Business Development, Manager

OneTrust•Atlanta, GA

6d•$71,250 - $106,875•Hybrid

About The Position

OneTrust is seeking a Business Development Manager to lead and grow a high-performing team of Business Development Representatives (BDRs) responsible for creating and qualifying new revenue opportunities. This role involves setting the team's direction, establishing performance expectations, and providing coaching to achieve pipeline goals. The manager will collaborate closely with Sales, Marketing, Revenue Operations, and Account Executive leaders to enhance the business development function and ensure smooth handoffs in the sales process. The ideal candidate is an adaptable people leader, a strong communicator, and adept at using data, creativity, and collaboration to solve problems in a fast-paced environment. OneTrust is a rapidly growing SaaS enterprise platform with a strong growth trajectory, investing in its Sales Team through demand generation, methodology-driven selling, ongoing enablement, customer-informed product development, and leadership support.

Requirements

2-5 years of experience in sales management, sales development management, or a full sales cycle closing role, preferably in SaaS or enterprise applications.
Experience building trust at the executive level.
Experience directing a team to complete assignments using established guidelines and procedures.
Ability to quickly gain a working knowledge of the OneTrust product suite.
Experience building out demos and presentations for internal and external audiences.
Commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias.
Collaborative and results-oriented leader who knows how to motivate, coach, and develop sales talent.
Ability to move between strategic planning and hands-on support.
Sound judgment to make decisions in a fast-paced environment.
Clear communication with executives, peers, and team members.
Ability to build trust through consistency, transparency, and follow-through.
Strong understanding of prospecting, pipeline creation, sales development, and consultative selling.
Comfort working with performance data, identifying trends, and turning insights into practical actions.
Resourceful, adaptable, and energized by building both people and process.

Responsibilities

Hire, lead, coach, and develop a team of Business Development Representatives.
Own the team’s operating rhythm, monitor performance, and build processes, tools, and habits for consistent pipeline generation.
Establish clear team goals, performance expectations, and operating plans aligned with broader business objectives.
Recruit, onboard, coach, and retain Business Development Representatives, fostering an environment for optimal performance.
Build and refine scalable outbound prospecting strategies tailored to specific industries, segments, and territories.
Partner with Account Executives and Sales leaders to align on target accounts, messaging, qualification standards, and pipeline priorities.
Collaborate with Marketing on campaign follow-up, lead management, feedback loops, and performance reporting.
Utilize quantitative analysis to evaluate activity, conversion, pipeline contribution, resource allocation, and team effectiveness.
Work with Revenue Operations and cross-functional partners to improve processes, productivity, systems, and reporting.
Define and maintain playbooks, career paths, enablement programs, and success measures for the Business Development organization.
Forecast team performance and translate lead-conversion trends into pipeline expectations and business insights.
Prepare representatives for future Account Executive opportunities through structured coaching and development plans.
Maintain accountability to team targets while adapting quickly to changing priorities and business needs.
Promote a positive, inclusive, and high-energy team culture that values collaboration, learning, and achievement.
Support equitable employee experiences, strengthen inclusion acumen, and promote a culture of belonging in partnership with HR.