Sr. Manager, Business Development
About The Position
The Senior Manager, Business Development leads Impact Housing’s front-end prospecting, lead generation, and business development operations. Reporting to the Head of Business Development, this hands-on manager owns outreach execution, CRM and reporting systems, prospect engagement from first contact through contracted appointment, campaigns, LinkedIn activity, and conference participation. The role personally generates qualified introductory meetings while directly managing lead generators and a business development analyst, with a structured handoff to project management once appointments are contracted. The role is responsible for building and institutionalizing a repeatable business development process, playbook, and team. The company seeks a strategic and operational leader from a sophisticated, data-driven B2B business development environment who can build repeatable systems, coach a team, use AI and automation thoughtfully, and execute campaigns independently. Real estate experience is helpful but not required. Impact Housing is a vertically integrated modular design-builder and developer headquartered in Southern California. Its mission is to evolve housing delivery through improved multifamily project design, manufacturing, and construction, reducing costs and schedules and expanding access to high-quality housing. The company is scaling its production capacity and plans to manufacture and build more than 10,000 units through 2030.
Requirements
- Approximately 5–8 years of progressive experience in B2B business development, sales development, demand generation, or revenue operations.
- Experience within a sophisticated, metrics-driven sales or business development organization.
- Proven success in outbound lead generation and team leadership.
- Strong CRM proficiency, analytical reporting capabilities, and demonstrated ability to build scalable operating systems.
- Excellent written and verbal communication, judgment, organization, and executive collaboration skills.
- Working familiarity with AI tools and business process automation.
- Bachelor’s degree in business, marketing, communications, or a related discipline, or equivalent professional experience.
Nice To Haves
- Demonstrated experience developing, maintaining, and operating from SOPs and detailed work instructions.
- Experience with HubSpot, LinkedIn campaigns, conference programming, and complex B2B sales cycles.
- Real estate, construction, or manufacturing background.
- Master’s degree (MBA or related discipline).
Responsibilities
- Own and achieve the team’s established outreach KPIs across cold and warm calls, email outreach, and other prospecting channels.
- Personally identify, engage, and qualify prospective developers, owners, and strategic partners, and secure introductory meetings with senior leadership.
- Manage prospect engagement and follow-up from first contact through contracted appointment, and coordinate complete handoffs to project managers at contracted appointments.
- Develop segmented target lists, outreach messaging, and coordinated prospecting campaigns.
- Own CRM data quality, activity tracking, prospect status, dashboards, pipeline reporting, and follow-up discipline.
- Establish, document, and maintain SOPs and detailed work instructions for outreach, CRM usage, reporting, and team workflows.
- Use AI and automation tools to improve prospect research, reporting, workflows, process documentation, and team productivity.
- Oversee weekly KPI reporting, conversion analysis, and continuous improvement of outreach processes, systems, and team performance.
- Partner with the Head of Business Development to plan and execute targeted campaigns, special initiatives, and market-specific outreach.
- Manage Impact Housing’s LinkedIn business development presence and coordinate messaging with corporate communications.
- Coordinate conference participation, speaking announcements, advance meeting outreach, and post-event lead follow-up.
- Measure campaign and event effectiveness, lead quality, and conversion.
- Directly manage, train, coach, and evaluate lead generators and the business development analyst.
- Set individual responsibilities, performance expectations, and accountability for KPIs and adherence to work instructions.
- Participate with the Head of Business Development in hiring and onboarding team members.
Benefits
- Medical, dental, and vision benefits.
- Flexible spending account (FSA) and health savings account (HSA).
- Vacation, sick time, and holiday pay.
- 401(k) retirement plan.
- Company equity eligibility, subject to company policy and approval.
- Target performance bonus of 25% of base salary.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
