Manager, Business Development Representative

The Manager, Business Development is a frontline role that is tasked with developing our outbound lead generation strategy and a high performing team of Business Development Representatives to drive high quality sales leads through outbound prospecting. The ideal candidate will have experience in sales prospecting,  hiring, onboarding, training, and managing a team with the ability to inspire, lead, coach, and communicate & collaborate across the organization. This role is responsible for providing day-to-day operational leadership ensuring effective strategies are deployed resulting in increased productivity. It will require a passion for coaching, developing, metrics/reporting, and giving feedback. This is an in-office role based in Los Angeles, with an expectation to be in office three days a week.

• Proven ability to manage the full employee lifecycle, build a sales development strategy, and develop a team of high performing BDR’s
• Heavy emphasis on hiring, onboard, training, motivating, and developing employees to build bench strength and promote across our sales department 
• Provide day to day coaching, lead performance conversations,  and support career development of direct reports
• Drive outreach strategies leveraging ABM playbook to drive new and expansion opportunities
• Take ownership of playbooks and enablement for the BDR Team
• Own content creation for outbound prospecting campaigns
• Responsible for BDR team meeting and exceeding ramp schedules and quotas
• Create, own and  manage strategy for outbound metrics
• Define, track, and communicate weekly, quarterly, and annual goals to the team to drive consistent performance
• Build a culture of motivated and inspired team members by creating a fun and engaging team culture
• Monitor team activity and train on best practices to drive prospect engagement and team success
• Provide clear visibility on pipeline performance through ongoing management of team and metrics
• Own CRM & Sales Engagement process for BDRs and recommend process improvements
• Conduct outbound prospecting alongside BDRs
• Work across sales and marketing to develop and hand off high-quality opportunities.
• Leverage AI tools and platforms to enhance outbound strategy, improve prospect targeting, and personalize outreach at scale

• Bachelor's Degree or equivalent experience a plus
• 4+ years of experience supervising and managing a Sales Development team
• Proficiency with CRM applications such as Salesforce
• Experience with Outreach, Apollo, Gong, and SalesNavigator is a plus
• Extensive lead generation and sales development experience in a high-paced sales environment

• Ability to meet deadlines
• Team leader with the ability to work individually as well as collaboratively
• Action-oriented and results-driven mentality
• Highly organized with strong time-management skills
• Strong interpersonal skills with a passion for team building
• Familiarity with using AI-powered sales enablement tools to optimize workflows and analyze performance metrics

• Facilitates change - encourages continuous improvement of work practices and processes. Enable the ability to move through change to transform new levels of thinking, understanding, and work practices. 
• Drives execution – engage and enthuse team by cascading company & departmental goals into individual goals. Sets high performance standards, sets clear expectations, facilitate problem solving, provide task clarity and set boundaries. 
• Manage the team – be a steady hand, hold the team accountable, utilize straight talk and take corrective action when required to ensure compliance and fair treatment, provide consistent reward and recognition. 
• Keep the team focused and motivated - facilitate timely decision making, know when to escalate, fail fast, provide timely feedback and regular communication. 
• Technically proficient - know own role thoroughly and possesses a wide field of knowledge, has a solid familiarity with team member’s roles and tasks. 
• Uses the full capabilities of the team – understands team member’s development needs and aspirations, takes these into consideration when assigning task and responsibilities. Develop and coach so the team can reach full potential. 
• Over communicates - hosts team communication (1:1`s and team meetings), cascades important and “need to know” information in a timely manner.  
• Involve employees in decision making – encourage communication across the team along with sharing of ideas and proposed solutions.  don’t allow members to operate in isolation, utilize each team member's strengths and skills.   
• Manages collaboratively - Foster teamwork, empower and develop trust with employees to deliver successfully and delegate appropriately.  
• Displays ethical character and competence - Always act with integrity and intent.   
• Is a role model – displays high levels of commitment and energy, role models our values, sets high standards of behavior.  Influence others positively, act as a good citizen of UpKeep.  

This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

The base pay for this role is: $108,000 USD per year ($180,000 OTE).