Testlio

Business Development Manager

Testlio

full-time

Posted on:

Location Type: Remote

Location: United States

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About the role

  • Work with the Field Leadership (VP - North America and VP - EMEA) to directly execute outbound prospecting (email, phone, social) to engage high-value target accounts, serving as the 'lead scout' to refine Testlio's outbound messaging.
  • Book high-quality discovery meetings for Account Directors by uncovering customer pain points, goals, and decision-making structures.
  • Personalize outreach using account research, industry trends, and Testlio use cases to create relevant conversations.
  • Collaborate closely with Account Directors to align on account strategy, messaging, and handoff expectations.
  • Maintain accurate activity, notes, and pipeline data in CRM tools to support forecasting and performance tracking.
  • Continuously test, refine, and improve outreach strategies based on performance data and feedback.
  • Partner with Marketing and Sales leadership on campaigns, target account lists, and strategic initiatives.
  • Manage the BDR team, including driving their strategy, coaching them on tactics and techniques, and managing their performance and KPIs.
  • Document the winning playbooks, objection-handling guides, and sequences that you personally validated to serve as the foundation for the BDR team’s training.
  • Evaluate, implement, and optimize the sales tech stack.
  • Qualify inbound leads from marketing and partners, quickly assessing fit, urgency, and buying potential.
  • Drive the hiring process to scale the BDR team, covering sourcing and interviewing, onboarding, and continuous enablement.

Requirements

  • 2+ years of experience as a BDR or SDR manager, as well as experience mentoring or developing less experienced BDR/SDR team members.
  • 3–5+ years of experience in a BDR, SDR, or similar pipeline-generation role within SaaS, technology services, or consulting company.
  • Experience building sales processes— defining best practices, developing sequences, defining KPIs, and influencing tech stacks.
  • Demonstrated success consistently meeting or exceeding activity, meeting, and pipeline targets.
  • Strong outbound prospecting skills, including cold calling, email sequencing, and social selling.
  • Experience engaging mid-level to senior leaders (Manager, VP, C-level) in technical or product-driven organizations.
  • Comfort using CRM and sales engagement tools to manage pipeline and performance.
  • Mastery of modern outbound techniques; you know how to bypass gatekeepers and engage C-suite stakeholders at world-class brands.
Benefits
  • Help us win new logos with a purpose. You’re not just selling services; you’re helping world-class companies deliver flawless digital experiences that millions of people use every day. The impact of your work shows up in apps, platforms, and products people love.
  • Clear ownership and impact. You’ll own the Business Development function, with an outbound focus and visibility into how your work directly influences revenue and company growth.
  • High-growth environment. Testlio has achieved eight years of consecutive growth. You’ll be joining at a scale-up stage where processes are evolving, and sales playbooks are still being shaped. Hunters thrive here because there’s room to influence, experiment, and win.
  • Career acceleration. You’ll work closely with experienced sales leaders and Account Directors, gaining exposure to complex sales cycles and positioning yourself for future growth within Testlio’s sales organization.
  • Great Culture: Testlio is a female-founded company, and half of our team identifies as women. We’re proud of our inclusive, purpose-driven culture where people genuinely enjoy collaborating. As part of our team (we call ourselves TestLions), you’ll help create exceptional digital experiences for our customers while also contributing to our freelance network.
  • Remote Work: Our culture is built around remote work. We’ve created systems to allow us to successfully work together asynchronously as a fully remote and globally distributed team. Testlio provides the tools and guidance for everyone to succeed in their careers in a fully remote setting. Our working style encourages everyone to make decisions, communicate effectively, and work at a sustainable pace.
  • Investment in You: Your growth and well-being matter to us. You’ll have flexible paid time off—including national holidays, personal days, and sick days—plus stock options so you can grow with Testlio. We also provide a $300 annual learning stipend to support your personal and professional development.
  • Winning Business: Testlio is growing, profitable, and cash-strong. We are leading our industry with exceptional clients who provide us with a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based. Several of our largest clients have been with us for 7+ years, and many spend $500K+/year with Testlio.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
outbound prospectingcold callingemail sequencingsocial sellingsales processesKPI definitionsales tech stack optimizationpipeline generationaccount researchdiscovery meetings
Soft skills
mentoringcoachingperformance managementcollaborationcommunicationstrategic thinkingproblem-solvingadaptabilityleadershiptraining development