Manager of Business Development

At Varicent, we’re not just transforming the Sales Performance Management (SPM) market—we’re redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more.

Here’s why you’ll thrive at Varicent:

• Innovate with Purpose: Build impactful solutions for customers worldwide.
• Join Excellence: Work in a diverse, collaborative, and innovative team.
• Shape the Future: Lead in redefining revenue optimization.
• Grow Together: Unlock your potential in a supportive environment.

Join us at Varicent—where your talent and ambition meet limitless opportunities for success!

Position Overview

The Manager of Business Development is responsible for leading and scaling a high-performing Business Development team that drives a strong and predictable top-of-funnel pipeline in complex, enterprise sales environments. This global team is often the first interaction future customers have with the company, making it critical to deliver a high-quality experience that sets the foundation for long-term relationships and revenue impact.

This role is hands-on, blending frontline coaching, sales process rigor, optimization of outbound strategy, and strategic collaboration with Marketing and Sales to accelerate top-of-funnel growth. We’re looking for a metrics and data-obsessed leader with proven experience managing BDRs through long sales cycles, multi-threaded account motions, and account-based value selling. The right candidate brings depth in managing early-career sellers while building the systems, energy, cross-functional collaboration, and accountability to drive consistent results.

Responsibilities

• Team Leadership & Development:
  • Hire, coach, and manage a team of BDRs to exceed pipeline generation goals.
  • Provide active 1:1 coaching, role playing, live/recorded call feedback, deal-level strategy support, and message refinement across email, phone, and social channels.
  • Develop clear career paths, preparing team members to become future Account Executives.
• Strategy & Execution:
  • Oversee the team’s execution of ABM strategies, including account planning, personalized outreach, and multi-threading across key decision-makers in strategic accounts.
  • Own pipeline creation targets across our GTM segments.
  • Monitor daily/weekly KPIs and drive accountability for opportunity creation aligned to revenue goals.
• Sales Technology & Innovation:
  • Bring expertise in Sales-tech and GenAI, modeling smart, practical ways to use existing tools (e.g., Salesloft, Gong, ZoomInfo, ChatGPT) to drive quality outreach, sharper messaging, and better buyer engagement.
  • Champion a culture of curiosity and experimentation by identifying practical high-impact use cases.
  • Partner with RevOps and Enablement to drive adoption, ensure consistent usage, and explore new ways to increase efficiency and effectiveness through responsible AI integration.
• Cross-Functional Collaboration:
  • Partner closely with Marketing, Sales, RevOps, Enablement, and Product Marketing to build and execute coordinated GTM programs, including developing outbound messaging and contributing to strategy.
  • Continuously refine outreach playbooks, ABM alignment, and whitespace targeting.
  • Provide feedback on campaign effectiveness, persona targeting, message testing, channel mix, and sequencing to improve conversion rates and drive consistent, high-quality pipeline creation across key enterprise accounts.
• Process Optimization:
  • Streamline lead management, cadences, and tool utilization to increase team efficiency and speed to impact.
  • Continuously improve processes for greater effectiveness.

Requirements

• Proven experience managing Business Development Representatives (BDRs) in complex, enterprise sales environments.
• Demonstrated success in driving top-of-funnel pipeline generation.
• Experience managing early-career sellers.
• Deep understanding of B2B SaaS sales cycles, multi-threaded account motions, and account-based value selling.
• Metrics and data-obsessed with a strong ability to analyze performance and drive accountability.
• Expertise in Sales-tech tools (e.g., Salesloft, Gong, ZoomInfo) and practical application of GenAI in sales outreach.
• Strong understanding of ABM strategies and execution.
• Excellent coaching, communication, and interpersonal skills.
• Ability to build systems, foster energy, and drive cross-functional collaboration.

Application Instructions

Please refer to the official Varicent careers page for application instructions.

Company Information

Varicent is a market leader in Sales Performance Management (SPM) and Revenue Performance Management (RPM). We provide cutting-edge SaaS solutions that help organizations optimize their go-to-market strategies and maximize seller performance. Our clients include global industry leaders such as T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, and Stryker.