Manager, Business Development

Ironclad•San Francisco, CA

1d•Hybrid

About The Position

The Manager, Business Development will manage, coach and mentor a team of highly motivated sales reps. The ideal candidate is data-driven and enjoys building and scaling processes, partnering with cross-functional teams, and driving alignment with sales to drive exceptional results. They will foster a culture of innovation by embedding AI into daily workflows, enabling their team to be more efficient, personalized, and impactful in how they engage prospects and generate pipeline.

Requirements

BA/BS in relevant discipline preferred.
1+ year(s) of experience as an Outbound BDR Manager, or relevant sales experience
Have worked at a fast-paced, high-growth tech company (ideally selling into both mid-market and enterprise companies)
Experience with Salesforce (CRM) is required.
Experience with Outbound tools such as Outreach is required.
Highly fluent in designing and implementing outbound sales development playbooks, cadences, and best practices
Experience with scaling an Outbound BDR team and can think through career paths, compensation plans, segmenting the team, etc.
You use data and analytics to drive your decision making process, identify areas for improvement, and track progress
Great at motivating and inspiring BDRs to high performance
Excellent presentation, organizational, and communication skills (both written and verbal). Written samples may be requested.
Team and goal-oriented. High output; low ego

Nice To Haves

Experience with data and intent signal tools such as 6Sense and G2 is preferred

Responsibilities

Recruit, interview, and hire excellent Outbound Business Development Representatives (BDRs) at scale
Mentor and guide BDRs through career progression
Partners with leaders in the organization to build career pathways and support readiness programs into new roles
Drive a high performance, high accountability culture to achieve and exceed sales development goals
Foster a strong coaching culture by supporting your BDRs through call coaching, sequence review and development, email and social selling strategies, objection handling
Partner with Sales Enablement on the delivery of new enablement programs, operational processes, iteration of existing programs
Be the go-to resource for day-to-day processes
Leverage AI tools and insights to increase team efficiency, optimize outreach quality, and automate low-value tasks - enabling BDRs to focus on high-impact pipeline generation
Assist in the execution and delivery of core operational tasks, including: account & territory assignments, process design and documentation, and change management.
Work closely with the BDRs to ensure quality efforts and how to manage proper follow-up.
Work closely with Marketing to identify and improve the most important KPIs for outbound pipeline creation, revenue generation, and campaign performance.
Work closely with PMM and Growth to understand our products and tie into outreach messaging. Maintaining a close feedback loop with Marketing at the top of funnel to help us understand what's working and what's not.
Forecast, report, track, and manage sales activities and results using Salesforce (CRM)
Provide daily, weekly and monthly reporting on KPIs, lead pipeline, conversion of qualified opportunities and overall effectiveness
Identify and make recommendations for improvement in the areas of process, efficiency and productivity
Track sales team metrics and report data to senior leadership on a regular basis

Benefits

Health, dental, and vision insurance
401k
Wellness reimbursement
Take what you need vacation policy
Generous parental leave for both primary and secondary caregivers
OTE Range: $150,000 - $200,000
Equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure)
Competitive health and wellness benefits
Commitment to career growth and development
100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
Market-leading leave policies, including gender-neutral parental leave and compassionate leave
Family forming support through Maven for you and your partner
Paid time off - take the time you need, when you need it
Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
Mental health support through Modern Health, including therapy, coaching, and digital tools
Pre-tax commuter benefits (US Employees)
401(k) plan with Fidelity with employer match (US Employees)
Regular team events to connect, recharge, and have fun
The opportunity to help build the company you want to work at