Manager, Business Development

UpKeep is on a mission to reinvent how the physical world runs—starting with the frontline teams who maintain it. We’re the creators of the world’s first AI-first CMMS (Computerized Maintenance Management System), equipping technicians and facilities teams with automation, machine learning, and predictive insights that drive operational speed, safety, and efficiency.

What started as a garage-built prototype is now a fast-scaling SaaS company, backed by Insight Partners, Emergence Capital, and Y Combinator. Over 4,000 companies—including Shell, Yamaha, Unilever, and Marriott—run on UpKeep to modernize their asset operations. We’re leading the $30B category shift toward Asset Operations Management, where uptime, intelligence, and AI converge.

As a Manager, Business Development, you will lead and develop our team of Business Development Representatives (BDRs). Your core focus will be outbound prospecting across SMB, midmarket, and enterprise accounts, including existing customers with expansion potential, as well as inbound lead follow-up and qualification. This is a frontline coaching and leadership role with responsibility for the team's quota, not an individual quota. You will help the team identify broader customer needs and improve opportunity quality to support higher average deal size (ASP). Success in this role will be measured by seller-accepted opportunities generated from qualified meetings the team books for sellers.

This role reports to the SVP, Sales. This is a hybrid role where the employee is expected to be in our Los Angeles office three days per week.

• Hire, onboard, train, and develop BDRs. Set clear ramp plans, provide regular coaching and performance feedback, and support career growth across the sales organization.
• Own the team's quota and operating rhythm, translating goals into clear expectations and reviewing progress through one-on-ones, team meetings, and performance conversations.
• Coach through call reviews, role-play, and live prospecting support. Help reps uncover business needs, engage relevant stakeholders, and identify the potential for broader customer value.

• Build distinct outbound motions for SMB, midmarket, and enterprise accounts, tailoring account selection, messaging, outreach cadence, and qualification to each segment.
• Lead prospecting into the installed customer base to create expansion opportunities, working with sellers and customer teams to align outreach with account priorities.
• Manage inbound lead routing, timely follow-up, and qualification alongside the team's outbound priorities.

• Own BDR playbooks, enablement, and campaign content.
• Use account-based prospecting and relevant, personalized outreach to reach the right buyers.

• Own BDR processes in Salesforce and sales engagement tools, improving data quality and workflows.
• Use AI tools to strengthen targeting, personalize outreach, and analyze performance.

• Track and communicate team performance, including seller-accepted opportunities, meeting conversion, pipeline quality, and ramp progress.
• Use performance data to focus coaching and improve results.

• Partner with Sales and Marketing on qualification standards and handoffs so sellers receive well-qualified meetings and accept the resulting opportunities.
• Use seller feedback to continuously improve meeting and opportunity quality.

• Bachelor's degree or equivalent experience a plus
• 4+ years of experience supervising and managing a sales development team, with a record of coaching reps and delivering team results
• Extensive outbound prospecting and lead generation experience in a fast-paced sales environment
• Experience hiring, onboarding, and developing sales talent, including managing performance and supporting career progression
• Experience with Salesforce
• Experience with Outreach, Gong, and LinkedIn Sales Navigator a plus

• Understanding of how sales development approaches differ across SMB, midmarket, and enterprise customer segments
• Ability to use CRM and sales engagement data to diagnose issues and improve team performance
• Familiarity with AI-powered sales tools
• Strong communication and collaboration skills
• Strong organizational skills, with the ability to set priorities and follow through on commitments

• Leads with integrity – holds self and the team accountable through clear expectations, direct feedback, and fair treatment.
• Invests in people – supports each rep's development, recognizes strong work, and builds a team where people share ideas and learn from one another.
• Communicates openly – encourages continuous improvement and keeps the team focused through change.