Manager, Business Development Representatives

About the role

Airtable operates a no-code app platform that accelerates critical business processes for organizations worldwide. This role manages a new Business Development Representative team and defines how outbound growth operates. You will shape sales motions and prospecting approaches that support the Sales team.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Business Development Representatives expand outbound reach and pipeline creation under structured sales motions. Teams design and validate new prospecting approaches that scale across Sales operations. Standardized key sales processes create predictable, repeatable revenue motions for the organization. Salesforce manages BDR processes and sets clear performance metrics.

Requirements

Candidates bring 5+ years of SaaS experience in revenue-focused roles selling software solutions across multiple industries. The role requires 1+ years of experience leading a business development team. Deep understanding of outbound selling and prospecting methods is essential. Data analysis and strong analytical skills refine strategy and outcomes. Building and leading experimental, high-performing teams is a core capability. Collaboration with cross-functional teams designs methods that connect with customers. Clear written and verbal communication enables effective partnership. Alignment with Airtable's mission and how customers use the platform drives solution creation. Resourceful, scrappy problem-solving uncovers business needs and clarifies how Airtable integrates into broader workflows.

Practical notes

Work authorization in the United States is required for this Austin-based role. Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Roles centered on complex B2B selling often involve collaboration across teams and systems. Platforms like Salesforce commonly serve as the core tool for pipeline management and metrics. Experimental methods typically guide testing and scaling of sales strategies. Clear written and verbal communication remains essential when working with cross-functional partners. Organizations frequently use no-code platforms to accelerate business processes without heavy engineering involvement.

Questions to ask

Worth asking in any interview: how the team measures success, who the role works with daily, what the onboarding looks like, and what the company is trying to achieve this year. Asking what past hires did well is a strong final question. Keep the list short and pick the questions that matter most to you.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

About the company

Airtable is a low-code platform for building collaborative applications. Founded by Howie Liu, Andrew Ofstad, and Emmett Nicholas in 2012, Airtable combines the simplicity of a spreadsheet with the power of a database. The company was valued at $11.7 billion in its December 2021 Series F round.