Business Development Manager

Job Title: Sr. Manager, Business Development - North America Job Type: Full-time Location: Remote - United States About CloudBees CloudBees enables enterprises to deliver scalable, compliant, and secure software, empowering developers to do their best work. Seamlessly integrating into any hybrid and heterogeneous environment, CloudBees is more than a tool—it's a strategic partner in your cloud transformation journey, ensuring security, compliance, and operational efficiency while enhancing the developer experience across your entire software development lifecycle. It allows developers to bring and execute their code anywhere, providing greater flexibility and freedom through fast, self-serve, and secure workflows. CloudBees supports organizations at every step of their DevSecOps journey, whether using Jenkins on-premise or transitioning software delivery to the cloud. We’re helping customers build the future, today. About the Role We are looking for a driven and experienced Senior Manager to lead our North America Business Development Representative (BDR) team. In this role, you will own the front-line pipeline engine that fuels our revenue growth—recruiting, coaching, and developing a high-performing team of BDRs while partnering closely with Sales, Marketing, and Revenue Operations to build a world-class outbound and inbound motion. Your mission is to build and lead a high-performing human + AI BDR / sales development organization that scales pipeline generation. This is a player-coach role for someone who thrives at the intersection of strategy and execution. You bring both the analytical rigor to optimize pipeline metrics and the people instincts to bring out the best in early-career talent. What You'll Own AI-Driven BDR / Sales Development Leadership You will: Drive adoption and best practices for AI-powered sales development across the BDR organization. Leverage AI tools to improve prospect research, account prioritization, personalization at scale, and outreach effectiveness. Partner with RevOps and GTM Systems teams to evaluate and deploy emerging AI technologies that increase team productivity and pipeline generation. Own the evolution of the BDR operating model, including AI-enabled prospecting, automation strategy, workforce productivity, and future talent development. Team Leadership & Development Directly manage a team of 6–15 BDRs across outbound and inbound coverage in North America. Build a coaching-first culture through structured 1:1s, call reviews, skills training, and career development planning. Hire, onboard, and ramp new BDRs to full productivity within 60–90 days. Create individualized development plans and clear promotion paths for top performers. Foster a high-energy, inclusive team culture grounded in accountability and continuous improvement. Pipeline Generation & Quota Attainment Own the team's pipeline contribution targets—qualified meetings held, SAOs, and pipeline dollar value. Drive both outbound prospecting (cold outreach, sequences, LinkedIn) and inbound follow-up motions across the NA territory. Monitor and improve key funnel metrics: activity rates, conversion rates, average response times, and pipeline aging. Partner with Revenue Operations to ensure accurate forecasting, clean CRM hygiene, and actionable reporting. Hold the team accountable to daily, weekly, and monthly activity and outcome targets. Strategy & Cross-Functional Alignment Collaborate with Marketing on campaign alignment, messaging, ICP targeting, and inbound SLA adherence. Work closely with Account Executives and Sales leadership to ensure smooth BDR-to-AE handoffs and feedback loops. Partner with Enablement to develop and iterate on playbooks, sequences, objection handling frameworks, and new product messaging. Provide market and competitive intelligence back to Product Marketing and GTM leadership. Contribute to territory planning, segmentation strategy, and headcount modeling. Additional Success Metrics AI adoption and utilization across the BDR team. Reduction in administrative workload through AI-assisted processes. What We're Looking For Required Qualifications 3–6+ years of BDR/SDR experience in a B2B SaaS environment, including at least 1–2 years in a team lead or management capacity. Partner with Sales Leadership and Revenue Operations to redesign workflows around AI and automation. Serve as a thought partner to executive leadership on the future of prospecting and pipeline generation. Demonstrated track record of hitting or exceeding pipeline generation targets as an individual contributor and/or manager. Strong coaching skills with the ability to give direct, constructive feedback and develop early-career professionals. Proficiency with modern sales tech stack: Salesforce (or equivalent CRM), Outreach or Salesloft, LinkedIn Sales Navigator, and intent data tools (e.g., Bombora). Data-driven mindset—comfortable pulling reports, identifying trends, and using insights to make decisions. Excellent written and verbal communication skills with sharp attention to detail. Preferred Qualifications Experience leveraging generative AI tools (e.g., ChatGPT, Claude, Gemini, Copilot, AI SDR platforms) to improve prospecting, messaging, coaching, and operational efficiency. Demonstrated success implementing AI-driven workflow improvements that increased pipeline generation, conversion rates, or team productivity. Experience managing BDR teams at a high-growth or PLG SaaS company (Series B through public). Familiarity with account-based sales and marketing (ABM/ABS) motions. Exposure to both SMB/mid-market and enterprise segments. Experience building or refining onboarding programs, playbooks, or certification frameworks. Background as a top-performing BDR or AE before transitioning to management. Compensation & Benefits In accordance with applicable law, the following represents a reasonable estimated compensation range for this role: the estimated pay range for this role is $190,000 - $230,000 annually (OTE). Actual compensation will be determined based on skills, experience, and geographic location and may be more or less than the amount shown above. Compensation for this role is base compensation + commission. Compensation shown is reflective of on target earnings (OTE). What CloudBees Offers: Health Insurance Dental Insurance Vision Insurance Short & Long Term Disability Life Insurance HSA/FSA Remote Work Environment Flexible Time Off Paid Company Holidays Parental Leave Variable Bonus Plan dependent on your role Stock grant opportunities dependent on your role 401(k) with Company Match EEO Statement CloudBees is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are made based on qualifications, merit, and business need, without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, veteran status, or any other protected characteristic as outlined by federal, state, or local laws. Disclaimer This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all duties, responsibilities, and qualifications required of employees assigned to this position. Duties, responsibilities, and activities may change at any time with or without notice.