Manager, Business Development

UpKeep•Los Angeles, CA

11d•$120,250 - $185,000•Hybrid

About The Position

UpKeep is hiring a Manager, Business Development to lead and develop its Business Development Representative (BDR) team. The role focuses on outbound prospecting across SMB, midmarket, and enterprise accounts—including existing customers with expansion potential—and on inbound lead follow-up and qualification. It is a frontline coaching and leadership position accountable for the team’s quota, rather than an individual quota. The manager will help BDRs uncover broader customer needs and improve opportunity quality, supporting higher average deal size. Success is measured by seller-accepted opportunities generated from qualified meetings booked for sellers. The manager will develop the team, own its operating rhythm and quota, create segment-specific pipeline-generation motions, and manage BDR enablement and playbooks. They will oversee Salesforce and sales engagement processes, apply AI tools to targeting, outreach, and performance analysis, and use performance data and seller feedback to improve results and handoffs. The position reports to the SVP, Sales and is hybrid, with an expectation of working from the Los Angeles office three days per week.

Requirements

At least 4 years of experience supervising and managing a sales development team, with a record of coaching representatives and delivering team results.
Extensive outbound prospecting and lead generation experience in a fast-paced sales environment.
Experience hiring, onboarding, and developing sales talent, including managing performance and supporting career progression.
Experience with Salesforce.
Understanding of how sales development approaches differ across SMB, midmarket, and enterprise customer segments.
Ability to use CRM and sales engagement data to diagnose issues and improve team performance.
Familiarity with AI-powered sales tools.
Strong communication and collaboration skills.
Strong organizational skills, including the ability to set priorities and follow through on commitments.
Leads with integrity, holds self and team accountable through clear expectations, direct feedback, and fair treatment.
Invests in people by supporting development, recognizing strong work, and building a team that shares ideas and learns together.
Communicates openly, encourages continuous improvement, and keeps the team focused through change.

Nice To Haves

Bachelor's degree or equivalent experience.
Experience with Outreach, Gong, and LinkedIn Sales Navigator.

Responsibilities

Hire, onboard, train, coach, and develop BDRs; establish ramp plans, provide performance feedback, and support career growth.
Own the team's quota and operating rhythm, setting expectations and reviewing progress through one-on-ones, team meetings, and performance conversations.
Coach BDRs through call reviews, role-play, and live prospecting support to uncover business needs, engage stakeholders, and identify broader customer value.
Build distinct outbound motions for SMB, midmarket, and enterprise accounts, tailoring account selection, messaging, outreach cadence, and qualification.
Lead prospecting into the installed customer base to create expansion opportunities, coordinating with sellers and customer teams on account priorities.
Manage inbound lead routing, timely follow-up, and qualification alongside outbound priorities.
Own BDR playbooks, enablement, and campaign content; use account-based prospecting and personalized outreach to reach relevant buyers.
Own BDR processes in Salesforce and sales engagement tools, improving data quality and workflows.
Use AI tools to strengthen targeting, personalize outreach, and analyze performance.
Track and communicate team performance, including seller-accepted opportunities, meeting conversion, pipeline quality, and ramp progress; use data to focus coaching and improve results.
Partner with Sales and Marketing on qualification standards and handoffs so sellers receive well-qualified meetings and accept resulting opportunities.
Use seller feedback to continuously improve meeting and opportunity quality.