Manager, Business Development - Commercial

About the role

Lead, coach, and develop a team of Business Development Representatives across the Commercial market segment, driving performance, engagement, and career progression through regular 1:1 coaching, prospecting strategy reviews, and personalized development plans tied to each BDR's career goals
Own end-to-end pipeline generation strategy aligned to regional revenue targets and market expansion goals
Build and scale a talent development engine for BDRs: individualized coaching plans, structured skill-building curricula, and clear promotion pathways into Account Executive, Sales Engineering, and Marketing roles - establishing the team as a proven pipeline of future revenue talent for the broader organization
Create and run a formal enablement program (onboarding, ongoing skills training, certification milestones) that shortens ramp time for new hires and raises the performance floor across the team
Drive improvements in conversion rates and pipeline quality across the full funnel, increasing efficiency and revenue impact
Partner with Sales and Marketing leadership to design and execute account-based and regional go-to-market strategies, positioning BDR leadership as a strategic voice in shaping company-wide growth priorities, not just a downstream execution function
Oversee pipeline creation metrics, forecasting accuracy, and performance tracking to ensure predictable growth and give leadership a reliable read on regional business health
Analyze pipeline data, campaign performance, and engagement trends to optimize prospecting effectiveness and inform strategic decisions
Build and scale repeatable processes, playbooks, and enablement programs to support a distributed and growing team, creating institutional knowledge that outlasts any single rep or manager
Collaborate with global stakeholders to implement best practices and introduce innovative prospecting approaches leveraging modern sales technologies, extending your impact beyond the region into company-wide standards
Foster a culture of accountability, professionalism, and high performance aligned with company values that makes the team a destination for top talent and a visible feeder for internal promotion
Champion the use of CRM platforms, sales engagement tools, and data-driven insights to enhance productivity and visibility, and act as an internal advocate for adopting AI-enabled prospecting tools ahead of the market

Responsibilities

• Lead, coach, and develop a team of Business Development Representatives across the Commercial market segment, driving performance, engagement, and career progression through regular 1:1 coaching, prospecting strategy reviews, and personalized development plans tied to each BDR's career goals
• Own end-to-end pipeline generation strategy aligned to regional revenue targets and market expansion goals
• Create and run a formal enablement program (onboarding, ongoing skills training, certification milestones) that shortens ramp time for new hires and raises the performance floor across the team
• Drive improvements in conversion rates and pipeline quality across the full funnel, increasing efficiency and revenue impact
• Partner with Sales and Marketing leadership to design and execute account-based and regional go-to-market strategies, positioning BDR leadership as a strategic voice in shaping company-wide growth priorities, not just a downstream execution function
• Oversee pipeline creation metrics, forecasting accuracy, and performance tracking to ensure predictable growth and give leadership a reliable read on regional business health
• Analyze pipeline data, campaign performance, and engagement trends to optimize prospecting effectiveness and inform strategic decisions
• Build and scale repeatable processes, playbooks, and enablement programs to support a distributed and growing team, creating institutional knowledge that outlasts any single rep or manager
• Collaborate with global stakeholders to implement best practices and introduce innovative prospecting approaches leveraging modern sales technologies, extending your impact beyond the region into company-wide standards
• Foster a culture of accountability, professionalism, and high performance aligned with company values that makes the team a destination for top talent and a visible feeder for internal promotion
• Champion the use of CRM platforms, sales engagement tools, and data-driven insights to enhance productivity and visibility, and act as an internal advocate for adopting AI-enabled prospecting tools ahead of the market

Requirements

• 7+ years of experience in SaaS or cloud-based environments within Business Development, Sales Development, or Inside Sales functions
• 3+ years of experience leading BDR or SDR teams, with direct people management responsibility
• Proven track record of generating pipeline and contributing to revenue growth through team leadership
• Strong understanding of enterprise sales motions and pipeline development strategies
• Demonstrated ability to use Salesforce, Salesloft, Tableau and leverage data for decision making
• Strong stakeholder management skills across Sales, Marketing, and executive leadership
• Excellent communication, coaching, and organizational skills
• Strong business acumen with the ability to align execution to broader company objectives

Preferred Qualifications

• Experience building or scaling Business Development organizations in multinational or high-growth environments
• Familiarity with account-based marketing and multi-threaded prospecting strategies
• Experience with modern prospecting and sales engagement tools
• Ability to quickly understand and articulate complex technology and AI-driven solutions

Compensation

This role has a market-competitive salary with an anticipated base compensation range listed below. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. This role might also be eligible for a commission or performance-based bonus opportunities. $86,600.00 - $152,400.00

Benefits

• Medical, Dental, and Vision Insurance
• Telehealth coverage
• Flexible work schedules and work from home opportunities
• Development and career growth opportunities
• Open Time Off in addition to 10 paid holidays
• 401(k) matching program
• Adoption Assistance
• Fertility treatments