Manager, Business Development

Ironclad is the #1 contract lifecycle management platform for innovative companies.  Every company, in every country, in every industry runs on contracts, but managing these contracts slows companies down and costs them millions of dollars. L’Oréal, Staples, Mastercard, and other leading innovators use Ironclad to collaborate and negotiate on contracts, accelerate contracting while maintaining compliance, and turn contracts into critical carriers of operational business intelligence. It’s the only platform flexible enough to handle every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA. 

Ironclad is writing the narrative that shows how beautiful and functional contracting will change business. We’re a leader in the Forrester Wave for Contract Lifecycle Management. We have been recognized as a Fortune Great Place to Work for four consecutive years. Our innovation and work culture have been recognized by Glassdoor's Best Places to Work 2023, Forbes’ 50 Most Promising AI Companies, Wing Venture Capital's Enterprise Tech 30, and Gartner's Magic Quadrant. We work in a highly collaborative environment, and strive to foster a positive, inclusive culture.  We’re backed by leading investors like Accel, Y Combinator, Sequoia, and BOND. For more information, visit www.ironcladapp.com or follow us on LinkedIn and Twitter.

The Manager, Business Development will manage, coach and mentor a team of highly motivated sales reps. The ideal candidate is data-driven and enjoys building and scaling processes, partnering with cross-functional teams, and driving alignment with sales to drive exceptional results. 

Responsibilities:

• Build & Develop a Team:

  • Recruit, interview, and hire excellent Outbound Business Development Representatives (BDRs) at scale

  • Mentor and guide BDRs through career progression

  • Partners with leaders in the organization to build career pathways and support readiness programs into new roles

• Increase efficiency & productivity 

  • Drive a high performance, high accountability culture to achieve and exceed sales development goals

  • Foster a strong coaching culture by supporting your BDRs through call coaching, sequence review and development, email and social selling strategies, objection handling

  • Partner with Sales Enablement on the delivery of new enablement programs, operational processes, iteration of existing programs 

  • Be the go-to resource for day-to-day processes

• Operational Excellence:

  • Assist in the execution and delivery of core operational tasks, including: account & territory assignments, process design and documentation, and change management.

  • Work closely with the BDRs to ensure quality efforts and how to manage proper follow-up. 

  • Work closely with Marketing to identify and improve the most important KPIs for outbound pipeline creation, revenue generation, and campaign performance.

  • Work closely with PMM and Growth to understand our products and tie into outreach messaging. Maintaining a close feedback loop with Marketing at the top of funnel to help us understand what's working and what's not.

  • Forecast, report, track, and manage sales activities and results using Salesforce (CRM)

  • Provide daily, weekly and monthly reporting on KPIs, lead pipeline, conversion of qualified opportunities and overall effectiveness

• Actionable Insight: 

  • Identify and make recommendations for improvement in the areas of process, efficiency and productivity

  • Track sales team metrics and report data to senior leadership on a regular basis

Key Skills:

• BA/BS in relevant discipline preferred.

• 2+ years of experience as an Outbound BDR Manager, or relevant sales experience

• Have worked at a fast-paced, high-growth tech company (ideally selling into both mid-market and enterprise companies)

• Experience with Salesforce (CRM) is required. 

• Experience with Outbound tools such as Outreach is required.

• Experience with data and intent signal tools such as 6Sense and G2 is preferred 

• Highly fluent in designing and implementing outbound sales development playbooks, cadences, and best practices

• Experience with scaling an Outbound BDR team and can think through career paths, compensation plans, segmenting the team, etc.

• You use data and analytics to drive your decision making process, identify areas for improvement, and track progress

• Great at motivating and inspiring BDRs to high performance

• Excellent presentation, organizational, and communication skills (both written and verbal). Written samples may be requested.

• Team and goal-oriented. High output; low ego
  
  Benefits:

• Health, dental, and vision insurance

• 401k

• Wellness reimbursement

• Take what you need vacation policy

• Generous parental leave for both primary and secondary caregivers

OTE Range: $150,000 - $180,000

The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.