Sales & Business Development Manager

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

📋 Description

• Lead, mentor, and cultivate a team of Development Representatives.

• Oversee objectives for response times, qualification metrics, meetings scheduled, show rates, accepted opportunities, and pipeline development.

• Manage the rotating coverage model encompassing calls, live chats, form submissions, email responses, and various other inbound channels.

• Create scalable procedures for direct signal-based outbound prospecting, nurturing contacts, and implementing high-intent retargeting workflows.

• Design onboarding and ongoing training programs for solutions, buyer personas, discovery techniques, objection handling, qualification standards, and CRM workflows.

• Set up and uphold qualification and handoff processes for Software Sales Specialists.

• Take responsibility for SDR reporting, dashboards, weekly performance assessments, capacity planning, and communication regarding risks, trends, and opportunities.

• Ensure CRM discipline in HubSpot, focusing on lead routing, activity tracking, ownership, data quality, and follow-up protocols.

• Collaborate with Marketing to enhance lead quality, campaign follow-up, and response times.

• Work with Software Sales to boost meeting quality, acceptance criteria, and closed-loop feedback.

• Occasionally travel for conferences and business development initiatives.

• Create playbooks for inbound conversion, outbound response management, AI-assisted outreach replies, lead recycling, and supplemental prospecting.

• Maintain extensive platform knowledge and demonstrate customer empathy, ethical selling, and effective communication.

⛳️ Requirements

• A minimum of 5 years of experience in sales development, opportunity generation, or another high-volume customer-facing sales role within a SaaS context.

• At least 2 years of direct experience in coaching, supervising, and managing SDRs or other quota-carrying sales personnel.

• Proven history of enhancing team performance through clearly defined goals, structured coaching, quality assurance, and consistent accountability.

• Strong understanding of inbound sales principles, including speed-to-lead, discovery, qualification, objection handling, meeting conversion, and sales transitions.

• Proficient in building and analyzing funnels, dashboards, and team metrics within a CRM.

• Hands-on experience with HubSpot is strongly preferred.

• Growth-oriented mindset, including hypothesis formation, process testing, learning from outcomes, and developing repeatable playbooks.

• Self-motivated, highly organized, and resilient leadership approach.

• Ability to excel in a fast-paced, dynamic start-up environment.

• Data-driven decision-making skills and effective cross-functional communication.

• Commitment to customer empathy, ethical business practices, inclusive leadership, and delivering high-quality prospect experiences.

• Preferred: experience with AI-assisted sales workflows, events or event technologies, or selling to SMB, mid-market, government, or enterprise clients.

🏝️ Benefits

• Unlimited quarterly commissions.

• LGBTQIA+, neurodivergent, and disability-friendly work environment.

• Prioritization of employee mental and physical well-being.

• Reasonable accommodations available for qualified individuals with disabilities and disabled veterans.

• Remote work opportunity.

• Commitment to equal opportunity employment.