Senior Manager, Business Development

Morning Consult•Washington, DC

8d•Hybrid

About The Position

Morning Consult is seeking a Senior Manager, Business Development to lead and develop a high-performing team of Business Development Representatives (BDRs). This is a pivotal role at the heart of our go-to-market engine — you will be responsible for driving pipeline quality, coaching your team to exceed targets, and ensuring seamless alignment between outreach strategy and commercial outcomes. Reporting to the Senior Director of Business Development, you will contribute directly to Morning Consult’s growth strategy and serve as a key cross-functional partner across Product, Marketing, and Sales. The Business Development Team at Morning Consult is the front line of Morning Consult’s commercial organization. We identify and create opportunities with enterprise clients, translate the value of our decision intelligence platform into compelling conversations, and build the pipeline that fuels sustainable growth. We operate with rigor, creativity, and a deep commitment to quality — both in the volume and the caliber of the opportunities we generate.

Requirements

4+ years of experience in business development, sales, or a closely related commercial function, with at least 2 years managing BDRs or a similar outbound sales team.
Demonstrated track record of meeting or exceeding pipeline and meeting targets in a fast-paced, high-growth environment.
Proven ability to coach, develop, and motivate sales talent at various stages of their career.
Strong command of sales qualification frameworks (e.g., MEDDIC, BANT) and performance management principles.
Experience owning outreach strategy and content — including sequences, messaging, and positioning — with a clear focus on quality and conversion.
Proficiency with Salesforce or a comparable CRM platform; comfort with pipeline data, forecasting, and reporting.
Excellent organizational, communication, and interpersonal skills; able to operate effectively across departments and levels.
Comfortable with ambiguity and change; brings structure and clarity to evolving priorities.

Responsibilities

Manage, coach, and develop a team of BDRs, ensuring they consistently achieve and exceed monthly targets for qualified meetings and pipeline generation.
Monitor meeting quality and provide ongoing feedback to maintain high standards of discovery, demo sign-off, and prospect engagement.
Identify individual performance gaps and design targeted development plans that accelerate growth and build long-term capability.
Oversee outreach messaging, sequences, and positioning to maximize engagement, conversion rates, and pipeline quality across target segments.
Support the Director in implementing KPIs, sales plans, and operational processes that align BDR activity with broader commercial goals.
Ensure accurate, real-time pipeline management and documentation in Salesforce, maintaining high standards of CRM hygiene.
Communicate market insights and team performance trends to inform go-to-market strategy and planning.
Collaborate closely with Product, Marketing, and Sales teams to support BDR initiatives with relevant content, tools, and messaging.
Serve as a productive, collaborative partner to Sales leadership and Commercial support teams, contributing to Objectives and Key Results.
Continuously seek feedback and implement improvements to drive individual, team, and organizational growth.