Manager, Business Development

Manager, Business Development

BS&A Software builds the software that keeps local government running. Founded in 1987 and based in Bath, Michigan, we provide SaaS-based enterprise solutions for financial management, utility billing, payments, human resources, licensing and permitting, assessing, and property tax. More than 3,500 municipalities across the country depend on us, and we have been named to Government Technology's GovTech 100 list two years running.

We are growing into new states and new communities, and this role sits at the front of that effort.

This is a build, not a maintenance job. BS&A has strong inbound demand and a well-established presence at municipal conferences across the country. What we're still building is a deliberate outbound motion. Our BDR team is in place, but the playbook, the targeting discipline, and the tools used for outbound prospecting are still being written. You will write them.

The market makes this unusually tractable. Every prospective customer we have is a known entity: every city, township, village, county, and special district in a target state, each with a published budget, a fiscal calendar, a procurement process, and named officials. There is no guessing at who the buyer is. The work is deciding which accounts matter, in what order, and how to earn a first conversation in a community where nobody has heard of us yet.

Lead the team

• Manage, coach, and develop a team of 4 to 6 business development representatives
• Run hiring, onboarding, and ramp for new reps as the team grows
• Hold a weekly operating rhythm of pipeline review, call coaching, and performance management
• Build a career path for your reps in partnership with Sales leadership

Build the outbound motion

• Design and own the outbound playbook: sequencing, messaging, call strategy, and objection handling for a public-sector buyer
• Establish qualification standards and a clean, documented handoff into the Sales team
• Partner with Marketing Operations on the target account database, prospecting tools, and data enrichment
• Create the outbound approach for entering states where BS&A has no existing customers and no local reputation
• Apply intent signals and AI-enabled research tools to prioritize accounts and personalize outreach at scale, without losing the human judgment a public-sector buyer expects

Own the numbers

• Carry a team target for qualified opportunities and forecast the outbound contribution to pipeline
• Protect new-state prospecting with its own territory allocation, targets, and conversion baselines, separate from established territory
• Report on activity, conversion, and opportunity acceptance with data that stands up to scrutiny

What we are looking for

Required

• Three or more years leading an SDR, BDR, or inside sales team, including hiring and performance management
• Demonstrated experience building an outbound program rather than only running one that already existed
• Fluency in Salesforce and modern sales engagement tooling, with the instinct to measure what the team does
• A track record of coaching reps to quota, and of developing at least one person into a promotion
• Strong written and verbal communication, and the credibility to work directly with Sales and Marketing leadership

Preferred

• Experience with SaaS software sales and selling into public sector, government, education, healthcare, utilities, or another regulated, committee-driven buyer
• Familiarity with long sales cycles, formal procurement, and RFP processes
• Experience with account-based prospecting against a finite, named account list rather than high-volume lead generation
• Hands-on use of AI-enabled tools for account research and for personalizing communication at scale, with a point of view on where automation helps and where it undermines credibility
• Experience with intent monitoring and buyer-signal platforms such as Demandbase, 6sense, or public-sector signal providers like Starbridge
• HubSpot experience alongside Salesforce

What success looks like in year one

• A documented, repeatable outbound playbook that a new rep can be trained on
• The team meeting its qualified-opportunity target, with outbound contribution visible and measurable
• New-state prospecting running on its own territory and targets, with a conversion baseline established
• An opportunity acceptance rate from Sales at or above the agreed threshold, supported by a written definition of a qualified opportunity
• Reduced time to first qualified opportunity for new reps, and attrition held within plan

You will report to the SVP, Marketing and work most closely with Demand Generation on targeting and campaign alignment, Marketing Operations on data and tooling, and Field & Market Development on state-entry strategy. You will partner directly with Sales leadership on qualification standards and handoff.

This role is remote within the United States. Occasional travel is expected for team meetings, our annual ENGAGE customer conference, and select industry events.

Most BDR leadership roles are about optimizing a machine someone else built. This one is about building the machine, in a market where the total addressable account list is knowable and the company already has a nearly four-decade reputation for doing right by its customers. What you build here will be measurable, visible to the executive team, and durable.

Notice of AI Use in Job Application Review

As part of our commitment in creating a fair, efficient, and consistent hiring process we may use artificial intelligence (AI) to help our recruiting teams organize, summarize, and analyze information provided by candidates, including resumes, application responses, and other materials submitted during the application process. AI may be used to identify patterns, highlight relevant skills, and experience, and assist in comparing a candidate's qualifications with the requirement of a specific role. These tools are to improve efficiency and consistency while supporting more informed hiring decisions, which will ultimately be made by the hiring team.