Senior Manager Sales Development

At Bloom Energy our vision for a world powered by clean reliable and affordable energy is more than just a dreamweremaking it reality.

Forovertwenty-five yearswevebeen at the forefront of the global energy transitionbyproviding onsite powertocritical industriesto help themthrive in a rapidly digitizing energy-intensive world. From revolutionizing power for AI-driven data centers to ensuring resilience for hospitalsretailers manufacturers utilitiesand many moreindustriesourfuel cellsare redefiningwhatspossible by delivering energy abundance for all. Withsystemsdeployed worldwide we are the trusted partner for Fortune 100 companies and innovators alike. Ourcutting-edgesolutions enable unparalleled time-to-power capabilities reliability and sustainability ensuring our customersremainahead in a world where soaring energy demand and intensifying energy scarcity are rapidly becoming the new norm.

At Bloom we thrive on collaboration bold thinking and relentless innovation. We believe that together we can create a brighter more sustainable future while tackling the most pressing challenges of the 21st century.

Position Overview

The Senior Manager SalesDevelopmentwill be a foundational leaderdirectly responsiblefor buildingscaling and leading a high-performing global Business Development Representative (SDR) organization. Your primary mission will be to drivetop-of-funnelpipeline generation and aligninbound and outboundefforts with broader business goals. You will lead coach and develop a team of highly drivenSDRs ensuring operational excellence accountability andempowerthem to uncover high-value sales opportunities and execute our market in this role requires a seasoned leader who can define the outbound prospecting strategyestablisheffective KPIs and partner closely with Sales Directors andMarketingto maximizepipeline creation and revenue impact.

Leadership and People Management

• Direct Management:Directly manage and mentor a team of Sales and Account Development the Sales Development strategy and execution across target accounts and defined reps on how to drive effective salesprocesswhileleveragingmodern AIpowered research and enrichment tools to improve targeting personalize outreach andoptimizeworkflow analyze pipeline metrics (conversion rates cycle time MQL/SQL quality) toidentifyand execute levers for accelerated growth.

• Talent Development:Implement a strong coaching program focused on prospecting verticalexpertise product knowledge and career pathing.

• Recruitment & Retention:Partner with HR and Recruiting to attract hire and onboard top-tier Sales Development talent ensuring a low attrition rate andstrong newhireshow to incorporate AIdriven prospecting into their workflow ensuring they understand best practices ethical use ofautomation andhow tomaintaincreativity and critical thinking alongside technology.

• Performance Management:Conduct regular 1:1 meetings performance reviews andbuilding and developing a high performing team with metrics aligned to sales revenue fostering a culture of accountability and and detailed weekly forecasting andpipeline analysis to senior leadership clearly articulating performance drivers risks and mitigation strategies.

Strategy

• Go-to-Market Strategy:Design and execute the regionalSDRstrategy including market segmentation account prioritization and targeting based on ideal customer profiles (ICP).Use AIpowered market intelligence to inform segmentationidentifywhite space refine ICP definitions andprioritize accounts.

• Process Optimization:Continuously evaluate andoptimizethe entireSDRoperational workflow including territory planning lead qualification criteria (e.g. MEDDPICC BANT) and hand-off processes to the Account Executive (AE) teams.

• Incentive Design:Work with Sales Leadership to design compensation plans and SPIFFs that motivate high performance align with company goals and drive consistent pipeline growth.

Performance and Reporting

• Pipeline Generation:Own the teams monthly and quarterly quota for qualified meetings pipeline creation and AIdriven insights toidentifywhich markets personas and message angles produce the strongest team how to interpret AI recommendations and apply them creatively.

• Forecasting & Analysis:Provide accurate weekly and monthly forecasts for qualified opportunities key performance indicators (KPIs) such as conversion rates call activity email metrics and average opportunity value.

• Cross-functional Alignment:Act as the primary link between Sales Marketing and Operations tomaintaina seamless leadtoopportunity flow and consistent messaging. Define and enforce SLAs for lead response MQLtoSQL handoff and pipeline hygiene. Partner closely with Marketing leadership to plan launch and measure targeted outbound campaigns aligned with GTM priorities.

Training & Enablement:

Partner crossfunctionallyto design and deliver onboarding and ongoing training programs covering messaging objection handling product knowledge and competitive positioning.

Basic Qualifications

• Minimum of10years of experiencein EnterpriseTechnology Sales including a proven quantifiabletrack recordof exceeding targets in a high-velocity sales environment.

• Minimum of5years of direct hands-on management experience leading Sales Development (SDR) or Demand Generation teams within a high-growth technology company.

• Demonstrated success in defining implementing andoptimizingsales processes (e.g. qualification criteria cadence structures lead management) that resulted in scalable pipeline growth.

• Expertproficiencywith Salesforce CRMand a working knowledge of the Sales Development Tech Stackand AI tools(e.g. OutreachClayIntent Data tools). Proven ability to derive actionable insights from pipeline data.

• Exceptional cross-functional collaboration skills specifically working with Marketing Sales Operations and Account Executive leadership to drive alignment on GTM strategy and SLAs.

• A proactive coaching-centric leadership style with a passion for mentorship and developing early-career talent into future sales leaders.

Salary Ranges: