Sr. Manager, Business Development
Job description
About the role
Replit is in search of a Senior Manager for Business Development to spearhead and expand our outbound sales development team. This pivotal role is designed to enhance our market presence by identifying and engaging prospective clients, thereby creating a robust pipeline for our Account Executives. You will be responsible for shaping our outbound strategy and nurturing a high-caliber Business Development Representative (BDR) organization.
Key facts
What you'll do
- Build and manage a high-performing team of Business Development Representatives, focusing on growth and performance.
- Develop and execute BDR processes, playbooks, and best practices for both cold and warm outreach channels.
- Provide coaching and mentorship to BDRs on effective qualification techniques, handling objections, and generating a strong sales pipeline.
- Collaborate with sales leadership to offer insights on territory assignments, quotas, performance metrics, and lead handoff processes.
- Advocate for Replit's vision of natural language software development, ensuring your team can effectively communicate this vision to prospects.
- Work alongside marketing and operations teams to enhance lead routing, evaluate campaign effectiveness, and improve the quality of leads generated.
- Analyze performance metrics of the team and implement strategies aimed at increasing conversion rates and the quality of meetings.
- Recruit, onboard, and train new BDR team members as the organization grows.
- Ensure accountability for team quota achievement and the professional development of individual BDRs.
- Collaborate closely with Account Executives and their leadership to facilitate seamless handoffs and maintain effective feedback loops.
- Maintain high standards of CRM hygiene and ensure accurate reporting within the BDR team.
- Stay updated on industry trends and the competitive landscape to inform team strategy and direction.
Requirements
- A minimum of 5 years of experience in sales development, with at least 3 years in a leadership or managerial capacity.
- Demonstrated success in building and scaling BDR teams, preferably in a fast-paced growth environment.
- Strong background as an individual contributor, with extensive knowledge of both inbound and outbound prospecting, demand generation, and industry best practices.
- Exceptional coaching and mentoring skills, with a track record of developing junior sales talent.
- A data-driven mindset focused on performance management and process improvement.
- Excellent verbal and written communication skills.
- Familiarity with CRM systems and various sales tools.
- Proven ability to effectively recruit, interview, and evaluate BDR candidates.
- Strong collaborative skills, particularly with marketing and sales teams.
- A keen interest in technology and the ability to quickly grasp and convey complex technical concepts.
- Experience with or a strong interest in artificial intelligence and machine learning technologies.
Nice to have
- Active user of Replit.
- Background in early-stage startups or experience with developer tools.
- Experience in establishing inbound Sales Development Representative (SDR) programs from the ground up or scaling existing ones.
- Basic understanding of software development or coding principles.
- Experience with multi-channel prospecting, including email, phone, and social media outreach.
- A degree in Computer Science or a related field, or equivalent practical experience.
Skills & tools
- Proficient in Replit
- Experience with Hubspot CRM (Salesforce integration coming soon)
- Familiarity with ZoomInfo
- Knowledge of Outreach
- Experience with Gong and Chorus
- Proficient in Clay and SmartLead
- Familiarity with Nooks and Default
- Experience with LinkedIn Sales Navigator
- Knowledge of Hashboard and Hex
Practical notes
The position offers a competitive salary and equity package, a 401(k) plan with a 4% match (for US employees), comprehensive health, dental, vision, and life insurance, as well as short and long-term disability coverage. Additional benefits include paid parental, medical, and caregiver leave, flexible time off along with holidays, commuter benefits (for in-office employees), a monthly wellness stipend, an autonomous work environment, reimbursement for in-office setups, quarterly team gatherings, and various in-office amenities. Candidates should either reside in the Salt Lake City area or be willing to relocate. A foundational understanding of the software development lifecycle or basic coding concepts is essential. This role is not suited for individuals who prefer individual contributor roles over management responsibilities or those who are uncomfortable in a fast-paced startup atmosphere.
About the company
Replit is the agentic software creation platform that enables anyone to build applications using natural language. With millions of users worldwide, Replit is democratizing software development by removing traditional barriers to application creation.