Department: Sales
Reports To: Business Development Manager
Status: Full-Time | Hybrid (2–3 days in-office, remainder remote)

Position Overview
The Sales – Business Development Specialist (BDS) is a frontline revenue-generating role responsible for converting inbound opportunities into long-term client engagements across accounting, tax, and advisory services.

This role operates within a high-performance, consultative sales environment, engaging directly with business owners—typically generating $5M+ in annual revenue—to identify financial gaps and position solutions that deliver:

• Financial clarity
• Cash flow visibility
• Strategic tax
• Forecasting and business insight

This is an inbound, conversion-focused role driven by Carter & Company’s marketing engine. Success is defined by the ability to:

• Lead structured, consultative conversations
• Control the sales process from first contact to close
• Maintain disciplined pipeline ownership
• Execute consistent follow-through
• Build relationships that drive long-term revenue

Role Objective:

Convert qualified inbound opportunities into high-value client engagements through disciplined execution, consultative selling, and relationship-driven growth.

Responsibilities

• Serve as the first point of contact for inbound prospects
• Conduct structured advisory conversations with business owners
• Identify financial challenges (tax inefficiencies, cash flow issues, lack of visibility)
• Educate prospects on Carter & Company’s value
• Lead conversations with confidence and control
• Apply structured discovery and questioning techniques
• Position accounting, tax, and advisory services as strategic solutions
• Handle objections and move opportunities toward a defined next step or close
• Own and manage pipeline from lead → close
• Maintain 100% CRM visibility and accuracy
• Track deal progression and next steps
• Prevent stalled opportunities through proactive follow-up
• Partner with Business Development Manager and Fractional CFO
• Support high-value and complex engagements
• Participate in deeper advisory conversations
• Build relationships with business owners and decision-makers
• Represent Carter & Company at networking events
• Convert relationships into consultation opportunities 
• Strengthen pipeline beyond inbound sources
• Execute consistent follow-up cadence
• Maintain ownership from first contact through close
•  Ensure all commitments and next steps are completed

Qualifications:

1. 2+ years in sales, business development, or client-facing roles
2. Experience leading conversations and closing business
3. Exposure to consultative or solution-based selling
4. Strong questioning and listening skills
5. Ability to explain financial concepts clearly
6. Effective objection handling
7. Strong organization and time management
8. Experience using CRM systems
9. Ability to manage multiple active opportunities