Business Development Manager

Our Guiding Stars are the values at the heart of our organization that drive everything we do. We are committed to creating meaningful change not only in our industry but also in the communities we engage with. If our Guiding Stars resonate with you, we encourage you to consider joining our team.

• Drive Results: We think big, work smart, and execute fast to transform the future of commerce
• Cultivate Belonging: We welcome diverse backgrounds and experiences, driving positive change through inclusion and teamwork
• Champion Customers: We go the extra mile for our customers to help them unlock their full potential
• Adapt Boldly: We’re curious and innovative, we take risks and grow from our failures

 

The Opportunity:

As our Business Development Manager of BDRs, you will drive pipeline growth for commercetools by leading a team of Business Development Representatives focused on enterprise eCommerce solutions. Your team will identify and engage key decision-makers in retail, D2C, and B2B eCommerce brands, helping them understand how commercetools’ composable commerce platform can transform their business.

You’ll be responsible for coaching, optimizing outbound strategies, and ensuring seamless collaboration with Sales and Marketing to generate high-quality sales opportunities. This role is perfect for a hands-on leader who thrives in a fast-paced SaaS environment and has experience in B2B enterprise sales.

This role offers a hybrid work environment with three days a week in our Boston office.   Your Mission:

• Mentor, coach, and motivate a team of BDRs to consistently exceed pipeline and meeting targets
• Conduct regular training sessions on outbound prospecting, objection handling, and product positioning
• Implement best practices for personalized outreach via email, LinkedIn, and cold calling
• Monitor performance metrics and provide actionable feedback for continuous improvement
• Refine messaging to engage eCommerce decision-makers (Heads of Digital, CTOs, etc.)
• Develop outbound prospecting playbooks tailored to commercetools’ ICP
• Leverage intent data, AI tools, and sales engagement platforms (Outreach, 6Sense) to enhance prospecting efficiency
• Align with Marketing on campaign strategy, messaging, and lead qualification
• Own pipeline generation targets, ensuring BDR-sourced meetings contribute to revenue goals
• Track and analyze key KPIs: SQL conversion rates, email engagement, call effectiveness, and pipeline attribution
• Collaborate with RevOps to ensure CRM (Salesforce) data is accurate and optimized for reporting
• Work closely with Account Executives (AEs) to ensure smooth lead handoff and pipeline progression
• Provide feedback to Marketing and Product teams on market trends, customer pain points, and competitive insights
• Partner with Sales Enablement to continuously enhance BDR onboarding and skill development programs

What you need to succeed:

• Ample experience in SaaS B2B sales development (preferably in eCommerce, headless commerce, or composable commerce)
• Current or previous experience in a leadership role, managing or mentoring BDRs/SDRs
• Strong understanding of the eCommerce ecosystem (marketplaces, digital experience platforms, ERP, OMS, etc.)
• Experience with outbound sales strategies and enterprise prospecting
• Proficiency in Salesforce, Outreach, LinkedIn Sales Navigator, and intent data tools
• Excellent communication, coaching, and strategic thinking skills
• Data-driven mindset with the ability to analyze metrics and optimize performance

 

We care about your growth and well-being

💰 Competitive Compensation Package: Generous compensation structure consisting of salary, a competitive stock option package, and various benefits and perks

☀️ Workation: Work up to 60 days per year in a country different from your home country, with 20 working days per trip 

💻 Learning & Development Budget

📚 Academy: Regular training sessions, access to Coursera and Babbel training courses

🙌 Our Benefits: Check them out here

⌚️ Flexibility: Morning person or night owl? We believe in outcome and motivated employees

🚀 Mindset & Growth: A diverse workplace with an open, international culture, and learning e