Key skills
Business Development Representative (BDR)Sales Development Representative (SDR)B2B SaaSSalesforceSalesloftLinkedIn Sales NavigatorIntent Data ToolsData AnalysisAI-powered Sales DevelopmentPipeline GenerationAccount-Based Marketing (ABM)CoachingAIGenerative AIClaudeGeminiSaaSCRMLeadershipCommunicationSales
About this role
CloudBees is a company that empowers enterprises to deliver scalable and secure software solutions. They are seeking a Senior Manager to lead their North America Business Development Representative team, focusing on pipeline generation and team development while leveraging AI tools for sales efficiency.
Responsibilities:
- 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
- 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
- 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
- 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
- Drive AI adoption and utilization across the BDR team
- Reduce administrative workload through AI-assisted processes
Requirements:
- 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
- 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