Business Development Manager

Captivate

IQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.

Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

About the Role

As a seasoned Business Development Manager, your charter is to help build, challenge, and advise on Captivate

IQ's outbound pipeline generation strategy. This includes iterating on existing processes, experimenting with new approaches, and coaching a group of 8-10 BDRs on multi-channel prospecting. Reporting into the Senior Director of Business Development, you will be an important contributor to our leadership team, leading recruiting, pipeline generation strategy, and constructive coaching for our BDRs. To fit in this role, you are personable, collaborative, and a mentor who instills a learning environment and demonstrates a strong work ethic.

You are confident in who you are and able to enjoy the personable interactions that come with a job in sales leadership.

Job Location

The candidate selected for this opportunity must reside near one of the following locations:

Hybrid (in-office 3 days per week)

* Austin, TX

Team Values

* 8 Core Characteristics we care most about for our BDRs:
Grit, Ambition, Coachability, Organization, Curiosity, Ownership, Competitive, and Storytelling.

* We Hire Right and Don't Micro-Manage:
We hire go-getters (ones where we do not second-guess their "grit")- and take a Data-driven Approach to coach around strategic factors like Messaging, Nuanced ICP Knowledge, Leading KPI Tracking (Business Acumen + Organization)

* We Promise Clarity, Not Certainty:
You know that a career path is one of the most important motivators for a BDR team. This means you know how to set proper expectations and provide consistent evaluations on skillset as it aligns with career goals.

* Lead with Empathy, Never Compromise on Numbers:
You seek first to understand - your team, your peers, your leaders. But numbers do not lie- they unveil inefficient processes/metrics- use this to coach your team and propose new solutions as a leader.

Responsibilities

* You'll lead a team that arguably has one of the toughest jobs in the building - The Business Development team is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity. The primary focus of this team is to consistently and efficiently meet a monthly quota of booking "Sales Qualified Opportunities" for our Sales team.

* Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met

* Mentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of active coaching: role-plays, live call training, and more

* Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills

* Build strong relationships with leadership across departments and define paths to optimize your team's performance

* Take an ownership stake in hiring and onboarding of additional BDRs

* Experiment with different outreach methods and mixes to build scalable, predictable playbooks that result in qualified meetings

* Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives - be a true owner of your business unit

* Analyze Outreach cadences and Salesforce reports with an eye toward continual improvement and up-to-date messaging, by buyer persona and by industry

* Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work to be fully productive

Requirements

* 3+ years of experience in B2B SaaS sales development, with 2 years in a management role.

* Proven record of building, scaling, and leading S/BDR teams that deliver qualified pipeline.

* Strong understanding of outbound strategy, lead qualification, and buyer engagement within a SaaS sales motion.

* Data-driven mindset with the ability to analyze metrics and optimize team output.

* Excellent communication and coaching skills with a bias toward action and measurable results.

Benefits

* (US-ONLY) 100% of medical, dental, and vision covered including 75% for dependents

* Flexible vacation days and quarterly mental health days so you can recharge

* Enjoy a one-time expense on your 1-year work anniversary (to use for travel, home furnishings, fancy meal)

* Annual stipends for professional development and caretaking
* (US-ONLY) 401k plan to…