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
About Us
Chainguard is the secure foundation for software development and deployment. By providing guarded open source software, built from source and updated continuously, Chainguard helps organizations eliminate threats in their software supply chains.
Founded by the industry's leading experts on open source software, security and cloud native development, Chainguard has built the largest library of open source software that is secure by default.
Chainguard’s mission is to be the safe source for open source.
We live and breathe our company values:
We are customer obsessed - We focus on delivering solutions to our customers that create value and make their lives better.
We have a bias for intentional action - We prioritize, plan, try things, and fail fast.
We don’t take ourselves too seriously (but we do serious work) - We are solving an important problem which takes focus, but we also like to enjoy the journey.
We trust each other and assume good intentions - We’re transparent with decisions to empower team members to make well informed decisions.
A few of the benefits we offer:
- Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
- Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
- 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
- ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
- 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.
If your experience is close but doesn’t fulfill all requirements, please apply. We’re building the best team in technology and are focused on hiring “Chainguardians'' with unique backgrounds, perspectives, and experiences.
Chainguard is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.
By submitting your application, you acknowledge that Chainguard will process your personal data in accordance with Chainguard’s Privacy Policy.
©2025 Chainguard. All Rights Reserved.
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