Business Development Manager (Mid-Market)

Business Development Manager (Mid-Market) – Air IT Group

Are you energised by building relationships, turning curiosity into confident conversations, and helping organisations grow with secure, reliable technology?

At Air, we make technology simple, secure and stress-free for modern businesses across the UK. We’re one of the UK’s leading Managed Service Providers, delivering Managed IT, Cyber Security, Cloud, Microsoft Solutions, AI and Automation—all designed to help organisations work smarter and grow with confidence.

If you enjoy consultative selling, understand how to champion outcomes (not just products), and want to be part of a business where your ideas matter, this is a brilliant role to bring your skills to.

Role overview

As a Business Development Manager (Mid-Market), you’ll be responsible for driving new business opportunities across a defined mid-market territory. You’ll identify decision-makers, build trusted partnerships, and grow revenue by positioning Air’s services in a way that feels relevant, practical and value-led.

You’ll move beyond the pitch—using discovery, insight and strong commercial judgement to understand what’s really holding a business back. Then you’ll help them move forward with solutions that improve resilience, security, productivity and long-term cost control.

What you’ll be doing

• Prospect and develop a pipeline of mid-market opportunities, ensuring consistent coverage and progression from first contact to qualified sales stages.
• Run consultative discovery conversations with business owners and IT decision-makers to understand priorities around IT stability, cyber risk, cloud readiness and user productivity.
• Support solution shaping by partnering with technical teams to translate customer needs into clear, compelling proposals.
• Build and maintain relationships with key stakeholders, becoming the trusted advisor who helps customers make confident decisions.
• Maintain an accurate and well-managed CRM record—so pipeline is visible, forecastable and actionable.
• Collaborate with internal teams to align messaging, improve lead quality and strengthen our go-to-market approach.
• Attend meetings, networking events and industry sessions where relevant—representing Air with professionalism and energy.
• Work towards agreed targets and KPIs, applying a disciplined approach to outreach, follow-up and opportunity management.

Why this role will suit you

You’ll likely come from a background in IT services, telecoms, cybersecurity, managed services, cloud solutions, or another B2B area where consultative selling is key. You’ll be comfortable creating momentum, questioning assumptions, and using insight to guide customers towards the right next step.

Above all, you’ll enjoy turning “maybe” into “let’s do this”—by listening well, communicating clearly, and understanding that the best sales are built on trust.

What we’re looking for

• Proven experience in new business development and/or sales development within mid-market or similar environments.
• Strong consultative selling skills—discovery, qualification, commercial storytelling and follow-through.
• Comfort working with complex solutions (or the drive to learn quickly and explain them simply).
• Confidence engaging with senior stakeholders and building relationships across different business functions.
• A disciplined approach to pipeline management, forecasting and CRM hygiene.
• Strong communication skills, both written and verbal, with the ability to adapt style for different audiences.
• A collaborative mindset—working well with internal teams to produce high-quality outcomes for customers.

Our benefits (because life should be balanced)

The Benefits

Joining Air IT Group means unlocking a world of perks and opportunities, including:

Time Off & Life Balance

• 25 days Annual Leave + 1 Celebration Day
• Annual Leave Purchase Scheme
• Paid Volunteering Days
• Enhanced Family Leave

Health & Wellbeing

• Virtual GP (24/7 access for you & family)
• Employee Assistance Programme (EAP)
• Eye care vouchers
• Group Life Assurance & Income Protection

Financial & Lifestyle Perks

• Reward Gateway shopping discounts and cashback
• Stakeholder Pension Scheme
• Recognition Platform (with monetary rewards)
• Mortgage Advice Services

Optional Benefits (Opt‑In)

• EV Car Scheme
• Technology Vouchers

What “life at Air” feels like

This role isn’t just about hitting targets — it’s about becoming part of a team that values learning, collaboration and meaningful work. You’ll join a supportive environment where colleagues share ideas, help each other win, and celebrate progress along the way.

You’ll also have the opportunity to be part of a welcoming and active employee community, with regular social events, inclusive activities, and celebrations that bring colleagues together.

Development that helps you grow

We know that growth matters. That’s why you’ll get access to technical training, professional qualifications and ongoing development opportunities—so you can build your skills, strengthen your commercial expertise, and progress in a way that’s genuinely aligned to your goals.

How to think about the role day-to-day

Picture your week with a healthy mix of outreach and relationship-building: structured prospecting, engaging discovery meetings, follow-ups that keep opportunities moving, and collaboration with internal specialists to shape the best path forward for each business.

You’ll be encouraged to be proactive—yet supported—so you can maintain pace without losing focus. The goal is straightforward: help mid-market organisations get the right technology foundations in place, then guide them through the next steps with confidence.

Location

This position is based in any of our Air office locations.

Ready to make a measurable difference?

If you’re looking for a business development role that values consultative thinking, relationship depth and practical outcomes, we’d love to hear from you.

Apply now and tell us about the kind of customer you love working with, the results you’ve delivered, and the next challenge you’re ready to tackle.

Additional highlights

• Development:  We invest in technical training, professional qualifications, and ongoing development opportunities to help you build your skills and achieve your goals.
• Life at Air: Beyond your role, you’ll be part of a welcoming and active employee community, with regular social events, inclusive activities, and celebrations that bring colleagues together and make Air a great place to work.