Sr. Manager, Business Development

Role

Replit is hiring a Senior Business Development Manager to build, lead, and scale an outbound sales development organization that generates pipeline for Account Executives. The role is responsible for defining the outbound playbook, identifying target personas, recruiting and coaching BDRs, and ensuring consistent, high-quality outreach across segments from SMB to Enterprise.

Key Responsibilities

• Build, lead, and scale a high-performing team of Business Development Representatives (BDRs/SDRs).
• 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 on territory assignments, quotas, performance metrics, and lead handoff processes.
• Collaborate with marketing and operations to optimize lead routing, campaign effectiveness, and lead quality.
• Analyze team performance data and implement strategies to improve conversion rates and meeting quality.
• Recruit, hire, and onboard new SDR/BDR team members.
• Maintain CRM hygiene and reporting accuracy across the SDR organization.
• Work closely with Account Executives to ensure smooth handoffs and tight feedback loops.
• Stay current on industry trends and the competitive landscape to inform team strategy.

Requirements

• 5+ years of sales development experience with at least 3 years in a leadership or management role.
• Proven track record of building and scaling BDR teams, preferably in high-growth environments.
• Strong individual contributor background in inbound and outbound prospecting and demand gen strategies.
• Excellent coaching and mentoring abilities and 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 (examples listed below).
• Ability to recruit, interview, and assess SDR candidates effectively.
• Strong cross-functional collaboration skills with marketing and sales teams.
• Passion for technology and ability to learn and teach technical concepts quickly.
• Experience with or interest in AI/ML is a plus.

Nice to have

• Active Replit user or experience at an early-stage startup or in developer tools.
• Experience building inbound SDR programs from 0->1 or scaling early-stage programs.
• Basic understanding of software development or coding concepts.
• Multi-channel prospecting experience (email, phone, social).
• Degree in Computer Science or related field (or equivalent practical experience).

Tools & Tech Stack

Replit; HubSpot CRM (Salesforce coming soon); ZoomInfo; Outreach; Gong; Chorus; Clay; SmartLead; Nooks; Default; LinkedIn Sales Navigator; Hashboard; Hex.

Location & Work Arrangement

This is a full-time hybrid role with an in-office requirement; candidates should be based in (or willing to relocate to) the Salt Lake City area.

Compensation & Benefits

Compensation range: $200,000 - $240,000. Benefits include competitive salary and equity, 401(k) with 4% match, health/dental/vision/life insurance, short- and long-term disability, paid parental/medical/caregiver leave, commuter benefits, monthly wellness stipend, in-office set-up reimbursement, flexible time off (FTO) + holidays, quarterly team gatherings, and in-office amenities.