Manager, Business Development

UpKeep•Los Angeles, CA

10d•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—as well as inbound lead follow-up and qualification. This is a frontline coaching and leadership position responsible for the team’s quota, not an individual quota. Success is measured by seller-accepted opportunities generated from qualified meetings the team books for sellers. The role reports to the SVP, Sales and is hybrid, with three days per week in the Los Angeles office. The manager will hire, onboard, train, and coach BDRs; establish ramp plans and team operating rhythms; and help representatives identify customer needs, stakeholders, and broader opportunities for customer value. The role will develop segment-specific prospecting motions, manage inbound lead routing and qualification, and lead prospecting into the installed customer base in coordination with sellers and customer teams. The manager will own BDR playbooks, enablement, campaign content, and processes in Salesforce and sales engagement tools. They will use AI tools and performance data to improve targeting, personalize outreach, maintain data quality, diagnose performance, and improve results. They will partner with Sales and Marketing on qualification standards and handoffs, using seller feedback to improve meeting and opportunity quality. UpKeep describes itself as an AI-first, cloud-native Asset Operations Management platform serving more than 4,000 businesses. The company supports remote-first work overall, while this position has the specified in-office schedule. The role offers a competitive base salary, variable compensation, and benefits. The stated pay range is $120,250 USD / $185,000 OTE USD per year; final compensation may vary based on factors including professional background, experience, and location.

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, 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.

Nice To Haves

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

Responsibilities

Hire, onboard, train, and develop BDRs; set ramp plans, provide coaching and performance feedback, and support career growth.
Own the team’s quota and operating rhythm, translating goals into expectations and reviewing progress through one-on-ones, team meetings, and performance conversations.
Coach representatives through call reviews, role-play, and live prospecting support; help them uncover business needs, engage stakeholders, and identify broader customer value.
Build distinct outbound prospecting 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 performance data to focus coaching and improve results.
Partner with Sales and Marketing on qualification standards and handoffs, and use seller feedback to improve meeting and opportunity quality.