Manager – Business Development

POSITION SUMMARY

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.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

Team Leadership & Development

• 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.

Outbound & Inbound Pipeline Generation

• 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.

Enablement & Playbooks

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

AI-Enabled Execution

• 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.

Performance Management & Reporting

• 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.

Cross-Functional Collaboration

• 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.

EXPERIENCE

• 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

KNOWLEDGE

• 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

DESIRED BEHAVIORS

• 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.

COMPENSATION

This role will receive a competitive base salary + variable + benefits. A variety of factors are considered when determining someone's compensation–including a candidate's professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

The pay range for this role is $120,250 USD / $185,000 OTE USD per year.