Manager of Business and Sales Development

As the Manager of Business and Sales Development, you will be responsible for continuing to scale and lead our SDR and BDR organization. You will be an integral part of the go-to-market leadership team by providing continuous mentorship for our SDRs and BDRs, relentlessly refining and optimizing our ABM and pipeline-opening processes, and tracking team metrics and KPIs. You will work closely with other leaders in marketing, revenue operations, and sales enablement to drive the strategy for the SDR and BDR teams.

WHO WILL LOVE THIS JOB

• A Coach: You love teaching your team how to think differently and motivating them to continuously evolve in their sales career.
• A Numbers & Systems Nerd: You recognize the importance of quantitative analysis and a methodical approach to making decisions.
• A Leader: You strive to elevate your team every day. You lead by example and inspire others to achieve and exceed their goals.
• A Collaborator: You know that business isn’t won in a vacuum. You work with peers to drive change that makes us 1% better every week.

KEY RESPONSIBILITIES

• Lead our team of 7 global inbound SDRs and outbound BDRs, including recruiting, coaching, day-to-day operations, process improvement, and performance management.
• Own our “no-lead-left-behind” strategy for inbound inquiries, program and event follow-up, warm accounts, channel programs, and other lead sources.
• Drive execution through rigorous metrics, forecast management, and continuous improvement.
• Achieve weekly and quarterly pipeline targets, working closely with marketing and sales leaders to build on observed success and address identified gaps on a daily and weekly basis.
• Continuously monitor, refine, and iterate processes, metrics, and tools for operational excellence within the team.
• Iterate and optimize Outreach sequences, messaging, emails, and call scripts in conjunction with product marketing. Drive higher response rates across the team through analytics, A/B testing, personalization, generative AI, and other tactics.
• Foster the team’s professional growth, teaching them effective sales techniques, ensuring accountability and discipline, and preparing them for advanced roles in sales, marketing, or other functions.
• Spearhead our transition to an Account-Based Marketing (ABM) strategy built on proven best practices, starting with the BDR team and extending to our entire sales organization.
• Collaborate with revenue operations to build out and make optimal use of our tech stack: Salesforce.com, Outreach, 6Sense, Chorus, ZoomInfo, Chilipiper, and more.
• Work closely with marketing to develop a comprehensive strategic plan for driving new business, customer expansion, and regional campaigns.

• 3 to 5 years of experience as a manager or team lead for a high-performing sales or business development teams.
• Strong understanding of sales development best practices (cadence management, cold-calling, objection handling, etc.) and the pipeline building process.
• Demonstrated success with Salesforce.com, Outreach or Salesloft, 6Sense or Demandbase, and similar tech platforms.
• Highly analytical and curious, always diving into data and reporting to make well-informed decisions.
• Humility and empathy for the challenges our prospects face on a daily basis.
• Experience managing both local and remote reps.
• Located in Boston and able to work 3+ days per week in the office (Downtown Crossing).