Manager, Business Development
Manager, Business Development
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Job Description
- Innovate with Purpose: Build impactful solutions for customers worldwide.
- Join Excellence: Work in a diverse collaborative and innovative team.
- Shape the Future: Lead in redefining revenue optimization.
- Grow Together: Unlock your potential in a supportive environment.
The Manager of Business Development is responsible for leading and scaling a high-performing Business Development team that drives a strong and predictable top-of-funnel pipeline in complex enterprise sales environments This global team is often the first interaction future customers have with the company making it critical to deliver a high-quality experience that sets the foundation for long-term relationships and revenue impact.
This role is hands-on blending frontline coaching sales process rigor optimization of outbound strategy and strategic collaboration with Marketing and Sales to accelerate top-of-funnel growth. Were looking for a metrics and data-obsessed leader with proven experience managing BDRs through long sales cycles multi-threaded account motions and account-based value selling. The right candidate brings depth in managing early-career sellers while building the systems energy cross-functional collaboration and accountability to drive consistent results.
What Youll Do:
Hire coach and manage a team of BDRs to exceed pipeline generation goals. This includes but not limited to active 1:1 coaching role playing live/recorded call feedback deal-level strategy support and message refinement across email phone and social. Develop clear career paths preparing team members to become future Account Executives.
Oversee the teams execution of ABM strategiesincluding account planning personalized outreach and multi-threading across key decision-makers in strategic accounts.
Own pipeline creation targets across our GTM segments. Monitor daily/weekly KPIs and drive accountability for opportunity creation aligned to revenue goals.
Bring expertise in Sales-tech and GenAI modeling smart practical ways to use existing tools such as Salesloft Gong ZoomInfo and ChatGPT to drive quality outreach sharper messaging and better buyer engagement. Champion a culture of curiosity and experimentation by identifying practical high impact use cases. Partner with RevOps and Enablement to drive adoption ensure consistent usage and explore new ways to increase efficiency and effectiveness through responsible AI integration.
Partner closely with Marketing Sales RevOps Enablement and Product Marketing to build and execute coordinated GTM programs including developing outbound messaging and contributing to strategy. Continuously refine outreach playbooks ABM alignmentand whitespace targeting and provide feedback on campaign effectiveness and persona targeting.
message testing channel mix and sequencingto improve conversion rates and drive consistent high-quality pipeline creation across key enterprise accounts
Streamline lead management cadences and tool utilization to increase team efficiency and speed to impact. Continuously improve onboarding and enablement to shorten ramp time.
Set clear goals provide ongoing coaching and support and lead performance reviews with a focus on growth and accountability.
Foster and instill a high-energy inclusive and performance-oriented team cultureacross time zones especially in the face of long sales cycles. Keep motivation high through clear goals public wins and structured coaching
Ensure high data quality Salesforce and Salesloft.
What Youll Bring:
7 years of experience in business development sales or GTM leadership roles with 4 years in a frontline SDR/BDR team management role focused on large enterprise targets
Demonstrated success coaching and scaling early-career sellers within complex multi-threaded account cycles (6-18 months)
Demonstrated success overseeing account-based programs including planning and execution
Strong understanding of complex B2B sales cycles and how to generate pipeline from large multi-stakeholder organizations
Experience collaborating closely with Demand Gen teams on ABM campaigns sales plays and events.
Advanced knowledge of sales engagement tools and emerging GenAI applications in pipeline generation. Proficiency in Salesforce and sales engagement tools (e.g. Salesloft) and social media with a strong command of reporting and funnel metrics
Proven track record of creating high-energy disciplined team cultures rooted in performance curiosity and collaboration and in hiring developing and retaining early-career sales talent
Strong interpersonal and communication skills with the ability to influence and align cross-functional teams
Highly organized data-driven and able to balance strategic planning with daily execution
Success Measures
1-3 Months
Onboard successfully and develop a deep understanding of Varicents product portfolio ICP ABM strategy and current sales motion.
Build strong cross-functional relationships with Sales Marketing RevOps and Enablement leaders.
Conduct full assessment of current BDR team performance workflows tech stack usage and messaging effectiveness.
Deliver a 30/60/90-day plan focused on coaching approach process improvements and early pipeline acceleration opportunities.
4-6 Months
Demonstrate consistent attainment of team pipeline generation targets across key accounts and regions.
Drive measurable improvements in outbound effectiveness (e.g. email reply rates conversion to meetings opportunity quality).
Increase adoption and comfort with AI-enabled tools in the stack (e.g. Salesloft Salesforce Gong etc.) incorporating AI into team workflows.
Strengthen account-based strategy and planning frameworks to deepen engagement and influence within high-priority accounts.
Implement structured coaching cadence with documented progression plans for each BDR.
7 Months and Beyond
Achieve sustained overperformance on team pipeline goals quarter over quarter.
Develop and promote internal talent
Lead integration of new strategies tools or workflows to drive continuous team performance gains and funnel efficiency.
Serve as a strategic voice in GTM planning by providing actionable insights from top-of-funnel performance and account trends.
Establish Varicents Business Development team as a recognized internal talent incubator and pipeline growth engine.
Required Experience:
Manager
Employment Type
Full Time
