Senior Business Development Manager

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

📋 Description

• Develop the framework for pipeline management, encompassing expectations, processes, reporting, and KPIs.

• Take full ownership of BDR metrics and reporting from start to finish, which includes dashboard design, data cleanliness, and metric definitions.

• Generate and share weekly pipeline forecasts with the BDR/SDR team and leadership.

• Oversee quality assurance for BDR outreach by utilizing Claude for message evaluation, call and email quality assurance, and coaching feedback.

• Engage in regional quarterly business reviews alongside cross-functional and territory leaders.

• Collaborate with Sales leadership on outbound strategies and work with Marketing on inbound lead initiatives that generate opportunities and revenue.

• Guide the team through training, coaching, and role-playing, ensuring that initiatives are executed throughout the BDR team.

• Foster a vibrant, energetic, and inclusive work environment.

• Manage a limited number of contacts across territories while demonstrating strategy, messaging, and results.

• Recruit, onboard, and retain BDR talent, and develop ramp plans for new hires.

• Create user-friendly documentation for the BDR team and beyond.

• Offer constructive feedback to product management, marketing, and sales leadership to enhance offerings and customer value.

⛳️ Requirements

• Ability to work within US time zones and comfortably participate in meetings during EMEA and APAC time zones regularly.

• Proven success in leading a BDR/SDR team, with a track record of achieving pipeline and revenue targets.

• Demonstrated experience in building and enhancing programs, including cadences, qualification criteria, territory design, compensation and quota structures, and reporting.

• In-depth understanding of conversion rates, pipeline coverage, and activity-to-outcome ratios.

• Strong proficiency in CRM and sales enablement tools, such as Salesforce and HubSpot.

• Capability to design reports rather than merely consuming them.

• Coaching skills that involve delivering specific, timely, and actionable feedback.

• Comfortable with prospecting, participating in calls, and crafting outreach sequences.

• Ability to collaborate effectively with sales, marketing, partners, and product teams.

• Capacity to excel in a fast-paced environment, adapt to change, and quickly learn about new industries and technologies.

• Minimum of 8 years in outbound business development, including over 2 years managing a BDR/SDR or Sales team in a B2B context, ideally targeting large enterprises.

• Experience in selling HR technology or marketing to HR leaders.

• Familiarity with applying AI tools to sales processes, including outreach quality assurance, call analysis, research, or enablement.

• Background in building or scaling a BDR function in a hybrid or fully remote organization.

• Experience with technologies like HubSpot, Leadfeeder, Dealfront, Gong, or similar tools.

• Located near Central or Mountain Time Zones.

🏝️ Benefits

• Eligible for an on-target bonus payment of USD $60,000 per year, assessed and paid monthly.

• Equity grant from the company’s option pool of no less than 7,000 options.