Blackfire
Overview
Manager, Business Development at Blackfire.io. This role reports to the Chief Revenue Officer and is based in Irvine, CA, with hybrid work arrangements. Responsibilities
Lead a team of BDRs/SDRs, recruiting, onboarding, and developing them into high-performing contributors. Provide ongoing coaching on messaging, objection handling, and prospecting best practices. Foster a culture of curiosity, resilience, and growth. Own the teams pipeline contribution goals and ensure consistent qualified lead flow to sales. Monitor and optimize outbound prospecting across calls, emails, and social outreach. Partner with marketing to maximize impact from inbound leads and campaigns. Build and refine prospecting cadences, qualification frameworks, and outreach strategies. Align the team around ICP, personas, and messaging to increase conversion rates. Standardize handoff processes between BDRs and Account Executives for smooth transitions. Define and track KPIs such as meetings booked, conversion rates, pipeline sourced, and activity levels. Deliver weekly reporting and insights to sales leadership on pipeline health. Use performance data to identify gaps and implement process or training improvements. Partner with Sales and Enablement to align on GTM strategy and campaigns. Provide field feedback to marketing on messaging effectiveness and market trends. Oversee adoption and optimization of CRM and sales engagement tools; ensure data hygiene within the CRM. Establish clear progression paths for BDRs (toward AE, CSM, or other roles) and drive recognition, motivation, and retention through coaching and career planning. What You Bring
3+ years of SaaS sales, business development, or sales enablement experience, including 2+ years managing BDR/SDR teams. Proven track record of meeting or exceeding pipeline and meeting targets. Strong coaching, mentoring, and people-development skills. Deep understanding of B2B SaaS sales cycles, pipeline generation, and ICP targeting. Familiarity with sales tech stacks (e.g., Salesforce, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo). Data-driven mindset with the ability to analyze performance and optimize results. Excellent communication and collaboration skills across sales, marketing, and enablement. Knowledge of sales methodologies (e.g., MEDDIC, Challenger, SPIN, Sandler). Bachelors degree in Business, Marketing, Communications, or related field (preferred). High energy, resilience, and adaptability in fast-paced tech environments. Ability to commute to the office (Irvine) 3 times per week. Location
Irvine, California (hybrid) remote-friendly within the specified location. What We Offer
Benefits and perks include flexible PTO, company stock options, professional development budget, equipment and wellness budgets, annual team gatherings, internet reimbursement, inclusive parental leave, and remote work travel program. #J-18808-Ljbffr
Manager, Business Development at Blackfire.io. This role reports to the Chief Revenue Officer and is based in Irvine, CA, with hybrid work arrangements. Responsibilities
Lead a team of BDRs/SDRs, recruiting, onboarding, and developing them into high-performing contributors. Provide ongoing coaching on messaging, objection handling, and prospecting best practices. Foster a culture of curiosity, resilience, and growth. Own the teams pipeline contribution goals and ensure consistent qualified lead flow to sales. Monitor and optimize outbound prospecting across calls, emails, and social outreach. Partner with marketing to maximize impact from inbound leads and campaigns. Build and refine prospecting cadences, qualification frameworks, and outreach strategies. Align the team around ICP, personas, and messaging to increase conversion rates. Standardize handoff processes between BDRs and Account Executives for smooth transitions. Define and track KPIs such as meetings booked, conversion rates, pipeline sourced, and activity levels. Deliver weekly reporting and insights to sales leadership on pipeline health. Use performance data to identify gaps and implement process or training improvements. Partner with Sales and Enablement to align on GTM strategy and campaigns. Provide field feedback to marketing on messaging effectiveness and market trends. Oversee adoption and optimization of CRM and sales engagement tools; ensure data hygiene within the CRM. Establish clear progression paths for BDRs (toward AE, CSM, or other roles) and drive recognition, motivation, and retention through coaching and career planning. What You Bring
3+ years of SaaS sales, business development, or sales enablement experience, including 2+ years managing BDR/SDR teams. Proven track record of meeting or exceeding pipeline and meeting targets. Strong coaching, mentoring, and people-development skills. Deep understanding of B2B SaaS sales cycles, pipeline generation, and ICP targeting. Familiarity with sales tech stacks (e.g., Salesforce, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo). Data-driven mindset with the ability to analyze performance and optimize results. Excellent communication and collaboration skills across sales, marketing, and enablement. Knowledge of sales methodologies (e.g., MEDDIC, Challenger, SPIN, Sandler). Bachelors degree in Business, Marketing, Communications, or related field (preferred). High energy, resilience, and adaptability in fast-paced tech environments. Ability to commute to the office (Irvine) 3 times per week. Location
Irvine, California (hybrid) remote-friendly within the specified location. What We Offer
Benefits and perks include flexible PTO, company stock options, professional development budget, equipment and wellness budgets, annual team gatherings, internet reimbursement, inclusive parental leave, and remote work travel program. #J-18808-Ljbffr