Senior Manager, Sales Development

Senior Manager, Sales Development at Bloom Energy At Bloom Energy, our vision for a world powered by clean, reliable, and affordable energy is more than a dream – we’re making it a reality. For over twenty‑five years we’ve led the global energy transition by providing onsite power to critical industries, from AI‑driven data centers to hospitals, retailers, manufacturers, and utilities. Our fuel‑cell systems deliver energy abundance, rapid time‑to‑power, reliability, and sustainability, allowing Fortune100 companies and innovators to stay ahead in a world of soaring demand and limited supply. Position Overview Lead, coach, and grow a high‑performing global Business‑Development Representative (SDR) organization. Drive top‑of‑funnel pipeline generation and align inbound and outbound activities with broader business goals. Partner closely with Sales Directors, Marketing, and Operations to maximize pipeline creation and revenue impact. Own the SDR strategy, territory planning, target account prioritization, and qualification criteria. Design and execute compensation plans and incentive programs that motivate high performance and align with company objectives. Provide accurate, timely forecasting and detailed pipeline analysis to senior leadership, articulating performance drivers, risks, and mitigation strategies. Continuously evaluate and optimize the SDR operational workflow, including lead qualification, hand‑offs to Account Executives, and territory assignments. Partner with HR and Recruiting to attract, hire, and onboard top‑tier talent while maintaining a low attrition rate and strong team culture. Leadership and People Management Directly manage and mentor an SDR team, ensuring operational excellence and accountability. Implement a strong coaching program focused on prospecting, vertical expertise, product knowledge, and career pathing. Teach new hires to integrate AI‑driven prospecting tools into their workflow, balancing automation with creativity and critical thinking. Conduct regular 1:1 meetings, performance reviews, and build a culture of accountability and excellence. Provide weekly forecasting and pipeline analysis, clearly articulating performance drivers, risks, and mitigation strategies. Strategy & Process Optimization Design and execute the regional SDR strategy – market segmentation, account prioritization, and targeting based on ideal customer profiles (ICP). Leverage AI‑powered market intelligence to inform segmentation, refine ICP definitions, and prioritize accounts. Continuously evaluate and optimize the entire SDR workflow, including territory planning, lead qualification criteria (MEDDPICC, BANT), and hand‑off processes to the AE teams. Partner with Sales Leadership to design compensation plans and programs that drive pipeline growth and align with company goals. Act as the primary link between Sales, Marketing, and Operations to maintain seamless lead‑to‑opportunity flow and consistent messaging. Define and enforce SLAs for lead response and pipeline hygiene. Plan, launch, and measure targeted outbound campaigns aligned with GTM priorities. Basic Qualifications Minimum of 10years of enterprise technology sales experience, with a proven, quantifiable track record of exceeding targets in a high‑velocity environment. At least 5years of direct, hands‑on management experience leading SDR or Demand Generation teams in a high‑growth tech company. Demonstrated success in defining, implementing, and optimizing sales processes that resulted in scalable pipeline growth. Expert proficiency with Salesforce CRM and working knowledge of the Sales Development tech stack and AI tools (Outreach, Clay, intent‑data tools). Proven ability to derive actionable insights from pipeline data. Exceptional cross‑functional collaboration skills, specifically with Marketing, Sales Operations, and Account Executive leadership. A proactive, coaching‑centric leadership style with a passion for mentorship and developing early‑career talent into future sales leaders. Salary Range $134,500.00 – $193,500.00 #J-18808-Ljbffr