Overview
Ironclad is the leading AI-powered contract lifecycle management platform, processing billions of contracts every year. It helps companies accelerate revenue, reduce risk, and drive efficiency by transforming contracting into a strategic advantage. Ironclad serves global innovators such as L’Oréal, OpenAI, and Salesforce and supports every type of contract workflow, including sales agreements, HR agreements, and complex NDAs.
We’re building the future of intelligent contracting and writing the narrative for how contracts unlock strategic growth. Ironclad has been recognized by Forrester Wave and Gartner Magic Quadrant as a leader, named a Fortune Great Place to Work for several years, and featured on Glassdoor’s Best Places to Work and Forbes’ 50 Most Promising AI Companies. We’re backed by Accel, Sequoia, Y Combinator, and BOND.
Role
The Manager, Business Development will manage, coach and mentor a team of highly motivated sales reps. The ideal candidate is data-driven, enjoys building and scaling processes, partners with cross-functional teams, and drives alignment with sales to achieve exceptional results.
Responsibilities
- Build & Develop a Team
- Recruit, interview, and hire excellent outbound Business Development Representatives (BDRs) at scale
- Mentor and guide BDRs through career progression
- Partner with organizational leaders to build career pathways and support readiness programs into new roles
- Increase efficiency & productivity
- Drive a high-performance, high-accountability culture to achieve and exceed sales development goals
- Foster a coaching culture through call coaching, sequence review, email and social selling strategies, and objection handling
- Partner with Sales Enablement on enablement programs and processes; iterate existing programs
- Be the go-to resource for day-to-day processes
- Operational Excellence
- Assist in execution and delivery of core operational tasks (account & territory assignments, process design and documentation, change management)
- Collaborate with BDRs on quality efforts and follow-up
- Work with Marketing to identify and improve KPIs for outbound pipeline, revenue, and campaign performance
- Coordinate with PMM and Growth to understand products and align outreach messaging; maintain top-of-funnel feedback with Marketing
- Forecast, report, track, and manage sales activities using Salesforce
- Provide daily, weekly and monthly KPI reporting
- Actionable Insight
- Identify and recommend improvements in process, efficiency and productivity
- Track sales metrics and report data to senior leadership regularly
Qualifications
- BA/BS in relevant discipline preferred
- 2+ years of experience as an Outbound BDR Manager or related sales leadership
- Experience in fast-paced, high-growth tech companies (ideally selling into mid-market and enterprise)
- Experience with Salesforce (CRM) required
- Experience with outbound tools such as Outreach required
- Experience with data and intent signal tools such as 6Sense and G2 preferred
- Strong ability to design and implement outbound sales development playbooks, cadences, and best practices
- Experience scaling an outbound BDR team and designing careers paths, compensation plans, and segmentation
- Data-driven decision making to identify improvements and track progress
- Excellent motivation and ability to inspire BDRs to high performance
- Excellent presentation, organizational, and communication skills (written and verbal); samples may be requested
- Team-oriented with high output and low ego
Benefits
- Health, dental, and vision insurance
- 401k
- Wellness reimbursement
- Take what you need vacation policy
- Generous parental leave for primary and secondary caregivers
Compensation & Perks
OTE Range: $150,000 - $190,000
The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. OTE depends on factors including proficiency, performance, and location. Our total rewards package also includes equity awards, benefits, and opportunities for career growth.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records.
Compensation Range: $150K - $190K
Job Details
- Seniority level: Mid-Senior level
- Employment type: Full-time
- Job function: Business Development and Sales
- Industries: Technology, Information and Internet