Business Development Operations Senior Manager

The role in a nutshell:

We’re seeking a Business Development Operations Senior Manager responsible for enabling the effectiveness, efficiency, and scalability of our Business Development organization.  You’ll ensure our processes, tooling, strategy, and performance insights scale efficiently and enable reps to generate high-quality pipeline with consistency and predictability. This role is both analytical and execution-oriented, balancing day-to-day operational support with longer-term optimization and process design.  This role partners closely with BDR Leadership, RevOps, Finance, Sales, Marketing, and GTM Enablement.

Responsibilities

• Partner with Business Development Leadership to design, optimize and scale all global BDR operational workflows across inbound and outbound motions
• In partnership with BDR Leadership and Sales Analytics, define, track, and analyze key Business Development metrics including reporting for funnel performance, rep productivity, and workflow health; conduct recurring and ad-hoc analysis to diagnose gaps, surface insights, and recommend improvements across the BDR organization
• Build capacity and productivity models while partnering closely with Business Development leadership on headcount prioritization, activity pacing, pipeline coverage, performance benchmarks, and compensation planning
• Support the AI strategy for pipeline generation efforts by building and implementing automation and personalization capabilities across core research, prospecting, and activity pillars
• Work with Marketing Ops to optimize the BDR tech stack: Salesforce, LinkedIn Sales Navigator, GovWin, Nooks, ZoomInfo, Clay, Cognism, and Outreach ensuring seamless integrations, data integrity, and scalable processes
• Develop and maintain clear documentation and best practices on Business Development systems to drive increases in rep efficiency; partner with GTM Enablement to reduce ramp time and improve performance readiness
• Own Business Development issues through our case management system to ensure timely support on access management, lead routing, Salesforce ownership corrections, and tooling troubleshooting
• Facilitate the monthly BDR quota audit process in partnership with BDR Leadership and Finance and ensure alignment with compensation credit policies
• Partner with Sales Analytics to build Salesforce and Sigma dashboards and reporting for funnel performance, rep productivity, and workflow health; conduct recurring and ad-hoc analysis to diagnose gaps, surface insights, and recommend improvements across the BDR organization
• Contribute to global BDR SPIFF and incentive program design to support segment and region specific pipeline goals

Requirements

• 5+ years of experience in Sales Strategy, Revenue Operations, or GTM Operations roles, ideally within a B2B SaaS company
• Experience designing and running pipeline operating cadences (forecasting, pipeline reviews, QBRs) and leading strategic GTM planning efforts, including capacity modeling, organizational design, and quota setting
• Strong analytical and problem-solving skills with proficiency in Google Sheets and data visualization tools (Sigma)
• Familiarity with administering Salesforce and common GTM tools (Outreach, ZoomInfo, Clay, LeanData, Hubspot, Nooks, Linkedin SalesNavigator, etc.)
• Excellent attention to detail, organizational skills, and ability to manage multiple priorities
• Strong communicator, comfortable presenting data and recommendations to cross-functional stakeholders
• Eager to learn, adaptable in fast-paced, high-growth environments, and motivated by operational excellence

Nice to Have

• Experience supporting a 50+ rep global BDR organization through periods of hyper-growth
• Experience with best of breed GTM AI tooling to build a high output and scalable pipeline generation engine