Senior Manager, Business Development

Senior Manager Of Business Development

Ubique Group is a digital-forward, consumer-driven powerhouse featuring an expansive portfolio of furniture brands. With over 20 years of building multiple brands from inception to success, Ubique Group offers a wide assortment of furniture solutions and furnishings that represent a perfect balance of form, function and style. At Ubique Group, our fingers aren't just on the pulse of the marketplace; we anticipate it, transforming the typical point-and-click shopping experience into an inspired, rewarding consumer journey.

Ubique Group is more than a company; we are a community of passionate, hard-working, and supportive people who believe in our business and each other. We champion the individual capabilities of our employees and the collective power of the team and extend that commitment to our surrounding families and communities.

Ubique Group is seeking a strategic and results-oriented Senior Manager of Business Development to lead and scale Flash Furniture's outbound commercial growth engine. This role is responsible for managing a team of Business Development Representatives (BDRs) while owning the development, execution, and continuous improvement of Ubique's business development program. Reporting to the Executive Vice President of Commercial Sales, this leader will drive pipeline creation, improve conversion performance, and ensure disciplined execution across a high-volume, outbound-focused sales motion.

Role Overview:

The Senior Manager of Business Development is accountable for team performance, pipeline generation, and program effectiveness across Ubique's B2B segments, including office, education, hospitality, and event markets.

This role does not carry an individual book of business. Instead, it focuses on:

• Coaching and managing a team of 3-5 BDRs
• Designing and optimizing outbound sales processes
• Driving consistent pipeline development and conversion
• Leveraging data, CRM tools, and reporting to improve performance

The ideal candidate brings a balance of sales leadership, operational rigor, and hands-on coaching, with a strong understanding of outbound sales environments.

Key Responsibilities:

Team Leadership & Performance Management

• Lead, coach, and develop a team of 3 Business Development Representatives to achieve and exceed activity, pipeline, and revenue targets.
• Establish clear performance expectations, KPIs, and accountability measures.
• Conduct regular 1:1s, pipeline reviews, and call coaching to improve individual and team effectiveness.
• Recruit, onboard, and train new BDR talent as the team scales.

Program Development & Strategy

• Own the design and evolution of Ubique's business development program, including segmentation, outreach strategies, and account prioritization.
• Develop playbooks for outbound engagement across key verticals (office, education, hospitality, events).
• Partner with Commercial leadership to align BD efforts with broader sales and growth strategy.
• Identify and implement process improvements to increase efficiency, pipeline quality, and conversion rates.

Pipeline Management & Performance Optimization

• Ensure the team maintains a healthy, accurate, and well-structured pipeline within Salesforce.
• Monitor pipeline coverage, stage progression, and conversion metrics across all BDRs.
• Analyze performance data to identify trends, gaps, and opportunities for improvement.
• Drive consistent forecasting and reporting on pipeline generation and revenue contribution.

Cross-Functional Collaboration

• Partner closely with Account Management, Inside Sales, Marketing, and Operations to ensure seamless handoffs and strong customer outcomes.
• Collaborate with Marketing on lead generation campaigns, messaging, and campaign performance.
• Provide feedback to Product and Commercial leadership on market trends, customer needs, and competitive dynamics.

CRM & Sales Operations Discipline

• Champion best practices for Salesforce usage, ensuring accurate activity tracking, pipeline management, and reporting.
• Develop dashboards and reporting frameworks to track team performance and program effectiveness.
• Drive adoption of tools, cadences, and workflows that support scalable outbound execution.

Qualifications:

• 5–8+ years of experience in sales, business development, or inside sales, with at least 2+ years in a leadership or team lead role.
• Proven success managing outbound sales teams in a high-activity, metrics-driven environment.
• Strong coaching and performance management skills, with a track record of developing talent.
• Experience building or optimizing business development programs, processes, or playbooks.
• High proficiency in Salesforce (or equivalent CRM) and data-driven sales management.
• Excellent analytical, organizational, and communication skills.
• Bachelor's degree required.
• Experience in commercial furniture or related industries (durable goods, B2B distribution) preferred.

What Success Looks Like:

• A high-performing BDR team consistently meeting or exceeding activity and pipeline targets
• Strong pipeline coverage and improved conversion rates across segments
• Clear, scalable outbound processes and playbooks
• High adoption and effective use of Salesforce and reporting tools
• Measurable contribution of business development to overall commercial growth

Benefits:

We offer a competitive benefit package that includes:

• Major medical, dental, and vision benefits available day one no waiting period
• Company-paid life insurance and employee assistance program for all employees
• 401K with company match
• Employee discount on Ubique Group products
• Free office chair for remote employees
• Employee-led organization Ubique Cares engages in monthly and quarterly employee engagement activities packed with fun and giveaways!
• Ubique Group offers 9 paid holidays plus 1 floating holiday per year and up to 18 Accrued PTO days per year

Ubique Group is an equal-opportunity employer. We seek to employ the most qualified individuals for all our roles.