Business Development Manager, Shield by Guardian

Preferred Locations: Northern New Jersey, Virginia, Georgia, Texas

Reports To: President, Shield by Guardian

Compensation: Base salary of $100,000 - $150,000, commensurate with experience and location, plus commissions.

About Shield by Guardian

Guardian’s mission is to responsibly handle the world’s IT assets, earning the trust of our partners, our people, and our planet. Shield is the data center services division of Guardian, operating as a third-party maintenance provider. We operate at the intersection of data center infrastructure expertise, delivering a complete liquid cooling fluid management program. From certified onsite extraction to ISO/IEC 17025 accredited laboratory analysis and full remediation, our model is built for precision, control, and performance inside active, mission critical environments.

About the Role

Shield by Guardian provides coolant testing, remediation, and commissioning for direct liquid cooling, immersion, and rear-door heat exchanger systems, backed by Guardian's national field delivery platform. This role owns customer and partner relationships from first contact to qualified opportunity and keeps every deal moving. You will work directly with the President and the business development team, coordinate technical and field resources, and support proposals through close.

What You'll Do

• Manage leads and relationships through each stage of the funnel, with a clear next step on every account.


• Run discovery on each customer's cooling architecture, fluid program, pain points, timeline, and buying process.


• Multithread into accounts across facilities, engineering, procurement, and operations.


• Coordinate technical meetings, site visits, sample testing, and pilots with Shield's chemistry and field teams.


• Advance partner-sourced opportunities with channel partners and integrators.


• Support proposal development and pricing with the president, and own follow-up through close.


• Keep HubSpot current and report on pipeline movement, stalled deals, and conversion.

What You Bring

• 5–8 years of B2B sales or business development in long-cycle technical sales, ideally in data center infrastructure, cooling, water treatment, specialty chemicals, or mission-critical services.


• A track record of converting relationships into revenue, not just generating activity.


• Strong follow-through and process discipline; the CRM is a tool, not a chore.


• Technical curiosity and existing foundation of data center knowledge with the ability to gain expertise in liquid cooling services.


• Executive presence with senior customer stakeholders.


• Comfort in an early-stage business where the playbook is still being written.

Nice to have: Existing relationships with hyperscalers, colocation providers, or cooling OEMs; experience working with channel partners.

Benefits

Guardian offers a comprehensive benefits package, including medical, dental, and vision insurance, 401k, paid time off plus company holidays, and remote flexibility.

Guardian is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law.