Senior Business Development Manager

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

📋 Description

• Recruit, onboard, and accelerate GDRs through outbound and inbound channels to achieve full productivity within a defined ramp period.

• Conduct weekly one-on-one meetings, call and sequence evaluations, and pipeline assessments with each representative; develop tailored coaching strategies.

• Facilitate team standups, calibration sessions, and skill enhancement on cold-calling techniques, objection management, and discovery methods.

• Establish individual and pod-level goals, monitor progress, and address underperformance via structured enhancement plans.

• Oversee pod-level pipeline objectives for enterprise, Healthcare, and Energy outbound as well as inbound qualification channels.

• Convert Marketing and Sales priorities into targeted account, enterprise, and vertical strategies; allocate lanes, territories, and account lists accordingly.

• Supervise account coverage, follow-up frequency, and multichannel sequence effectiveness; adjust strategies for underperforming initiatives.

• Safeguard outbound and inbound lane boundaries while preserving first-response ownership.

• Ensure vertical outreach is consistent with approved current messaging and differentiate existing capabilities from future roadmap themes.

• Maintain the qualification standard and trusted Sales handoff criteria, encompassing acceptance benchmarks, documented context, and follow-up expectations.

• Collaborate with AE leadership to tackle rejection patterns, recalibrate qualification standards, and synchronize account ownership.

• Address and resolve account-level disputes between GDRs and AEs.

• Manage CRM cleanliness, disposition accuracy, SLA compliance, response times, routing, and lead recycling.

• Provide weekly and monthly reports on pod pipeline, conversion rates, and individual representative performance to GTM leadership.

• Implement a test-and-learn methodology, assess play outcomes, and document successful strategies into shared playbooks.

• Work alongside the GTM Growth Manager and Sales leadership on pipeline evaluations, forecasting, and resource allocation.

• Coordinate with Account Executives regarding account ownership, handoff calibration, and recognized opportunities.

• Collaborate on the development of target lists, personas, triggers, messaging, offers, and sequences with Campaign Management.

• Partner with Marketing Operations on routing logic, attribution, notifications, and CRM data integrity.

• Define hiring strategies, interview procedures, and evaluation criteria in conjunction with HR and Recruiting.

• Operate within Marketing, report to the GTM Growth Manager, and function under shared Sales governance.

⛳️ Requirements

• 4–6+ years of experience in B2B sales development, business development, or inside sales, including 1–2+ years of direct management of a BDR/SDR/GDR team, preferably in an enterprise or complex sales environment.

• Proven history of leading a team towards achieving pipeline and conversion goals, including meeting attendance, acceptance rates, and sourced pipeline.

• Experience in coaching representatives on multichannel prospecting through phone, email, and social media, along with inbound qualification and SLA oversight.

• Strong expertise in CRM, sales engagement, and enrichment tools, coupled with disciplined data management and reporting practices.

• Capability to convert a technical, multi-product portfolio into representative-level communication, qualification criteria, and value presentation for operations, compliance, and IT stakeholders.

• Demonstrated experience in hiring and onboarding, including crafting ramp strategies and achieving full productivity swiftly.

• Ability to provide and receive feedback promptly, translating call/calibration evaluations into noticeable representative improvement.

• Nice to have: experience in prospecting within Healthcare, Energy, regulated sectors, or information management.

• Nice to have: familiarity with account-based or named-account initiatives and close collaboration with AEs.

• Nice to have: experience managing a distributed or offshore GDR team.

• Nice to have: experience overseeing both outbound and inbound operations within a single pod.

• Nice to have: knowledge of Salesforce, Outreach, ZoomInfo, 6sense, or similar platforms at an administrative/reporting level.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Competitive salary with performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible work hours and remote work options.

• A dynamic and inclusive work environment.