Manager, Business Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and motivate Business Development Representatives and Senior BDRs within the region.

• Take ownership of the regional outbound prospecting strategy and oversee daily execution.

• Define sequences, personas, target accounts, and messaging to surpass qualified pipeline and opportunity objectives.

• Concentrate efforts on acquiring New Logos and Cross-Selling while upholding high pipeline-quality standards.

• Operationalize Agentic BD outbound strategies for Tier 1 accounts.

• Conduct call reviews, pipeline assessments, and one-on-one meetings.

• Set measurable performance expectations and ensure team accountability.

• Collaborate with Account Executives on territory allocation, target accounts, qualification criteria, and BDR-to-AE transitions.

• Engage in pipeline reviews alongside Sales leadership.

• Convert business-unit priorities into targeted prospecting efforts.

• Ensure MQLs are promptly and diligently processed into SQLs.

• Team up with Marketing for ABM alignment, campaigns, messaging, and lead quality assurance.

• Utilize funnel metrics and pipeline velocity to detect issues and implement corrective actions.

• Maintain the integrity of CRM and reporting metrics.

• Collaborate with Revenue Operations on territory structuring, forecasting, and attribution reporting.

• Take charge of hiring, onboarding, ramp planning, career development, and team succession planning.

• Manage a geographically distributed team to ensure consistent standards and outcomes.

⛳️ Requirements

• 3+ years of experience in outbound Business Development or Sales Development within B2B SaaS or enterprise software sectors.

• Proven history of generating outbound-led pipelines and consistently surpassing qualified pipeline generation targets.

• Practical proficiency with Salesforce, Gong, a sales engagement or dialing platform such as Salesloft or Orum, ZoomInfo, and LinkedIn Sales Navigator.

• Capability to establish performance metrics, coach team members, and hold them accountable for exceeding those metrics.

• Experience in managing hybrid and geographically dispersed teams across various time zones.

• Strong communication skills and adeptness in stakeholder management.

• Preferred: 1+ year of direct management experience with BDR or SDR teams.

• Preferred: background in CFO solutions, ERP, FP&A, or finance technology.

• Preferred: understanding of account-based marketing, intent data, and tools such as Clay.

• Preferred: experience in establishing, restructuring, or scaling a BDR function.

• Preferred: experience in developing BDR career pathways and internal mobility initiatives.

• Preferred: familiarity with Revenue Operations and cross-functional go-to-market planning.

• Must be eligible to work in the United States; insightsoftware cannot provide visa sponsorship for candidates not eligible to work in the position’s country.

• Background check required where permitted by country or state/province.

🏝️ Benefits

• Commission target included in the stated compensation range for the sales role.

• Additional bonus eligibility may apply.

• Confidential handling of application information.

• Equal employment opportunity workplace.