Leads and scales the BDR team and pipeline generation function. Establishes processes, metrics, reporting, forecasts, outreach quality assurance, and outbound and inbound programs. Coaches, mentors, recruits, and onboards BDR talent while remaining hands-on with prospecting and sales activities. Partners with sales, marketing, product, and regional leaders to improve revenue performance, team development, and customer value.
The Position
To support One Model's continued growth within the global market, we are seeking an experienced Senior Business Development Manager to build, lead, and scale our BDR team. Reporting to Sales and Marketing leadership, you will own the pipeline generation engine — setting the strategy, the standards, and the cadence that turn outbound and inbound activity into qualified revenue opportunities.
This is a hands-on leadership role: you'll coach outsourced and an internal team of Business Development Representatives while staying close enough to the work to run your own plays and show them how it's done. We want you on our team if you're a builder, a metrics-driven operator, and a leader people genuinely want to work for.
Responsibilities
- Establish the framework for pipeline management — expectations, processes, and reporting/KPIs — to consistently exceed sales targets.
- Own BDR metrics and reporting end to end, including dashboard design, data hygiene, and the definitions behind every number leadership sees.
- Create and communicate weekly pipeline forecasts to the BDR/SDR team and to leadership.
- Own quality assurance for BDR outreach, using AI tooling (Claude) to streamline message review, call and email QA, and coaching feedback at scale.
- Participate in regional quarterly business reviews with cross-functional and territory leaders.
- Partner closely with Sales leadership to implement outbound motions and marketing on inbound lead programs that drive opportunities and revenue.
- Provide your team with mentorship and learning and development opportunities including training, coaching, and role playing to support professional growth. Expect what you can inspect and ensure initiatives are being implemented by the larger BDR team.
- Promote an engaged, energetic, and inclusive environment that encourages high productivity while maintaining a positive work experience.
- Set an example by carrying a small number of contacts across territories and walking the team through your strategy, your messaging, and your results.
- Recruit, onboard, and retain BDR talent, and build the ramp plan that gets new hires productive quickly. Create documentation that is easy to reference by BDR team and beyond.
- Offer constructive feedback to product management, marketing, and sales leadership to improve our offerings and create additional value for customers. Look for opportunities and share ideas.
About You
- Work within US timezones and comfortable having meetings in EMEA and APAC times on a regular basis.
- Successful track record leading a BDR/SDR team, with demonstrated attainment against pipeline and revenue targets.
- Proven ability to build process and improve upon existing programs — cadences, qualification criteria, territory design, comp and quota structures, and the reporting that holds it all together.
- Fluent in the numbers: you can explain conversion rates, pipeline coverage, and activity-to-outcome ratios, and you know which levers actually move them.
- Strong CRM and sales enablement proficiency (e.g., Salesforce, HubSpot), with the ability to design reporting rather than just consume it.
- A coach first. You get satisfaction from watching reps improve, and you give feedback that's specific, timely, and actionable.
- Comfortable being hands-on: you'll still prospect, still get on calls, and still write sequences when the moment calls for it.
- Collaborative mindset with the capacity to work effectively with cross-functional teams including sales, marketing, partners, and product.
- Thrives in a fast-paced environment, adapts to change, and learns new industries and technologies quickly.
- Growth-minded, energetic personality with a good sense of humor.
What You Bring
- 8+ years in outbound business development, including 2+ years managing a BDR/SDR or Sales team in a B2B environment, preferably selling to large enterprises.
- Experience selling HR tech or selling to HR leaders.
- Experience applying AI tools to sales workflows including outreach QA, call analysis, research, or enablement.
- Experience building or scaling a BDR function in a hybrid or fully remote organization.
- Experience with HubSpot, Leadfeeder, Dealfront, Gong, or similar technology.
- Proximity to Central or Mountain Time Zones.
Compensation
- $90k-$100k less payroll deductions and withholdings
- Eligible for an on-target bonus payment equivalent to USD $60,000 per year, Measured and paid monthly.
- Equity grant from the company’s option pool of no less than 7,000 options
- Compensation may also vary based on geographic location and country of employment.
Base Salary Range
$65,000—$70,000 USD
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