Senior Manager; Team Lead), Pipeline Development

Position: Senior Manager (Team Lead), Pipeline Development
Accountabilities:

• Own the team's delivery of SQLs and SAOs against weekly and ongoing targets across Enterprise and Strategic accounts in the Americas.
• Establish and maintain daily and weekly activity standards, including calls, outreach sequences, meetings booked, and account engagement.
• Lead the team's day-to-day operating rhythm, including stand‑ups, call blocks, pipeline reviews, performance check‑ins, and weekly accountability sessions.
• Monitor individual and team performance, ensuring priorities remain aligned with the accounts and opportunities that matter most.
• Coach each Business Development Associate through call reviews, role plays, regular one‑on‑ones, and real‑time feedback to strengthen outreach skills and confidence.
• Recognize strong performance and address underperformance promptly and constructively, establishing clear improvement plans and expectations.
• Lead by example by participating in outbound calls and demonstrating effective enterprise prospecting and outreach techniques.
• Execute the established pipeline playbook consistently, identify opportunities to improve processes, and submit proposed changes to the relevant playbook owner for approval.
• Ensure close alignment between Business Development Associates and their paired Account Executives, supporting effective handoffs with the context needed to advance opportunities toward Closed‑Won.
• Maintain a consistent, motivating team environment while reinforcing high standards, ownership, and accountability.

Requirements:

• At least 5 years of experience in sales pipeline generation within a B2B SaaS environment, specifically targeting Enterprise and Strategic accounts with product commitments of at least 12 months.
• At least 3 years of experience directly leading, managing, and coaching high‑performing teams.
• Demonstrated success managing individual contributors directly; this is a frontline leadership role requiring hands‑on coaching rather than management through other managers or team leads.
• A proven track record of building and sustaining strong pipeline performance through demanding quarters, changing priorities, and challenging business conditions.
• Strong preference for experience in Marketing SaaS or adjacent sectors, including martech, adtech, and ecommerce technology.
• Proficiency with Salesforce, Linked In Sales Navigator, and sales engagement platforms.
• Experience using AI tools to improve account research, prospect targeting, and outreach personalization.
• Excellent coaching and communication skills, with the ability to provide clear feedback, build confidence, and motivate individuals toward measurable goals.
• A steady, resilient leadership style, combining high standards with empathy, consistency, and accountability.
• Strong execution skills and a genuine interest in developing people while delivering results through a proven pipeline generation playbook.
• Ability to focus on day-to-day team performance while leaving broader pipeline strategy, territory design, headcount, and compensation decisions to go‑to‑market leadership.

Benefits:

• Base salary range of $100,000–$115,000 .
• Eligibility for the team's variable incentive plan.
• Fully remote position within the United States.
• Occasional travel across the United States.
• Opportunity to lead and develop a team of up to 10 Business Development professionals.
• Direct collaboration with Account Executives and go‑to‑market leadership.
• Compensation determined by factors including location, experience, skills, and qualifications.