Manager, Business Development

D2L is a cloud company that is modernizing education and building the Future of Work. The old models of teaching and learning are in the midst of the largest transformation in history, and D2L is at the heart of that fundamental shift. 

New models of teaching and learning enable a personalized, student-centric experience – and deliver improved retention, engagement, satisfaction, and results for learners of all ages – in schools, campuses, and companies.

D2L is disrupting the way the world learns, by providing the next generation learning environment and solutions to engage and inspire learners. And most importantly, by giving customers a platform that is easy, flexible, and smart. No other company provides a solution as robust and innovative as D2L.

D2L has had a singular mission for 25 years and is dedicated to that same mission in the years ahead: to transform the way the world learns – and by doing so, we will help improve human potential globally.

Every application we receive is personally reviewed by a member of our Talent Acquisition team - yes, a real person looks at your resume! While we use AI tools internally to streamline tasks like meeting notes, summaries, and administrative work, these tools never rank resumes, make hiring decisions, or influence candidate evaluations.

About the role:

The Manager, Business Development will lead, coach, inspire and continuously upskill a team of talent Business Development Representatives (BDRs) to exceed pipeline generation goals ensuring business growth strategies are met. The Manager, Business Development will thrive at building and growing a world class business development team, focused on high performance. The ideal candidate is a proven high performer who understands EdTech or SaaS sales and has successfully led a team of business development professionals. This person has an entrepreneurial spirit who exceeds quotas, develops people, and innovates processes to maximize efficiency and business outcomes. 

Major Responsibilities (How Will I Make an Impact?): 

• Recruit, develop and coach a team of Business Development Representatives (BDRs) whose role consists of prospecting, opportunity identification and pipeline generation  


• Coach and develop BDRs into candidates for future Account Executive (AE) and Client Sales Executive (CSE) roles  


• Deliver ongoing training on sales prospecting, discovery, email outreach, and outbound calling   


• Coach individual BDRs through call shadowing, role play, and performance reporting   


• Guide and manage prospect research and list-building activity with the team 


• Maintain a culture of accountability, hard work, and innovation  


• Define, measure, monitor and report performance metrics for BDRs linked to lead generation (e.g., call/email activity, response rates, leads generated, lead quality, ultimate lead-to-close)   


• Ability to make sense of data sets to analyze team performance, build a point of view and share key data with key stakeholders 


• Maintain accurate and timely forecast data and be able to identify opportunities for continuous improvement  


• Exceed monthly, quarterly, annual activity and pipeline targets, across all markets 


• Work cross-functionally with sales and marketing to create and implement programs and communicate on campaign performance.   


• Manage the inbound pipeline and working closely with Marketing to ensure timely response and tracking of campaign performance    

What you will bring to the role: 

• Proficient in negotiation techniques, capable of structuring and closing mutually beneficial deals.  


• Skill in leading and motivating a high-performing business development team to achieve goals.  


• Ability to lead and inspire a high-performing business development team, fostering a collaborative and results-driven culture.  


• Clear and effective communication, both verbal and written, for negotiation, relationship-building, and collaboration across all levels and functions.  


• Lead by example and a willingness to get into the trenches with the front line.   


• Skilled with outbound/cold prospecting and working with inbound leads    


• Experience training, mentoring, and growing an outbound process.  


• Acumen with Artificial Intelligence tools

Experience and Education Recommendations:  

• 3+ Years of experience leading high-performing sales development team   


• 2+ years of experience selling software and SaaS   


• Salesforce experience is a must, Sales Engagement tool, 6sense or an equivalent platform experience a plus  


• Must possess a good understanding of best practice for running Business Development teams  


• SaaS experience  with knowledge of the learning technology industry a plus  


• Bachelor's degree in business, Marketing, Communication or equivalent   

This position is to fill an existing vacancy.