Manager, Business Development

 The Opportunity 

We are strengthening our leadership for the global Business Development organization. This is a front-line leadership role at the center of how insightsoftware builds quality, outbound-sourced pipeline for the business. This is not a caretaker seat. We are looking for a builder-coach who leads from the front on outbound, owns the field relationships that turn pipeline into revenue, and develops representatives into the future go-to-market leaders of the company. 

Our model has moved decisively toward disciplined, high-quality outbound. New Logo and Cross-Sell are our primary production categories; we prioritize the accounts where we win, and we hold a high bar for pipeline quality over raw activity volume. The right leader is energized by that shift and is someone who wants to build an outbound engine, not manage a queue. 

Your path forward. This role is a platform. The managers we hire will be developed as the next senior BD and sales leaders at insightsoftware. If you want to build a track record leading a high-performing outbound team and grow into broader GTM leadership. 

About the Role 

You will lead, coach, and inspire a team of Business Development Representatives and Senior BDRs in their region. You own both the strategy and the day-to-day execution of a regional outbound engine, setting the prospecting approach, coaching reps in the field, partnering with Account Executives and Marketing, and holding the team to a standard of category-disciplined, quality pipeline. 

You are the connective tissue between Business Development, Sales, Marketing, and Revenue Operations in your region. You translate go-to-market strategy into territory-level execution, protect the integrity of the pipeline the team produces, and make sure every rep knows how to win in the role they are in today and what it takes to earn the next one. 

What You'll Do 

Own the Outbound Engine 

• Set and continuously refine the outbound prospecting strategy for your region, including sequences, personas, target accounts, and messaging, to consistently exceed qualified pipeline and opportunity targets. 

• Drive category discipline: keep the team focused on New Logo and Cross-Sell as the primary production categories, and manage exceptions deliberately rather than by default. 

• Champion quality over volume, hold the team to a high bar for pipeline that converts, not just pipeline that is created. 

• Operationalize outbound plays from the Agentic BD team against Tier 1 accounts, putting your strongest reps against the highest-value opportunities. 

Coach and Develop the Team 

• Coach reps to win in their current role and build the skills to be promoted, you are developing the future GTM leaders of insightsoftware. 

• Run high-quality call reviews, pipeline reviews, and 1:1s that raise conversation mechanics, qualification depth (MEDDPICC), and the ability to build a quantified business case on a first meeting. 

• Create clear, measurable performance expectations and hold the team accountable for exceeding them, fostering a culture of accountability, growth, and high performance. 

Partner with the Field 

• Be a true partner to Sales, aligning with Account Executives to divide and conquer the territory, agree on target accounts, and ensure seamless BDR-to-AE handoffs with clear qualification standards. 

• Participate in pipeline reviews with Sales leadership to ensure BDR-sourced opportunities are progressing and receiving appropriate follow-through. 

• Follow through on business unit strategy toward Tier 1 accounts, translating BU priorities into focused prospecting for your team. 

Steward Marketing and Inbound 

• Look after Marketing's investment in pipeline, ensure MQLs are worked with speed and rigor and followed through to SQL. 

• Partner with Marketing on ABM alignment, campaign quality, and field feedback on messaging and lead quality. 

Run a Data-Driven Operation 

• Take a data-first approach, use metrics, funnel conversion, and pipeline velocity to identify drop-off points and implement targeted interventions. 

• Maintain CRM and reporting hygiene so that pipeline attribution and BDR contribution are accurate and defensible. 

• Partner with Revenue Operations on territory design, forecasting, and attribution reporting for your region. 

Own the Talent Lifecycle 

• Own hiring, onboarding, ramp planning, and career development for your team; build a strong bench for future sales and BD leadership roles. 

• Manage a hybrid, geographically distributed team to consistent standards and outcomes. 

Qualifications 

Required 

• 3+ years in outbound Business Development or Sales Development within B2B SaaS or enterprise software 

• A demonstrated track record of building outbound-led pipeline and exceeding qualified pipeline generation targets, not primarily inbound or volume-driven production. 

• Hands-on fluency with the modern sales tech stack: Salesforce, Gong, a sales engagement or dialing platform (Salesloft, Orum, or equivalent), ZoomInfo, and LinkedIn Sales Navigator. 

• Proven ability to set performance metrics, coach to them, and hold a team accountable for exceeding them. 

• Experience managing hybrid and geographically dispersed teams across multiple time zones. 

• Excellent communication and stakeholder management skills, with the ability to influence AEs, Sales leadership, and Marketing partners. 

Preferred 

• 1+ year directly managing BDR or SDR teams.  

• Experience in the CFO solutions, ERP, FP&A, or finance technology space. 

• Familiarity with account-based marketing, intent data, and enrichment/segmentation tooling such as Clay. 

• Experience standing up or restructuring a BDR function, or scaling one in a high-growth or post-acquisition environment. 

• Experience building BDR career pathways and internal mobility programs. 

• Exposure to Revenue Operations and cross-functional GTM planning. 

What Makes You a Strong Fit 

• You lead outbound from the front. You believe the best pipeline is proactively sourced, and you coach that belief into your team. 

• You prize quality. You would rather your team create fewer, better opportunities that convert than chase activity for its own sake. 

• You embrace the new model. You are energized by category discipline, tiered targeting, and AI-assisted prospecting, not anchored to how things were done before. 

• You are a builder. You take ownership of ambiguity and are excited to shape a team and a playbook rather than inherit a finished one. 

• You develop people. Your reps' growth and promotion are how you measure your own success. 

• You think regionally and operate with a global mindset, partnering well across Sales, Marketing, and RevOps. 

Additional Information 

All information will be kept confidential in accordance with EEO guidelines. 

At this time, insightsoftware is not able to offer visa sponsorship to candidates who are not eligible to work in the country where the position is located. 

Background checks are required for employment with insightsoftware, where permitted by country or state/province. 

At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or any other class protected by applicable law. We are proud to be an equal opportunity workplace.