Senior Manager, Business Development – North America

Responsibilities

• Drive adoption and best practices for AI‑powered sales development across the BDR organization.
• Leverage AI tools to improve prospect research, account prioritization, personalization at scale, and outreach effectiveness.
• Partner with RevOps and GTM Systems teams to evaluate and deploy emerging AI technologies that increase team productivity and pipeline generation.
• Own the evolution of the BDR operating model, including AI‑enabled prospecting, automation strategy, workforce productivity, and future talent development.
• Directly manage a team of 6–15 BDRs across outbound and inbound coverage in North America.
• Build a coaching‑first culture through structured 1:1s, call reviews, skills training, and career development planning.
• Hire, onboard, and ramp new BDRs to full productivity within 60–90 days.
• Create individualized development plans and clear promotion paths for top performers.
• Foster a high‑energy, inclusive team culture grounded in accountability and continuous improvement.
• Own the team's pipeline contribution targets—qualified meetings held, SAOs, and pipeline dollar value.
• Drive both outbound prospecting (cold outreach, sequences, LinkedIn) and inbound follow‑up motions across the NA territory.
• Monitor and improve key funnel metrics: activity rates, conversion rates, average response times, and pipeline aging.
• Partner with Revenue Operations to ensure accurate forecasting, clean CRM hygiene, and actionable reporting.
• Hold the team accountable to daily, weekly, and monthly activity and outcome targets.
• Collaborate with Marketing on campaign alignment, messaging, ICP targeting, and inbound SLA adherence.
• Work closely with Account Executives and Sales leadership to ensure smooth BDR‑to‑AE handoffs and feedback loops.
• Partner with Enablement to develop and iterate on playbooks, sequences, objection handling frameworks, and new product messaging.
• Provide market and competitive intelligence back to Product Marketing and GTM leadership.
• Contribute to territory planning, segmentation strategy, and headcount modeling.

Requirements

• 3–6+ years of BDR/SDR experience in a B2B SaaS environment, including at least 1–2 years in a team lead or management capacity.
• Partner with Sales Leadership and Revenue Operations to redesign workflows around AI and automation.
• Serve as a thought partner to executive leadership on the future of prospecting and pipeline generation.
• Demonstrated track record of hitting or exceeding pipeline generation targets as an individual contributor and/or manager.
• Strong coaching skills with the ability to give direct, constructive feedback and develop early‑career professionals.
• Proficiency with modern sales tech stack: Salesforce (or equivalent CRM), Outreach or Salesloft, LinkedIn Sales Navigator, and intent data tools (e.g., Bombora).
• Data‑driven mindset—comfortable pulling reports, identifying trends, and using insights to make decisions.
• Excellent written and verbal communication skills with sharp attention to detail.

ATS Optimization Keywords

Hard Skills

• AI‑powered sales development
• prospect research
• account prioritization
• automation strategy
• pipeline generation
• coaching
• data analysis
• performance metrics
• sales forecasting
• territory planning

Soft Skills

• leadership
• coaching skills
• communication
• team building
• accountability
• continuous improvement
• constructive feedback
• collaboration
• problem‑solving
• adaptability

Industry Keywords

• B2B SaaS
• BDR
• SDR
• GTM
• RevOps
• sales tech stack
• pipeline contribution
• inbound sales
• outbound prospecting
• performance targets

Tools & Technologies

• Salesforce
• Outreach
• Salesloft
• LinkedIn Sales Navigator
• CRM hygiene
• intent data tools
• AI technologies
• reporting tools
• marketing automation
• pipeline management tools