Sr. Manager, Business Development

Replit is seeking a Senior Business Development Manager to lead and scale our outbound sales development team as we expand our go-to-market efforts.

This role will oversee a team of BDRs (Business Development Representatives) proactively targeting and engaging high-potential accounts to build a robust pipeline for our Account Executives.

The ideal candidate will have hands-on outbound prospecting experience and proven leadership skills, a strong understanding of the modern GTM technology, previous experience in creating systems and orchestrating technology to support an efficient & scalable 0->1 outbound workflow, and previous experience collaborating tightly with marketing and sales ops to build highly-targeted account lists and multi-channel outreach sequences.

Responsibilities

• Build, lead, and scale a high-performing team of Business Development Representatives
• Develop and implement BDR processes, playbooks, and best practices for cold and warm-outbound channels
• Coach and mentor BDRs on qualification methodology, objection handling, and pipeline generation techniques
• Partner with sales leadership to provide feedback on territory assignments, quotas, performance metrics, lead handoff processes
• Evangelize a future where anyone can create software in natural language, ensuring your team can articulate this vision compellingly
• Collaborate with marketing and operations to optimize lead routing, provide feedback on campaign effectiveness, and improve lead quality & conversion
• Analyze team performance data and implement strategies to improve conversion rates and meeting quality
• Recruit, hire, and onboard new SDR/BDR team members as the organization scales
• Maintain accountability for team quota attainment and individual BDR development
• Work closely with Account Executives and AE leaders to ensure smooth handoffs and tight feedback loops
• Uphold CRM hygiene and reporting accuracy across the SDR organization
• Stay current on industry trends and competitive landscape to inform team strategy

Required skills and experience:

• 5+ years of sales development experience with at least 3 years in a leadership or management role, preferably some with a technical ICP
• Proven track record of building and scaling BDR teams, preferably in a high-growth environment
• Strong individual contributor background with deep understanding of both inbound & outbound prospecting, demand gen strategies, and industry best practices
• Excellent coaching and mentoring abilities with experience developing junior sales talent
• Data-driven approach to performance management and process optimization
• Outstanding written and verbal communication skills
• Experience with CRM systems and sales tools (e.g., Hubspot/SFDC, LinkedIn, ZoomInfo, Clay, SmartLead, Outreach, Default, etc)
• Ability to recruit, interview, and assess SDR candidates effectively
• Strong cross-functional collaboration skills, particularly with marketing and sales teams
• Passion for technology and ability to quickly learn and teach complex technical concepts
• Experience with or strong interest in AI and machine learning is a plus

Nice to have:

• You're an active Replit user
• You've worked at an early-stage startup or in developer tools
• Experience building inbound SDR programs from 0-1 and/or scaling from early stage
• Basic understanding of software development or coding concepts
• Experience with multi-channel prospecting (email, phone, social)
• Degree in Computer Science or related field (or equivalent practical experience)

Tools + Tech Stack for this role

• Replit
• Hubspot CRM (Salesforce coming soon)
• ZoomInfo
• Outreach
• Gong
• Chorus
• Clay
• SmartLead
• Nooks
• Default
• LinkedIn Sales Navigator
• Hashboard, Hex

Benefits

• Competitive Salary & Equity
• 401(k) Program with a 4% match (US Only)
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Paid Parental, Medical, Caregiver Leave
• Flexible Time Off (FTO) + Holidays
• Commuter Benefits (In-Office Only)
• Monthly Wellness Stipend
• Autonomous Work Environment
• In Office Set-Up Reimbursement (In-Office Only)
• Quarterly Team Gatherings
• In Office Amenities (In-Office Only)