Manager, Business Development

Nextiva • Scottsdale, AZ

6d • Onsite

About The Position

The Business Development Manager is a frontline leadership role responsible for driving daily execution, rep performance, and pipeline generation across a team of BDRs. This is a hands-on management role reporting to the Sr. Director of Business Development, focused on coaching, accountability, and turning strategy into consistent rep behavior. This role is based at Nextiva HQ in Scottsdale, Arizona and requires working on-site five days a week. You will work alongside your team daily to drive performance, coaching, and rep development.

Manage a team of 8 to 12 BDRs across inbound, outbound, and expansion segments. This role is heavily focused on building and scaling outbound pipeline generation across the business. Own team-level pipeline generation targets and performance against quota, where Sales Accepted Leads (SALs) act as the qualification gate for pipeline creation and MRR attribution. Ensure strong conversion from SAL to qualified pipeline through rigorous qualification and alignment with Account Executives. Run consistent, high-quality weekly 1:1s focused on pipeline, performance, behavior, and career growth. Coach to activity metrics including dials, connects, conversations, sequence coverage, meetings set, and pipeline generated. Listen to calls daily and deliver coaching across live sessions, 1:1s, and team environments, building a culture where reps actively seek feedback. Run weekly team meetings, daily standups, and pipeline reviews that drive clear next steps. Hold reps accountable to performance standards through clear expectations, documented feedback, and performance management when needed. Own BDR career progression, identifying promotion-ready reps, building development plans, and partnering with sales leadership on AE pathing. Partner with Account Executives and segment leaders to ensure meeting quality, timely follow-up, and clean handoffs. Onboard and ramp new BDRs to productivity within the defined ramp window. Reinforce consistent use of the sales tech stack, including Salesforce, Outreach.io, ZoomInfo, LinkedIn Sales Navigator, and Nooks, within daily workflows. Execute outbound strategy, sequencing, and reporting frameworks set by sales development leadership. Leverage AI tools like ChatGPT, Claude, Outreach Agents and Nooks Agents within daily workflows to improve rep productivity, strengthen outbound quality, and scale pipeline generation efficiently.

Requirements

• 2 to 4 years of frontline sales management experience, ideally managing SDR or BDR teams in a SaaS environment
• Proven track record of developing reps, including promotions, ramp time, quota attainment, and retention
• Proficient in Salesforce, comfortable building reports and dashboards, analyzing data, and managing rep activity
• Drive adoption of AI tools across the team to improve personalization, efficiency, and conversion rates
• Strong operator mindset with disciplined execution around activity tracking, 1:1 cadence, and follow-through
• Clear and confident communicator who delivers direct, constructive feedback while maintaining a high standard
• Own your team’s number and your reps’ development
• Coachable and open to feedback
• Energetic, competitive, and resilient, you set the tone for the team each day

Nice To Haves

• Based in the Phoenix or Scottsdale area
• You enjoy coaching, including call reviews, role plays, and live feedback
• AI-native operator who uses tools like ChatGPT, Claude, and emerging AI platforms to out-execute, improve productivity, and scale high-quality output
• Curious about emerging AI technologies and motivated to bring new tools into the workflow
• Experience with Outreach.io or similar sales engagement platforms strongly preferred
• Experience with Nooks or similar parallel dialers preferred

Responsibilities

• Manage a team of 8 to 12 BDRs across inbound, outbound, and expansion segments
• Build and scale outbound pipeline generation across the business
• Own team-level pipeline generation targets and performance against quota
• Ensure strong conversion from SAL to qualified pipeline through rigorous qualification and alignment with Account Executives
• Run consistent, high-quality weekly 1:1s focused on pipeline, performance, behavior, and career growth
• Coach to activity metrics including dials, connects, conversations, sequence coverage, meetings set, and pipeline generated
• Listen to calls daily and deliver coaching across live sessions, 1:1s, and team environments
• Run weekly team meetings, daily standups, and pipeline reviews that drive clear next steps
• Hold reps accountable to performance standards through clear expectations, documented feedback, and performance management when needed
• Own BDR career progression, identifying promotion-ready reps, building development plans, and partnering with sales leadership on AE pathing
• Partner with Account Executives and segment leaders to ensure meeting quality, timely follow-up, and clean handoffs
• Onboard and ramp new BDRs to productivity within the defined ramp window
• Reinforce consistent use of the sales tech stack, including Salesforce, Outreach.io, ZoomInfo, LinkedIn Sales Navigator, and Nooks, within daily workflows
• Execute outbound strategy, sequencing, and reporting frameworks set by sales development leadership
• Leverage AI tools like ChatGPT, Claude, Outreach Agents and Nooks Agents within daily workflows to improve rep productivity, strengthen outbound quality, and scale pipeline generation efficiently

Benefits

• Multiple health plan options to suit your needs, including medical, dental, vision, and telemedicine coverage
• Life, disability, and supplemental indemnity plans
• Flexible Time Off for salaried employees, PTO for hourly employees, Paid Sick Time, Paid Parental Bonding Leave, and holiday pay
• 401(k) with company match, Health Savings Accounts with company contributions, Dependent Care FSA
• Employee Assistance Program (EAP) and comprehensive wellness initiatives
• Access to ongoing learning and development opportunities and career advancement

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed