Manager, Business Development

Who you are

• 3+ years managing a BDR, SDR, or ISR team at a high-growth B2B company, ideally fintech or SaaS, with real accountability for a pipeline number
• Full-cycle sales experience, from initial discovery through to closed-won, so you can coach reps on the entire arc of a deal, not just the handoff
• A track record of improving outcomes beyond activity metrics: deal size, sales velocity, and downstream activation or conversion
• Genuine fluency with AI tools in outbound: you've built or rolled out real workflows for prospecting, drafting, or call intelligence, not just experimented with them
• Strong coaching instincts: you can diagnose why a rep is underperforming and fix it, not just report the number
• Comfort owning a tech stack (CRM, sequencer, enrichment, dialer) and partnering with RevOps on reporting and forecasting
• Experience building genuine cross-functional relationships with marketing and sales, not just running meetings with them
• Practical, day-to-day use of AI tools to move faster on research, insight synthesis, and experimentation
• You Put Customers First, Always. You care deeply about delivering meaningful value. Whether you're building internal systems or customer-facing features, you're always thinking about how to make life better for our users
• You Act Like an Owner. You take responsibility for outcomes, step up to challenges, and seek solutions proactively, doing what's best for the business, not just your role
• You Think Big and Move Fast. You're energised by building from 0 to 1. You're not afraid to challenge the status quo, experiment quickly, and learn as you go
• You Constantly Learn and Grow. You're hungry to improve your craft and open to feedback. You bring a growth mindset to everything you do
• You Raise the Bar. You care about doing things well and efficiently. You balance speed with rigour and always look for ways to improve how we work
• You Win as a Team. You're a generous collaborator who values communication, context, and shared wins. You lift others up and help make the team stronger

What the job involves

• We're scaling Float's outbound engine through our next phase of growth, and we need a BDR Manager to build a high-performance culture across our XDR team (ISR, SDR, BDR)
• Reporting to our Head of Growth, you'll own the number: pipeline generated, deals accelerated, and customers activated
• This is a hands-on, player-coach role for someone who wants to build a modern, AI-first outbound function from the ground up, not inherit a legacy playbook
• Own and forecast the team's pipeline generation targets across ISR, SDR, and BDR functions, and carry accountability for hitting them
• Build a high-performance coaching cadence: recruit, hire, onboard, and continuously develop the team against clear activity, conversion, and quality benchmarks
• Run a structured training and enablement cadence, including regular call reviews and teardowns, to sharpen talk tracks, objection handling, and qualification rigour across the team
• Drive outcomes that matter beyond activity: increase average deal size and deal throughput on BDR/SDR-sourced pipeline, and improve first-spend activation rate on ISR-managed accounts
• Build and roll out AI-first workflows across prospecting and list-building, call and email drafting, conversation intelligence, and forecasting, and extend what works to the wider marketing and sales org
• Develop and nurture strong relationships across marketing and sales, delivering on a single, shared pipeline goal rather than siloed team targets
• Own the XDR tech stack: CRM hygiene, sequencing, enrichment, and reporting, partnering with RevOps on attribution and forecasting accuracy
• Craft and continuously test messaging, talk tracks, and qualification criteria as the market and our product evolve
• Identify and act on process, efficiency, and productivity improvements without waiting to be asked

Benefits

• Competitive coverage of medical, dental and vision insurance for employees
• Education & learning stipend for personal growth and development
• Flexible vacation time
• Work from home stipend to help you succeed in a remote environment