Senior Business Development Manager

Accountabilities: • Establish and continuously improve the framework for pipeline management, including expectations, processes, reporting, KPIs, and performance standards.

• Own BDR metrics and reporting end to end, including dashboard design, data hygiene, metric definitions, and leadership reporting.

• Develop and communicate weekly pipeline forecasts for the BDR/SDR organization and senior leadership.

• Lead quality assurance for BDR outreach, using AI tools to streamline message review, call and email analysis, coaching feedback, and performance improvement.

• Partner with Sales leadership to implement outbound strategies and with Marketing to develop inbound lead programs that generate qualified opportunities and revenue.

• Provide ongoing mentorship, training, coaching, role-playing, and professional development for internal and outsourced BDR team members.

• Recruit, onboard, and retain BDR talent while developing structured ramp plans that help new hires become productive quickly.

• Create clear documentation, playbooks, and processes that can be easily adopted across the broader BDR organization.

• Participate in regional quarterly business reviews with cross-functional and territory leaders.

• Maintain a hands-on leadership approach by managing a small number of contacts across territories and demonstrating effective prospecting strategies, messaging, and execution.

• Foster an engaged, energetic, inclusive, and accountable team environment focused on high performance and a positive employee experience.

• Provide constructive feedback to Product, Marketing, and Sales leadership to improve offerings, identify opportunities, and create additional customer value.

• Monitor execution across the BDR organization, ensuring agreed initiatives, standards, and processes are consistently implemented.

Requirements:

• 8+ years of experience in outbound business development, including at least 2 years managing a BDR, SDR, or Sales team in a B2B environment, preferably with enterprise customers.

• Demonstrated success leading BDR/SDR teams against pipeline and revenue targets.

• Experience building or improving sales development processes, including cadences, qualification criteria, territory design, compensation and quota structures, and performance reporting.

• Strong analytical and commercial skills, with the ability to interpret conversion rates, pipeline coverage, activity-to-outcome ratios, and other performance indicators.

• Strong CRM and sales enablement expertise, including platforms such as Salesforce or HubSpot, with the ability to design meaningful reporting rather than simply consume existing dashboards.

• Experience selling HR technology or prospecting and selling to HR leaders, ideally at the executive level.

• Experience applying AI tools to sales workflows, including outreach quality assurance, call analysis, research, coaching, or enablement.

• Experience building or scaling BDR functions in hybrid or fully remote organizations.

• Familiarity with tools such as HubSpot, Leadfeeder, Dealfront, Gong, or similar sales and revenue technologies.

• Strong coaching and people-development skills, with a feedback approach that is specific, timely, actionable, and focused on measurable improvement.

• Comfortable remaining hands-on with prospecting, sales calls, and sequence development when needed.

• Strong cross-functional collaboration skills and the ability to work effectively with Sales, Marketing, Product, partners, and other stakeholders.

• Adaptable, growth-oriented, energetic, and comfortable working in a fast-paced environment where priorities and technologies evolve quickly.

• Ability to work primarily within US time zones while regularly participating in meetings aligned with EMEA and APAC working hours.

• Proximity to Central or Mountain Time Zones is preferred.

Benefits:

• Base salary range of $65,000–$70,000 USD.

• Total compensation listed at $90,000–$100,000, less applicable payroll deductions and withholdings.

• Eligible for an on-target bonus of $60,000 USD annually, measured and paid monthly.

• Equity grant from the company’s option pool of at least 7,000 options.

• Compensation may vary based on geographic location and country of employment.

• Fully remote position within the United States.

• Opportunity to lead and scale a BDR organization across internal and outsourced teams.

• Hands-on exposure to AI-powered sales workflows and modern revenue technologies.

• Collaboration with cross-functional teams across Sales, Marketing, Product, and international regions.

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