures.
  • Attend industry conferences, trade shows, and networking events to generate leads and raise Wilderlab’s profile in the US market.

 

2) Sales Process & Deal Closure

  • Conduct discovery calls and technical consultations to understand client needs and design appropriate eDNA monitoring solutions (training provided).
  • Prepare and deliver compelling proposals and presentations to technical and non-technical stakeholders.
  • Negotiate and close contracts, escalating non-standard terms or pricing to the General Manager.
  • Manage the full commercial process from first contact through signed agreement, ensuring a seamless transition to customer operations and lab teams.
  • Identify upsell and cross-sell opportunities within the existing client base.

 

3) Client Relationship Management

  • Build long-term relationships with key accounts, acting as a trusted partner.
  • Provide clients with clear, accurate information about eDNA methods, Wilderlab’s services, quality standards, and Wilderlab’s ISO 17025 accredited laboratories in New Zealand and Australia (training provided).
  • Gather and relay client feedback to internal teams to improve service delivery, product offerings, and marketing materials.
  • Support clients through onboarding, ensuring confidence in eDNA methodologies and high rates of repeat business.

 

4) Market Intelligence & Strategy

  • Monitor competitive landscape, emerging regulations, biodiversity policy developments, and funding opportunities relevant to the US eDNA market.
  • Provide regular reporting on pipeline status, activity metrics, win/loss analysis, and market trends to the General Manager.
  • Contribute to go-to-market strategy, sector prioritization, and pricing discussions as the US business scales.

 

5) Cross-Team Collaboration

  • Coordinate closely with the Lab, Customer Operations, and Science teams to align on service capabilities, lead times, and delivery commitments.
  • Collaborate with Marketing on campaigns, case studies, conference materials, and digital content to support pipeline generation.
  • Represent Wilderlab at external events, conferences, and public forums, promoting eDNA as a next-generation biodiversity assessment tool.

 

Collaboration & Decision Rights

 

Works closely with: Customers; General Manager (USA); Customer Operations; Marketing; Science; Lab; Wilderlab Australia and New Zealand teams.

 

Decides/executes independently:

  • Day-to-day prospecting activity and outreach prioritization
  • Discovery calls, technical consultations, and proposal preparation within standard service offerings
  • CRM pipeline management and activity logging

 

Escalates:

  • Non-standard pricing, contract terms, or SLAs
  • Strategic partnerships or government framework agreements
  • Client complaints with reputational or scientific risk
  • Requests requiring custom assay development or non-standard lab workflows

 

Skills & Attributes

 

Essential

  • 3+ years in B2B sales, business development, or account management – preferably in environmental services, life sciences, or a science-adjacent sector.
  • Proven track record of meeting or exceeding sales targets through proactive outreach including cold calling, email prospecting, and social selling.
  • Strong CRM discipline (HubSpot preferred); comfortable managing a high-volume pipeline with accurate data entry and reporting.
  • Excellent verbal and written communication; confident presenting technical concepts to non-scientific audiences.
  • Self-motivated, organized, and comfortable working independently.
  • Collaborative and solutions-focused; thrives in a fast-growing, science-led company.

 

Desirable

  • Background or strong interest in environmental science, ecology, marine biology, or conservation.
  • Familiarity with eDNA, metabarcoding, or molecular ecology methods.
  • Experience selling to government agencies, environmental consultancies, or energy/infrastructure clients.
  • Understanding of environmental compliance frameworks and biodiversity monitoring requirements.
  • Experience in an early-stage or scaling business where processes are still being built.
  • Experience with AI outreach tools.

 

Tools & Systems (typical)

  • HubSpot CRM for pipeline management, activity tracking, and reporting
  • Email, phone, LinkedIn Sales Navigator for prospecting and outreach
  • Video conferencing (Teams) for client meetings and presentations
  • Shared drives and project management tools for cross-team collaboration
  • LIMS and order management systems (training provided)

 

Working Conditions & Requirements

  • Regular travel required for client visits, conferences, and team meetups.
  • Willingness to travel domestically and occasionally internationally.
  • Evidence of right to work in the United States.
  • Availability for occasional calls outside standard hours to coordinate with Wilderlab teams in Australia and New Zealand.

 

Data, Confidentiality & Ethics

  • Handle customer data per company policy; maintain confidentiality and data integrity.
  • Respect Wilderlab’s data-ownership stance: clients own their data; do not share externally without approval.
  • Uphold ethical conduct in all customer and partner dealings.

 

Growth & Development

  • Training provided on eDNA basics, Wilderlab’s services, systems, and scientific quality standards.
  • Exposure to Science, Operations, and Marketing teams; opportunity to grow into a senior commercial leadership role as the US business scales.
  • Work at the forefront of a rapidly growing field with genuine conservation impact.

 

Compensation & Benefits

This is an exempt (salaried) position. Base salary, plus commission pursuant to a written commission plan. Benefits include: 401(k) retirement plan with employer match (100% up to 3%, then 50% up to 5%); paid time off; Washington State paid sick leave; Washington State Paid Family and Medical Leave; health insurance may be available subject to plan eligibility and participation requirements.

 

Equal Employment Opportunity

Wilderlab USA is an equal opportunity employer. We do not discriminate on the basis of race, color, national origin, sex, gender identity, sexual orientation, age, disability, marital status, veteran or military status, creed, citizenship or immigration status, or any other characteristic protected by applicable federal, state, or local law.

 

Reasonable Accommodation

Reasonable accommodations may be made in accordance with applicable law to enable individuals with disabilities to perform the essential functions of this role.

 

At-Will Employment

Employment with Wilderlab USA is at-will. Either the employee or the company may end the employment relationship at any time, with or without cause or notice. Nothing in this job description constitutes a contract or guarantee of employment.

 

Contact Information

If you’re interested in submitting an application, please use the contact information below for more about how to apply.

Employer: Wilderlab USA Inc
Location: North Bend

Contact: Elizabeth Allan
Email: eily@wilderlab.co
Phone: 425-285-7499
Website: https://wilderlab.co/