Senior Manager, Business Development

Position Overview

You lead a team of Business Development Representatives based in Atlanta. Your job is to turn early-career reps into confident sellers who consistently build pipeline for the sales team. You coach daily, hold the team to clear goals, and work with Sales and Marketing to sharpen how the team prospects clients in the non-profit, association, and events space.

You will own the day-to-day performance of the BDR team: coaching calls, tracking metrics, hiring, and removing whatever gets in the way of a rep hitting their number. You report to the VP, GTM Performance and work closely with Sales, Marketing, and Enablement to keep outbound and inbound prospecting strategy sharp. You are also building the next generation of Momentive sales talent - many BDRs move into closing or client success roles, and your coaching is what gets them there.

• Coach BDRs on outbound prospecting, cold outreach, discovery, and lead qualification through regular 1:1s and live call coaching.
• Set clear goals, track key metrics, and hold the team accountable to pipeline and activity targets.
• Recruit, hire, and onboard new BDRs, building a strong bench of early-career sales talent.
• Work with Sales and Marketing to sharpen messaging, outreach sequences, and lead scoring so more conversations convert.
• Partner with Demand Generation, Content, and Product Marketing to keep outbound efforts aligned with active campaigns.
• Improve lead qualification steps, prospecting workflows, and CRM data quality.
• Report team pipeline contribution and key outbound metrics to the VP, GTM Performance.
• Build a strong, connected team culture in the Atlanta office and create clear paths for BDRs to grow into sales or client success roles.
• Handle day-to-day team logistics, including scheduling and account assignment.

• A people-first coaching style - you get real satisfaction from developing early-career talent.
• A track record of building pipeline through both outbound and inbound prospecting.
• The ability to manage metrics, forecasting, and process improvement at the same time, without dropping any of them.
• Comfort working in a fast-paced environment where priorities shift.
• Clear, direct communication that motivates a team and holds people accountable.

• 4-6 years of B2B sales, inside sales, or business development experience, ideally in SaaS or technology, with strong outbound and inbound prospecting results.
• 2-3 years directly managing and coaching a high performing sales or business development team.
• A track record of leading a team to meet or exceed pipeline and activity targets.
• Experience hiring and onboarding early-career sales talent preferred.
• Experience selling to non-profits, associations, or in the events space is a plus.

• Proficient with Salesforce and sales engagement tools such as Gong and 6sense.
• Comfortable using reporting and forecasting tools to track pipeline and team performance.
• Proficient in Microsoft Office 365.

• Builds trust quickly with reps, peers, and leadership.
• Thinks strategically but pays close attention to the details of execution.
• Resilient, with a steady, can-do attitude under pressure.
• Bachelor's degree

Momentive Software amplifies the impact of over 20,000 purpose-driven organizations in over 30 countries, with over $11 billion raised and 55 million members served to date. Mission-driven nonprofits and associations rely on Momentive's cloud-based software and services to address their most pressing challenges - from engaging their communities to simplifying operations and growing revenue. Designed to help organizations connect more, manage more, and ultimately expect more, Momentive's solutions are…