Business Development Manager

About the Role

build and run our Central GTM engine

Key Responsibilities

1. Build & Scale the Central GTM Engine

• Define ICP, TAM, segmentation, tiering, and account lists
  
• Establish lead lifecycle, SLAs, routing, and scoring in CRM/MA
  
• Run weekly GTM cadence: funnel reviews, SDR standups, forecast tie-outs
  
• Own data hygiene, enrichment, governance, and consent standards
  

2. Pipeline Creation & Campaign Execution

• Execute omni-channel campaigns (email, phone, LinkedIn, events, partners)
  
• Build SDR/BDR playbooks: talk tracks, objection handling, sequences
  
• Launch offer-led motions (assessments, POVs, workshops, ROI tools)
  
• Improve connect and conversion rates via testing and optimization
  

3. Account-Based Marketing (ABM)

• Operationalize 1:1, 1:few, and 1:many ABM motions
  
• Align with Sales on whitespace, competitive take-outs, and expansion
  
• Leverage intent data and buying signals for precise, multi-threaded outreach
  

4. Content, Offers & Proof

• Build vertical/use-case content spine (emails, landing pages, case studies)
  
• Package proof kits (decks, demos, POV briefs) with measurable outcomes
  
• Govern brand voice, compliance, and defensible claims
  

. Funnel Analytics & Reporting

• Own full-funnel dashboards: volume, conversion, velocity, attribution
  
• Tie campaigns to forecast and pipeline ROI
  
• Run experiments, publish learnings, and scale winning plays
  

6. Sales Alignment & Enablement

• Drive MQL/SAL/SQL definitions and feedback loops with AEs
  
• Train SDRs/AEs on discovery, narratives, and clean handoffs
  
• Partner with Presales and Delivery for POVs and references
  

Team Leadership & Operations

• Lead and scale a team of 12+ SDRs/ISRs
  
• Build comp plans, spiffs, and manage GTM tools and vendor budgets
  
• Ensure GDPR, CAN-SPAM, DNC, and ethical outreach compliance
  

What You Bring

• 8–12 years in Demand Gen / Inside Sales for IT services, engineering, or SaaS
  
• Proven enterprise and upper-mid-market pipeline ownership
  
• Strong ABM, intent data, and multi-channel outreach expertise
  
• Deep understanding of ICP design, scoring, routing, and attribution
  
• Metrics-driven mindset with executive-level communication skills
  

Tools (Preferred)

Salesforce, HubSpot, Market/Pardot, Outreach/Sales loft, LinkedIn Sales Navigator, Demand base/6sense, ZoomInfo, GA, Looker/Power BI, Chili Piper/Calendly