Senior Manager

About the Role:

The Senior Manager, Business Development role exists to create a successful and high-performing outbound Business Development Representative (BDR) team for our core sales organization. This person will be responsible for the direct management and operational performance of the BDR organization and will be tasked with developing new strategies and improving upon existing processes.

You will be an integral part of the sales leadership team by providing continuous mentorship to our BDRs, refining BDR’s processes, defining and tracking leading and lagging indicators, and spearheading BDR recruiting. You will work closely with other leaders across the company, including Sales, Sales Operations, Growth Strategy and more. This role reports directly to the Head of Sales. 

*This role will be hybrid with a requirement of at least 3 days in our San Francisco office.*

What You’ll Do:

• Recruit, hire, coach, and manage the operational performance of an outbound Business Development Representative (BDRs) team.
• Drive a high performance, high-accountability culture towards exceeding sales development goals.
• Demonstrate a strong coaching culture by supporting the BDRs through call coaching, sequence review/development, email writing, and objection handling.
• Monitor and refine processes, metrics, and tools to maximize success on the BDR team.
• Report on pipeline-building metrics and forecast to senior sales management.
• Collaborate with Sales Enablement, Product Marketing and Sales Operations for targeted training and development.
• Build and mentor a team of high-performing BDRs that can become high-performing account executives and/or create pathways to other XFNL teams.

What Were Looking for:

• 2-5 years of experience managing high performing Sales Development teams in a high-growth tech environment.
• Additional minimum 1-2 years of experience as an outbound BDR. 
• Exposure to eCommerce, retail, shipping/logistics, payments, or adjacent industries.
• Strong prospecting skills (cold calls, email, LinkedIn) and ability to coach others in outreach fundamentals.
• A Coach: You hold yourself and your team accountable. You love spending time with your team in the trenches, while teaching them how to think differently and motivating them to continuously evolve in their sales career.
• A Numbers Nerd: You recognize the importance of using data and analytics to drive your decision making process, identify areas for improvement, and track progress
• A Leader: You strive to elevate your team every day. You lead by example and inspire others to achieve and exceed their goals.
• Must be based in or near San Francisco. Expected to come in 3x / week. 

Expected Pay: $160,000 - $190,000 On Target Earnings (OTE)*

*The base salary and expected OTE for this position are listed above. OTE is payable based on the Company's variable sales compensation plan; employees who exceed annual sales targets may receive additional compensation. Incentive compensation will be provided as part of a total compensation package.