Manager, Business Development

Encord • San Francisco, CA

6d

About The Position

Encord is hiring a Manager, Business Development to lead its Commercial Associates (CAs), who own territories, develop their own prospecting playbooks, and learn by participating in live deals with senior sellers. The manager will coach the team day to day, maintain high standards for pipeline generation, and help develop CAs into future Account Executives.

The role focuses on helping leading AI teams—from growth-stage startups to Fortune 500 organizations—understand how Encord can help bring their AI applications to market. The manager will partner with Sales, Marketing, and Customer Success leadership, and will have autonomy to build the team and support continued achievement of targets. Encord describes itself as the data layer for Physical AI and enterprise, serving more than 300 AI teams.

Requirements

• At least 4 years of experience in B2B SaaS or technology sales, including at least 2 years managing or coaching SDRs, BDRs, or early-career sellers.
• A track record of meeting or exceeding pipeline targets as both an individual contributor and a leader.
• Experience hiring, onboarding, and developing sales representatives, including helping them move into Account Executive or other commercial roles.
• Experience with high-volume outbound prospecting, including outreach to technical buyers such as engineers, machine-learning practitioners, or data scientists.
• Familiarity with CRM tools such as Salesforce or HubSpot, sales engagement tools, and structured qualification methodologies.
• A bachelor’s degree or equivalent practical experience.
• Ability to coach and develop team members, build relationships, and work toward ambitious goals.
• Comfort with ambiguity, fast-paced work, and building processes as the team grows.

Nice To Haves

• Experience selling developer tools, infrastructure, or technical platforms.
• Experience using AI tools for prospecting and coaching.
• Experience at a high-growth startup.
• Curiosity about AI, robotics, or the future of Physical AI.

Responsibilities

• Lead, coach, and develop Commercial Associates through one-to-ones, call reviews, pipeline reviews, and live-deal shadowing.
• Own the team’s pipeline and meeting targets, inspect performance, and identify where to intervene.
• Hire and onboard new Commercial Associates and create ramp plans to help them become productive quickly.
• Connect Commercial Associates with Account Executives and create opportunities for them to participate in deals and learn.
• Test campaigns, messaging, sequences, and channels, and share successful approaches across the team.
• Work with Sales, Marketing, and Customer Success on targeting, handoffs, and key account pursuits.
• Support each associate’s development with stretch assignments and a path into an Account Executive role.
• Stay close to the market by joining prospecting efforts and taking calls on key accounts when helpful.
• Help evolve the Commercial Associate program as the team and company scale.

Benefits

• Competitive salary, commission, and meaningful equity.
• Clear, accelerated growth opportunities as the company scales.
• Strong in-person culture, with four days per week in person.
• Daily team lunches and dinners.
• Annual learning and development budget.
• Comprehensive health, dental, and vision coverage.
• US employees receive 18 paid vacation days plus US public holidays.
• UK employees receive 25 paid vacation days plus UK public holidays.
• Frequent travel opportunities across the U.S., London, and Europe.
• Bi-annual company offsites and monthly socials.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager