At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.
The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!
About the Role
As the Business Development Manager (Outbound), you are the architect of our growth engine. You will lead, coach, and inspire a high-energy team of Outbound Business Development Representatives (BDRs) focused on breaking into new enterprise accounts and expanding our footprint within the hybrid IT landscape.
At SolarWinds, we don't just "make calls"—we solve complex IT challenges. You will be responsible for transforming a group of ambitious hunters into strategic advisors who can navigate technical conversations with IT Operations, DevOps, and Database professionals.
Key Responsibilities
- Team Leadership & Coaching: Recruit, onboard, and manage a team of 8–12 Outbound BDRs. Conduct weekly 1-on-1s and live call "shadowing" to provide actionable feedback on pitch delivery, objection handling, and technical discovery.
- Strategic Prospecting: Design and execute multi-channel outbound "plays" (phone, email, social, and Vidyard) using tools like Salesforce, Outreach.io, and 6sense to target high-intent accounts.
- Operational Excellence: Monitor and optimize key performance indicators (KPIs), including outbound activity volume, connect rates, Sales Qualified Leads (SQLs), and pipeline contribution.
- Collaborative Strategy: Partner closely with Marketing to align on Account-Based Marketing (ABM) campaigns and with Sales Leadership to ensure a seamless "hand-off" of qualified opportunities to Account Executives.
- Talent Pipeline: Act as a "career architect," mentoring your BDRs to develop the foundational skills necessary to graduate into elevated sales roles within 12–18 months.
What We Expect from You
- Experience: 3+ years of experience in a quota-carrying sales role (SDR/BDR or AE), with at least 1+ years in a leadership or team lead capacity within the SaaS/Software space.
- The "Hunter" Mentality: A proven track record of exceeding outbound targets and a deep understanding of how to break into "cold" enterprise accounts.
- Technical Aptitude: Ability to translate complex IT concepts (Observability, Database Performance, ITSM) into simple, value-based conversations.
- Analytical Skills: Proficiency in Salesforce reporting and dashboard creation to track team velocity and identify pipeline bottlenecks.
- Values Alignment: You embody our C.A.R.E. values—Collaborative in your approach, Accountable for your team's results, Ready for a fast-paced environment, and Empathetic toward both your team and our customers.
SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice
Skills Required
- 3+ years of experience in a quota-carrying sales role such as SDR, BDR, or Account Executive
- At least 1 year of leadership or team lead experience in the SaaS or software industry
- Proven record of exceeding outbound sales targets and prospecting cold enterprise accounts
- Ability to explain complex IT concepts, including observability, database performance, and ITSM, in value-based conversations
- Proficiency in Salesforce reporting and dashboard creation
- Experience using Salesforce, Outreach.io, 6sense, or similar sales and prospecting tools
- Collaborative, accountable, adaptable, and empathetic leadership approach
SolarWinds Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about SolarWinds and has not been reviewed or approved by SolarWinds.
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Healthcare Strength — Health coverage is described as comprehensive, with some locations covering healthcare, dental, and vision at 100% and generally well-regarded plan quality. Feedback suggests wellness resources, counseling, and fitness reimbursements further strengthen the offering.
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Leave & Time Off Breadth — Paid time off, holidays, and a sabbatical after five years are part of the package. Feedback suggests global parental leave minimums add meaningful family support to the overall time-off mix.
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Pay Growth & Progression — Compensation is considered solid by many, with consistent raises noted alongside base pay. Feedback suggests bonuses and structured increases contribute to a sense of ongoing pay growth.
SolarWinds Insights
What We Do
SolarWinds is a leading provider of powerful and affordable IT management software. Our products give organizations worldwide—regardless of type, size, or complexity—the power to monitor and manage their IT services, infrastructures, and applications; whether on-premises, in the cloud, or via hybrid models. We continuously engage with technology professionals—IT service and operations professionals, DevOps professionals, and managed services providers (MSPs)—to understand the challenges they face in maintaining high-performing and highly available IT infrastructures and applications. The insights we gain from them, in places like our THWACK® community, allow us to solve well-understood IT management challenges in the ways technology professionals want them solved. Our focus on the user and commitment to excellence in end-to-end hybrid IT management has established SolarWinds as a worldwide leader in solutions for network and IT service management, application performance, and managed services.
