Business Development Manager
Planhat · London · onsite
COMPETENCIES
This is a role for someone who has built and scaled outbound before and wants to do it again at a higher level. What we think that takes:
- 5+ years of experience in high-volume BDR/SDR (Outbound), AE, or Business Development, with 2+ years in leadership roles
- Proven track record of scaling sales development teams (e.g., from single digits to 20-50+ reps) while achieving ambitious pipeline/revenue contribution targets
- Strong sales pedigree: deep understanding of sales qualification methodologies (BANT, MEDDIC, SPICED, etc.) and outbound prospecting best practices
- Systems-savvy: expert in CRM, engagement tools, and sales automation; ability to architect efficient workflows, reporting, and dashboards
- Data-driven operator with a demonstrated ability to optimize for conversion, productivity, and ROI at scale
- Excellent communicator, motivator, and coach, capable of building trust with both executives and front-line reps
- Growth-oriented, entrepreneurial mindset with the resilience to thrive in a fast-paced, high-expectation sales environment
TRAJECTORY
In this role you will:
Sales Leadership & Team Scaling
- Build, lead, and scale a high-volume BDR team that consistently hits aggressive pipeline targets
- Recruit, train, and retain top sales talent, with a structured performance framework spanning KPIs, quotas, comp models, and promotion paths
- Foster a competitive, metrics-driven, and coaching-oriented sales culture
- Establish repeatable playbooks and frameworks that enable fast onboarding and predictable performance across geographies, markets, and verticals
Revenue Generation & Alignment
- Own pipeline creation, ensuring outbound efforts consistently translate into high-quality pipeline and, ultimately, revenue
- Partner closely with Account Executives, Sales Leadership, and Marketing to optimize territory coverage, lead handoff, and campaign execution
- Set clear productivity and conversion benchmarks (calls, sequences, meetings, SQLs, closed-won impact) and manage the team rigorously against them
Process, Systems & Operations
- Design and implement scalable prospecting processes across segments and markets, in close collaboration with Revenue Operations
- Leverage CRM and sales engagement tools to maximize workflow efficiency and output quality
- Continuously evaluate and improve workflows to drive volume, personalization, and conversion at scale
Execution & Hands-On Involvement
- Lead from the front, personally supporting high-value prospecting campaigns and modeling best practices in outreach
- Coach BDRs on objection handling, messaging, and qualification to build sales acumen and confidence
- Drive continuous experimentation in outbound sequences, multichannel engagement, and messaging to maximize ROI
DEFINITION OF SUCCESS
We measure success by impact, not activity. Here's what that looks like:
- You have scaled a high-volume BDR organization that consistently outperforms its pipeline and revenue contribution targets
- You have implemented systems, processes, and playbooks that enable predictable, repeatable performance
- You have built a culture of sales excellence, career development, and accountability across the team
- You are driving significant top-of-funnel growth while aligning tightly with Sales, Marketing, and RevOps