Business Development Manager

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Job Description Job Summary:

We are seeking an experienced Sales Development Manager to lead our outbound sales efforts for our accounting software services. This strategic leadership role will oversee the entire sales development function, including Data Research Assistants (DRAs) and Sales Development Representatives (SDRs), while coordinating with the Pre-Sales team. The ideal candidate will drive revenue growth through effective team management, process optimization, and coaching while establishing a high-performance sales culture.

Primary Responsibilities

• Sales Strategy & Execution:
• Define and implement outbound sales strategies aligned with company revenue goals
• Establish territories, account distribution, and targeting criteria
• Set individual and team KPIs, quotas, and activity metrics
• Develop and refine sales methodologies specific to accounting software
• Create strategic approaches for different market segments within the accounting sector
• Implement effective pipeline management and forecasting processes
• Process Optimization:
• Monitor workflow transitions between DRA, SDR, and Pre-Sales teams
• Identify and resolve process bottlenecks in the sales cycle
• Implement best practices for CRM usage and data management in Pipedrive
• Analyze conversion metrics at each stage of the sales process
• Drive continuous improvement in outreach effectiveness and efficiency
• Standardize successful approaches into repeatable playbooks
• Sales Enablement:
• Develop comprehensive training programs for team members
• Create effective scripts, email templates, and objection handling guides
• Design and implement sales collateral specific to accounting industry needs
• Collaborate with marketing on content and messaging for outbound campaigns
• Stay updated on industry trends and competitive intelligence
• Lead regular training sessions on new features, market changes, and selling techniques
• Performance Management & Reporting:
• Track and analyze team performance metrics and KPIs
• Conduct regular pipeline reviews and forecast accuracy checks
• Prepare comprehensive sales reports for executive leadership
• Manage team budget and resource allocation
• Participate in strategic deals as needed
• Hold team accountable to performance standards
• Team Leadership & Development
• Lead, coach, and develop a team of Data Research Assistants and Sales Development Representatives
• Recruit, hire, and onboard new team members as the organization grows
• Set clear performance expectations and provide regular constructive feedback
• Conduct one-on-one coaching sessions to improve individual performance
• Create career development paths for team members
• Foster a positive, collaborative, and high-achieving sales culture
• Cross-Functional Leadership
• Coordinate with Pre-Sales team to ensure technical alignment
• Collaborate with Product teams to provide market feedback
• Work with Marketing on lead generation initiatives
• Partner with Customer Success for smooth client transitions
• Represent sales development in company leadership meetings

Requirements Required Skills & Qualifications:

• 7 to 12 years of sales management experience, preferably in SaaS or accounting software
• Proven track record of meeting or exceeding team sales targets
• Experience managing and developing entry to mid-level sales talent
• Strong understanding of outbound B2B sales methodologies
• Excellent communication, presentation, and leadership skills
• Data-driven approach to decision making and performance analysis
• Proficiency with CRM systems (Pipedrive experience preferred)
• Experience with sales enablement and training program development
• Understanding of the accounting software market and buyer personas

Nice-to-Have Skills

• Background in accounting, finance, or related software sales
• Experience with sales operations and process design
• Knowledge of sales automation tools and technologies
• History of scaling sales development teams
• Experience implementing or optimizing Pipedrive CRM
• Track record of success in full-cycle B2B sales before management
• MBA or relevant business degree

Working Conditions

• Full-time, in-office position with regular business hours
• Reports to Director of Sales or similar executive leadership
• Leads team of DRAs and SDRs with dotted-line collaboration with Pre-Sales
• May require occasional travel for client meetings or industry events

Performance Metrics Success in this role will be measured by:

• Team revenue and pipeline generation against targets
• Conversion rates through sales stages
• Team member retention and development
• Process efficiency improvements
• Quality of sales enablement materials
• Overall growth in accounting software market share

Benefits Company Benefits:

• Competitive base salary with performance-based bonus structure
• Leadership development opportunities
• Influence in company strategy and direction
• Recognition as a key member of the leadership team

Qualified candidates who are passionate about sales leadership, have a track record of team success, and are interested in driving growth in the accounting software sector are encouraged to apply.

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