Manager, Business Development

Exterro Inc• US,

7h•Remote

About The Position

Exterro is seeking a Manager, Business Development to lead an outbound BDR team. You will partner closely with Sales, Marketing, and Channel to drive revenue. Reporting directly to the Senior Director, Business Development, this role will support new business growth by coaching and developing a team of high-performing BDRs.

Requirements

5+ years in SaaS pipeline generation roles with 2+ years leading high performing BDR teams
Demonstrated success owning pipeline creation at scale and delivering against ARR targets in high-growth environments.
Deep expertise in outbound program design and ABM-adjacent plays.
Expertise with modern revenue tools: Salesforce, Sales Navigator, ZoomInfo, Gong, calendaring/booking tools (e.g., Chili Piper), routing (e.g., LeanData).
Knowledge of enterprise data risk, e-discovery, privacy or cybersecurity domains is a plus.
Bachelor’s degree or equivalent work experience.
Strong coaching muscle: call reviews, live coaching, and building reps’ prospecting/business acumen.
Strong understanding of SaaS sales methodologies (e.g., MEDDICC, Force: Command of the Message, or similar).
Exceptional leadership, communication, and interpersonal skills.
Proficiency in CRM systems (e.g., Salesforce, Gong) and sales enablement tools.
A strong operator mindset thrives on fast feedback loops, experimentation, and iteration.
Ability to thrive in a fast-paced, dynamic environment and work under stress.
Data-driven leader who motivates through metrics, accountability, and high standards.

Nice To Haves

Knowledge of enterprise data risk, e-discovery, privacy or cybersecurity domains is a plus.

Responsibilities

Lead, hire & develop BDRs: Manage BDRs; recruit, onboard, and develop a high-performing team.
Coach reps through shadowing, call reviews, messaging refinement, and structured feedback sessions to continuously raise the bar and improve sales skills to help prepare them for future roles as AEs.
Partner with Enablement to deliver monthly BDR training (e.g., messaging, objection handling, product/industry knowledge).
Execute scalable outbound programs (phone, email, LinkedIn, video).
Launch Account Based Marketing-style motions with Marketing for top ideal customer profile accounts to build a repeatable and scalable account based prospecting motion.
Build partner-sourced and co-sell plays with Channel.
Own BDR processes in Salesforce (and related tools): lead/account routing, sequence governance, stage definitions, data hygiene.
Own top-of-funnel performance metrics, ensuring consistent pipeline generation and strong conversion into qualified opportunities.
Run funnel diagnostics and cohort analyses to identify bottlenecks; translate insights into concrete experiments and playbook updates.
Work with the BDR tech stack (e.g., Salesforce, Sales Navigator, ZoomInfo, conversational intelligence); recommend new tools to improve efficiency.
Ensure compliance with security, privacy, and data handling standards in all prospecting activities.