Business Development Sales Manager

Reporting Line: Regional Head of DSF & Sales Operations

Location: Baltimore, MD

Job Summary: Highly strategic and execution-oriented leader to design, build, and scale a high-performance Business Development function that generates predictable, high-quality sales pipeline and develops future sales talent.

Key Responsibilities and Duties

• Own the end-to-end Business Development (BD) operating system, including go-to-market strategy, inbound and outbound design, performance metrics, technology enablement, and talent development.


• Build and scale the BD operating model, including Ideal Customer Profile definition, segmentation, and outbound/inbound strategies.


• Own pipeline creation metrics, including conversion rates, pipeline per rep, and sales velocity.  


• Implement data-driven sales processes, including qualification frameworks and structured performance scorecards.


• Leverage CRM systems, sales technology, and AI tools to drive productivity and insights.


• Recruit, develop, and lead a high-performance BD team with a clear career path into field sales.


• Align cross-functionally with marketing, sales, and partners to drive integrated go-to-market strategies.  


• Drive continuous improvement through data analysis, testing, and optimization of messaging and outreach.

Required Qualifications and Skills

• Bachelor’s Degree in Sales, Business, or similar discipline strongly preferred


• 8–12+ years of B2B sales experience, including 3–5+ years leading or building BD/Sales Development Rep teams


• Proven ability to build and scale pipeline generation functions, with experience beyond managing established processes


• Demonstrated success in optimizing conversion rates, pipeline quality, and sales velocity


• Strong experience in complex, solution-based selling to senior decision makers


• Expertise in CRM and sales engagement tools (Salesforce, Outreach/Salesloft, etc.)


• Experience implementing structured prospecting cadences and outbound sales motions


• Data-driven mindset with strong analytical and operational capabilities


• Experience working cross-functionally with marketing and sales operations


• Experience using Artificial Intelligence technologies (Gen AI, Data Analysis, (Microsoft) Copilot, ChatGPT) and are enthusiastic about learning and integrating AI into everyday business processes