Manager, Business Development

Role Summary

The Manager of Business Development will lead Wellspring’s BDR function with a dual mandate: drive high-quality pipeline creation and own the systems, data, and processes that power scalable outbound and inbound conversion.

This role goes beyond traditional BDR leadership — it requires a hands-on operator who can optimize data infrastructure, implement new tooling (AI + outbound systems), and enforce pipeline accountability across Sales and Marketing.

Core Responsibilities

1. BDR Team Leadership & Performance

• Lead, mentor, and develop a team of Business Development Representatives (BDRs) to achieve pipeline and SQL targets

• Drive accountability on daily/weekly activity execution (calls, emails, LinkedIn, sequencing)

• Act as a player-coach, stepping into discovery, messaging, and deal qualification when needed

• Remove roadblocks and continuously improve team performance through coaching and process refinement

2. Pipeline Creation & Multi-Threaded Outbound

• Own outbound pipeline generation across defined ICP accounts using a structured, multi-threaded approach

• Guide BDRs in identifying key personas (champion, economic buyer, influencers) and executing targeted outreach

• Partner with AEs on discovery calls and early-stage qualification

• Ensure strong follow-up and conversion of inbound leads (events, webinars, trials, campaigns)

3. Pipeline Accountability & Opportunity Progression

• Own visibility into meeting-to-opportunity conversion and pipeline integrity

• Audit meetings and opportunities to ensure they are properly qualified and advanced

• Proactively challenge Sales leaders and AEs on stalled or unconverted opportunities

• Identify gaps in pipeline progression and drive corrective action

• Serve as a key enforcer of pipeline discipline across Marketing → BDR → Sales handoffs

4. Data Management & Contact Strategy Optimization

• Lead initiatives to clean, segment, and optimize contact data (~700K contacts across systems)

• Define and enforce rules for:

• Marketing vs. non-marketing contacts

• Persona assignment and validation

• Contact activation/deactivation to optimize cost (e.g., HubSpot tiers)

• Identify opportunities to reduce unnecessary spend through better data governance

• Partner with RevOps/Marketing to improve data quality, enrichment, and usability

5. Systems & Tooling Ownership (Post-Prospeo Transition)

• Evaluate, select, and implement a replacement for outbound/contact sourcing tools (replacing Prospeo)

• Optimize usage of tools like LinkedIn Sales Navigator, ZoomInfo, Salesforce, Outreach, and HubSpot

• Identify gaps in current workflows and introduce more scalable, automated solutions

6. AI-Driven Process Design & Automation

• Help design and implement a modern, AI-enabled outbound and pipeline workflow, including:

• Outbound sourcing + validation layer

• Engagement and warming workflows (pre-HubSpot)

• Meeting booking → opportunity creation → Salesforce pipeline

• Translate manual processes currently in HubSpot into automated, scalable workflows

• Partner with leadership to design and operationalize a 3-tier GTM system architecture

Requirements

• 5+ years of BDR or Sales Development experience in SaaS, with consistent quota attainment

• Proven ability to generate pipeline through outbound prospecting and inbound conversion

• Strong experience with tools such as LinkedIn Sales Navigator, ZoomInfo, Salesforce, Outreach, and HubSpot

• Experience working in a high-velocity, metrics-driven environment

• Ability to operate both strategically (systems/process design) and tactically (execution and coaching)

Ideal Candidate Profile

• Strong operator with a bias toward systems thinking and process optimization

• Comfortable owning data quality, tooling decisions, and workflow design

• Naturally challenges the status quo and holds teams accountable

• Highly analytical with the ability to connect activity → pipeline → revenue outcomes

• Seen as a leader and trusted voice across BDR, Marketing, and Sales teams

Success Metrics

• Meetings Booked (Total counts and ICP Alignment)

• Pipeline generated (total $ and by ICP band)

• SQL conversion rates (meeting → opportunity)

• BDR activity and productivity metrics

• Pipeline velocity and progression rates

• Data quality improvements (contact accuracy, segmentation, cost savings)

• System adoption and process efficiency gains

Cultural Fit

We’re looking for someone who is hungry, humble, and highly accountable, with a strong desire to build and improve systems. This role is ideal for someone who thrives in ambiguity, takes ownership of outcomes, and wants to play a central role in scaling Wellspring’s go-to-market engine.