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.