Sr. Manager, Business Development

Job Summary

The Senior Business Development Manager will lead and scale Replit’s outbound sales development team, focusing on building a robust pipeline for Account Executives. The role involves defining the outbound playbook, identifying key target personas, and coaching the team on qualification methodology, objection handling, and pipeline generation.

About the Role

This role requires hands-on outbound prospecting experience, proven leadership skills, and a strong understanding of modern GTM technology. Previous experience in creating systems and orchestrating technology to support an efficient & scalable 0->1 outbound workflow, along with collaboration with marketing and sales ops, is highly valued.

Responsibilities

• Build, lead, and scale a high-performing team of Business Development Representatives
• Develop and implement BDR processes, playbooks, and best practices for cold and warm-outbound channels
• Coach and mentor BDRs on qualification methodology, objection handling, and pipeline generation techniques
• Partner with sales leadership to provide feedback on territory assignments, quotas, performance metrics, lead handoff processes
• Evangelize a future where anyone can create software in natural language, ensuring the team can articulate this vision compellingly
• Collaborate with marketing and operations to optimize lead routing, provide feedback on campaign effectiveness, and improve lead quality & conversion
• Analyze team performance data and implement strategies to improve conversion rates and meeting quality
• Recruit, hire, and onboard new SDR/BDR team members as the organization scales
• Maintain accountability for team quota attainment and individual BDR development
• Work closely with Account Executives and AE leaders to ensure smooth handoffs and tight feedback loops
• Uphold CRM hygiene and reporting accuracy across the SDR organization
• Stay current on industry trends and competitive landscape to inform team strategy

Requirements

• 5+ years of sales development experience with at least 3 years in a leadership or management role, preferably some with a technical ICP
• Proven track record of building and scaling BDR teams, preferably in a high-growth environment
• Strong individual contributor background with deep understanding of both inbound & outbound prospecting, demand gen strategies, and industry best practices
• Data-driven approach to performance management and process optimization
• Excellent coaching and mentoring abilities with experience developing junior sales talent
• Outstanding written and verbal communication skills
• Experience with CRM systems and sales tools (e.g., Hubspot/SFDC, LinkedIn, ZoomInfo, Clay, SmartLead, Outreach, Default, etc)
• Ability to recruit, interview, and assess SDR candidates effectively
• Strong cross-functional collaboration skills, particularly with marketing and sales teams
• Passion for technology and ability to quickly learn and teach complex technical concepts
• Experience with or strong interest in AI and machine learning is a plus

Preferred Skills

• You're an active Replit user
• You've worked at an early-stage startup or in developer tools
• You've built inbound SDR programs from 0-1 and/or scaled from early stage
• You have a basic understanding of software development or coding concepts
• You have experience with multi-channel prospecting (email, phone, social)
• You have a degree in Computer Science or related field (or equivalent practical experience)

What We Offer

• Competitive Salary & Equity
• 401(k) Program with a 4% match (US Only)
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Paid Parental, Medical, Caregiver Leave
• Flexible Time Off (FTO) + Holidays
• Social Events
• Monthly Wellness Stipend
• Autonomous Work Environment
• In Office Set-Up Reimbursement
• Quarterly Team Gatherings
• Commute Benefits (In-Office Only)
• Wellness Programs

What We Don't Offer

• You're not based in the Salt Lake City area and/or willing to relocate
• You have no interest in understanding the software development lifecycle or learning basic coding concepts
• You're not passionate about AI
• You prefer individual contributor work over people management and team building
• You're uncomfortable with a fast-paced startup environment where priorities may shift quickly