Manager, Business Development

Ironclad

Manager of Business Development at Ironclad overseeing a team of BDRs and driving sales strategies. Fostering a culture of innovation through AI to enhance team efficiency and pipeline generation.

Posted 4/28/2026full-timeSan Francisco • California • 🇺🇸 United StatesJunior💰 $150,000 - $200,000 per yearWebsite

About the role

Key responsibilities & impact

Recruit, interview, and hire excellent Outbound Business Development Representatives (BDRs) at scale
Mentor and guide BDRs through career progression
Partners with leaders in the organization to build career pathways and support readiness programs into new roles
Drive a high performance, high accountability culture to achieve and exceed sales development goals
Foster a strong coaching culture by supporting your BDRs through call coaching, sequence review and development, email and social selling strategies, objection handling
Partner with Sales Enablement on the delivery of new enablement programs, operational processes, iteration of existing programs
Be the go-to resource for day-to-day processes
Leverage AI tools and insights to increase team efficiency, optimize outreach quality, and automate low-value tasks - enabling BDRs to focus on high-impact pipeline generation
Assist in the execution and delivery of core operational tasks, including: account & territory assignments, process design and documentation, and change management.
Work closely with the BDRs to ensure quality efforts and how to manage proper follow-up.
Work closely with Marketing to identify and improve the most important KPIs for outbound pipeline creation, revenue generation, and campaign performance.
Work closely with PMM and Growth to understand our products and tie into outreach messaging. Maintaining a close feedback loop with Marketing at the top of funnel to help us understand what's working and what's not.
Forecast, report, track, and manage sales activities and results using Salesforce (CRM)
Provide daily, weekly and monthly reporting on KPIs, lead pipeline, conversion of qualified opportunities and overall effectiveness
Identify and make recommendations for improvement in the areas of process, efficiency and productivity
Track sales team metrics and report data to senior leadership on a regular basis

Requirements

What you’ll need

BA/BS in relevant discipline preferred.
1+ year(s) of experience as an Outbound BDR Manager, or relevant sales experience
Have worked at a fast-paced, high-growth tech company (ideally selling into both mid-market and enterprise companies)
Experience with Salesforce (CRM) is required.
Experience with Outbound tools such as Outreach is required.
Experience with data and intent signal tools such as 6Sense and G2 is preferred
Highly fluent in designing and implementing outbound sales development playbooks, cadences, and best practices
Experience with scaling an Outbound BDR team and can think through career paths, compensation plans, segmenting the team, etc.
You use data and analytics to drive your decision making process, identify areas for improvement, and track progress
Great at motivating and inspiring BDRs to high performance
Excellent presentation, organizational, and communication skills (both written and verbal). Written samples may be requested.
Team and goal-oriented. High output; low ego

Benefits

Comp & perks

Health, dental, and vision insurance
401k
Wellness reimbursement
Take what you need vacation policy
Generous parental leave for both primary and secondary caregivers

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales developmentoutbound salesdata analysisprocess designchange managementKPI trackingcoachingobjection handlingsales forecastingpipeline management

Soft Skills

mentoringleadershipcommunicationorganizational skillsmotivationteam-orientedgoal-orientedpresentation skillshigh accountabilityinspiration