Manager, Business Development (Remote)

Who We Are

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.
At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

We are seeking a Manager of Business Development to lead our growing team of Sales (SDRs) and Business Development Representatives (BDRs) in the United States.

Why This Role is Exciting: This leader will be responsible for executing strategies that fuel pipeline generation, accelerate revenue growth, and develop a high-performing team. The ideal candidate is a hands-on leader who thrives on developing talent, driving operational excellence, and delivering measurable business impact. If you thrive in a fast-paced and exciting environment and want to help build an extraordinary team, then this is the role for you!

Location: Looking for candidates based in the EST time zone

Travel: occasional domestic and/ or international travel (approximately three to four trips annually).

As the Manager of Business Development at Optro, you will play a pivotal role in shaping the business development motions. You will lead a rapidly growing team and will be involved in helping recruit, onboard, and train new team members for success. Your primary focus will be on developing best in class BDR functions, managing a BDR team, and establishing a strong relationship with the Sales and Marketing teams. You will be responsible for helping BDRs identify and develop high quality leads that turn into qualified sales opportunities.

Key Responsibilities

• Lead, mentor, and inspire a team of Business Development Representatives

• Foster a culture of accountability, professional growth, and performance excellence.

• Execute inbound lead qualification and outbound prospecting programs tailored to the aligned business segment/ market.

• Implement best practices, playbooks, and workflows to maximize XDR productivity.

• Leverage modern sales technologies (Salesforce, Gong, Orum, LinkedIn Sales Navigator, ZoomInfo, etc.) to drive efficiency and effectiveness.

• Monitor key performance metrics (activity, conversion, pipeline creation) and optimize for impact.

• Drive consistent attainment of pipeline targets across your segments and regions.

• Partner closely with Marketing on lead scoring and inbound funnel optimization.

• Collaborate with Sales leadership to ensure pipeline quality and seamless handoff.

• Support career progression pathways for BDRs.

• Oversee onboarding and enablement programs to ensure BDRs ramp quickly and consistently achieve targets.

• Partner with Sales Enablement to deliver ongoing training on messaging, objection handling, and industry knowledge
  

Attributes for a Successful Candidate

• Minimum of 2-3 years experience Sales/ Business Development space or closely-related, quota-carrying sales role.

• Deep knowledge of prospecting strategies, lead qualification processes, and sales development best practices.

• Strong understanding of Inbound and Outbound pipeline generation processes

• Experience leveraging sales methodologies, including BANT, MEDDIC, Winning by Design, etc.

• Previous tech/Saas experience in the Enterprise space with complex buying cycles

• Strong experience with sales tech stack (CRM, sales engagement, intent data, and prospecting tools).

• Excellent coaching, communication, and organizational skills.

• Analytical mindset to spot trends and take action where needed

Nice to Have

• Familiarity with selling into Audit, Compliance, Risk, or adjacent markets.

• Experience leveraging AI-powered tools and workflows to drive efficiency and pipeline creation.

*perks may vary based on eligibility/location

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.

• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.

• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.

• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.

• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.
  

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.
We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

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