Senior Business Development Manager

United StatesRemoteFull-timesenior

SalesBusiness Development Manager

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Quick Summary

Requirements Summary

8+ years of experience in outbound business development, including at least 2 years managing a BDR, SDR, or Sales team in a B2B environment, preferably with enterprise customers.

Technical Tools

SalesBusiness Development Manager

This role is responsible for building, leading, and scaling a high-performing BDR function that drives consistent pipeline and revenue opportunities.
You will own the strategy, processes, metrics, and operating cadence that connect outbound and inbound activity to qualified opportunities.
The position combines hands-on sales leadership with coaching, team development, process design, and performance management.
You will work closely with Sales, Marketing, Product, and other cross-functional teams to strengthen go-to-market motions and improve pipeline generation.
The role also offers an opportunity to incorporate AI tools into outreach quality assurance, coaching, call analysis, research, and enablement.
You will thrive in a fast-paced, remote environment where data-driven decision-making, experimentation, and strong team culture are highly valued.

Establish and continuously improve the framework for pipeline management, including expectations, processes, reporting, KPIs, and performance standards.
Own BDR metrics and reporting end to end, including dashboard design, data hygiene, metric definitions, and leadership reporting.
Develop and communicate weekly pipeline forecasts for the BDR/SDR organization and senior leadership.
Lead quality assurance for BDR outreach, using AI tools to streamline message review, call and email analysis, coaching feedback, and performance improvement.
Partner with Sales leadership to implement outbound strategies and with Marketing to develop inbound lead programs that generate qualified opportunities and revenue.
Provide ongoing mentorship, training, coaching, role-playing, and professional development for internal and outsourced BDR team members.
Recruit, onboard, and retain BDR talent while developing structured ramp plans that help new hires become productive quickly.
Create clear documentation, playbooks, and processes that can be easily adopted across the broader BDR organization.
Participate in regional quarterly business reviews with cross-functional and territory leaders.
Maintain a hands-on leadership approach by managing a small number of contacts across territories and demonstrating effective prospecting strategies, messaging, and execution.
Foster an engaged, energetic, inclusive, and accountable team environment focused on high performance and a positive employee experience.
Provide constructive feedback to Product, Marketing, and Sales leadership to improve offerings, identify opportunities, and create additional customer value.
Monitor execution across the BDR organization, ensuring agreed initiatives, standards, and processes are consistently implemented.

Requirements

~2 min read

8+ years of experience in outbound business development, including at least 2 years managing a BDR, SDR, or Sales team in a B2B environment, preferably with enterprise customers.
Demonstrated success leading BDR/SDR teams against pipeline and revenue targets.
Experience building or improving sales development processes, including cadences, qualification criteria, territory design, compensation and quota structures, and performance reporting.
Strong analytical and commercial skills, with the ability to interpret conversion rates, pipeline coverage, activity-to-outcome ratios, and other performance indicators.
Strong CRM and sales enablement expertise, including platforms such as Salesforce or HubSpot, with the ability to design meaningful reporting rather than simply consume existing dashboards.
Experience selling HR technology or prospecting and selling to HR leaders, ideally at the executive level.
Experience applying AI tools to sales workflows, including outreach quality assurance, call analysis, research, coaching, or enablement.
Experience building or scaling BDR functions in hybrid or fully remote organizations.
Familiarity with tools such as HubSpot, Leadfeeder, Dealfront, Gong, or similar sales and revenue technologies.
Strong coaching and people-development skills, with a feedback approach that is specific, timely, actionable, and focused on measurable improvement.
Comfortable remaining hands-on with prospecting, sales calls, and sequence development when needed.
Strong cross-functional collaboration skills and the ability to work effectively with Sales, Marketing, Product, partners, and other stakeholders.
Adaptable, growth-oriented, energetic, and comfortable working in a fast-paced environment where priorities and technologies evolve quickly.
Ability to work primarily within US time zones while regularly participating in meetings aligned with EMEA and APAC working hours.
Proximity to Central or Mountain Time Zones is preferred.