Sr. Manager, Business Development - North America

About the role

We are looking for a driven and experienced Senior Manager to lead our North America Business Development Representative (BDR) team. In this role, you will own the front-line pipeline engine that fuels our revenue growth—recruiting, coaching, and developing a high-performing team of BDRs while partnering closely with Sales, Marketing, and Revenue Operations to build a world-class outbound and inbound motion.

Responsibilities

• Drive adoption and best practices for AI-powered sales development across the BDR organization.
• Leverage AI tools to improve prospect research, account prioritization, personalization at scale, and outreach effectiveness.
• Partner with RevOps and GTM Systems teams to evaluate and deploy emerging AI technologies that increase team productivity and pipeline generation.
• Own the evolution of the BDR operating model, including AI-enabled prospecting, automation strategy, workforce productivity, and future talent development.
• Directly manage a team of 6–15 BDRs across outbound and inbound coverage in North America.
• Create individualized development plans and clear promotion paths for top performers.
• Foster a high-energy, inclusive team culture grounded in accountability and continuous improvement.
• Own the team's pipeline contribution targets—qualified meetings held, SAOs, and pipeline dollar value.
• Monitor and improve key funnel metrics: activity rates, conversion rates, average response times, and pipeline aging.
• Partner with Revenue Operations to ensure accurate forecasting, clean CRM hygiene, and actionable reporting.
• Hold the team accountable to daily, weekly, and monthly activity and outcome targets.
• Collaborate with Marketing on campaign alignment, messaging, ICP targeting, and inbound SLA adherence.
• Closely work with Account Executives and Sales leadership to ensure smooth BDR-to-AE handoffs and feedback loops.
• Partner with Enablement to develop and iterate on playbooks, sequences, objection handling frameworks, and new product messaging.
• Provide market and competitive intelligence back to Product Marketing and GTM leadership.
• Contribute to territory planning, segmentation strategy, and headcount modeling.

Qualifications

• 5–7+ years of BDR/SDR experience in a B2B SaaS environment, including at least 1–2 years in a team lead or management capacity.
• Partner with Sales Leadership and Revenue Operations to redesign workflows around AI and automation.
• Serve as a thought partner to executive leadership on the future of prospecting and pipeline generation.
• Demonstrated track record of hitting or exceeding pipeline generation targets as an individual contributor and/or manager.
• Strong coaching skills with the ability to give direct, constructive feedback and develop early-career professionals.
• Proficiency with modern sales tech stack: Salesforce (or equivalent CRM), Outreach or Salesloft, LinkedIn Sales Navigator, and intent data tools (e.g., Bombora).
• Data-driven mindset—comfortable pulling reports, identifying trends, and using insights to make decisions.
• Excellent written and verbal communication skills with sharp attention to detail.

Preferred Qualifications

• Experience leveraging generative AI tools (e.g., ChatGPT, Claude, Gemini, Copilot, AI SDR platforms) to improve prospecting, messaging, coaching, and operational efficiency.
• Demonstrated success implementing AI-driven workflow improvements that increased pipeline generation, conversion rates, or team productivity.
• Experience managing BDR teams at a high-growth or PLG SaaS company (Series B through public).
• Familiarity with account-based sales and marketing (ABM/ABS) motions.
• Exposure to both SMB/mid-market and enterprise segments.
• Experience building or refining onboarding programs, playbooks, or certification frameworks.
• Background as a top-performing BDR or AE before transitioning to management.