Manager, Business Development

UpKeep is the leading cloud-based Asset Operations Management software developed to revolutionize the way teams manage facilities and maintenance work. We provide mobile-first SaaS solutions, Industrial IoT sensors, data analytics tools, advanced enterprise integrations, and top-notch professional services. Our innovative technology is modernizing workflows and maximizing operational efficiency for over 3,000 customers including Shell, Yamaha, Unilever, McDonalds, Subway, Pepsi, and Marriott!
We're a Series B tech startup with 100+ team members across the US. We've been recognized as a "Best Place to Work" multiple years in a row by fostering an inclusive and mission-driven culture. In addition to stock options and great benefits, our people have the flexibility to work remote. UpKeep is ranked the #1 Facility Management software on Gartner, #1 Maintenance Management software on G2 Crowd, FrontRunners on Software Advice, and CMMS Leader on IDC MarketScape.
POSITION SUMMARY 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.  

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES  

• 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.

EXPERIENCE

• 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 SalesLoft, Zoominfo, Chorus, and ChiliPiper is a plus
• Extensive lead generation and sales development experience in a high-paced sales environment

KNOWLEDGE

• 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

 DESIRED BEHAVIORS 

• 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