Ironclad
Ironclad Business Development Manager
Ironclad is the leading AI-powered contract lifecycle management platform, processing billions of contracts every year. Every business is powered by contracts, but managing them can slow companies down and cost millions of dollars. Global innovators like L'Oral, OpenAI, and Salesforce trust Ironclad to transform contracting into a strategic advantage - accelerating revenue, reducing risk, and driving efficiency. It's the only platform that manages every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA. We're building the future of intelligent contracting and writing the narrative for how contracts unlock strategic growth. Ironclad is the #1 contract lifecycle management platform for innovative companies. Every company, in every country, in every industry runs on contracts, but managing these contracts slows companies down and costs them millions of dollars. L'Oral, Staples, Mastercard, and other leading innovators use Ironclad to collaborate and negotiate on contracts, accelerate contracting while maintaining compliance, and turn contracts into critical carriers of operational business intelligence. It's the only platform flexible enough to handle every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA. The Manager, Business Development will manage, coach and mentor a team of highly motivated sales reps. The ideal candidate is data-driven and enjoys building and scaling processes, partnering with cross-functional teams, and driving alignment with sales to drive exceptional results. Roles and Responsibilities: Build & Develop a Team: Recruit, interview, and hire excellent Outbound Business Development Representatives (BDRs) at scale
Mentor and guide BDRs through career progression
Partners with leaders in the organization 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 strong coaching culture by supporting your BDRs through call coaching, sequence review and development, email and social selling strategies, objection handling
Partner with Sales Enablement on the delivery of new enablement programs, operational processes, iteration of existing programs
Be the go-to resource for day-to-day processes
Operational Excellence: Assist in the execution and delivery of core operational tasks, including: account & territory assignments, process design and documentation, and change management.
Work closely with the BDRs to ensure quality efforts and how to manage proper follow-up.
Work closely with Marketing to identify and improve the most important KPIs for outbound pipeline creation, revenue generation, and campaign performance.
Work closely with PMM and Growth to understand our products and tie into outreach messaging. Maintaining a close feedback loop with Marketing at the top of funnel to help us understand what's working and what's not.
Forecast, report, track, and manage sales activities and results using Salesforce (CRM)
Provide daily, weekly and monthly reporting on KPIs, lead pipeline, conversion of qualified opportunities and overall effectiveness
Actionable Insight: Identify and make recommendations for improvement in the areas of process, efficiency and productivity
Track sales team metrics and report data to senior leadership on a regular basis
Key Skills: BA/BS in relevant discipline preferred.
2+ years of experience as an Outbound BDR Manager, or relevant sales experience
Have worked at a fast-paced, high-growth tech company (ideally selling into both mid-market and enterprise companies)
Experience with Salesforce (CRM) is required.
Experience with Outbound tools such as Outreach is required.
Experience with data and intent signal tools such as 6Sense and G2 is preferred
Highly fluent in designing and implementing outbound sales development playbooks, cadences, and best practices
Experience with scaling an Outbound BDR team and can think through career paths, compensation plans, segmenting the team, etc.
You use data and analytics to drive your decision making process, identify areas for improvement, and track progress
Great at motivating and inspiring BDRs to high performance
Excellent presentation, organizational, and communication skills (both written and verbal). Written samples may be requested.
Team and goal-oriented. High output; low ego
Health, dental, and vision insurance
401k
Wellness reimbursement
Take what you need vacation policy
Generous parental leave for both primary and secondary caregivers
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. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad's competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Ironclad is the leading AI-powered contract lifecycle management platform, processing billions of contracts every year. Every business is powered by contracts, but managing them can slow companies down and cost millions of dollars. Global innovators like L'Oral, OpenAI, and Salesforce trust Ironclad to transform contracting into a strategic advantage - accelerating revenue, reducing risk, and driving efficiency. It's the only platform that manages every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA. We're building the future of intelligent contracting and writing the narrative for how contracts unlock strategic growth. Ironclad is the #1 contract lifecycle management platform for innovative companies. Every company, in every country, in every industry runs on contracts, but managing these contracts slows companies down and costs them millions of dollars. L'Oral, Staples, Mastercard, and other leading innovators use Ironclad to collaborate and negotiate on contracts, accelerate contracting while maintaining compliance, and turn contracts into critical carriers of operational business intelligence. It's the only platform flexible enough to handle every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA. The Manager, Business Development will manage, coach and mentor a team of highly motivated sales reps. The ideal candidate is data-driven and enjoys building and scaling processes, partnering with cross-functional teams, and driving alignment with sales to drive exceptional results. Roles and Responsibilities: Build & Develop a Team: Recruit, interview, and hire excellent Outbound Business Development Representatives (BDRs) at scale
Mentor and guide BDRs through career progression
Partners with leaders in the organization 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 strong coaching culture by supporting your BDRs through call coaching, sequence review and development, email and social selling strategies, objection handling
Partner with Sales Enablement on the delivery of new enablement programs, operational processes, iteration of existing programs
Be the go-to resource for day-to-day processes
Operational Excellence: Assist in the execution and delivery of core operational tasks, including: account & territory assignments, process design and documentation, and change management.
Work closely with the BDRs to ensure quality efforts and how to manage proper follow-up.
Work closely with Marketing to identify and improve the most important KPIs for outbound pipeline creation, revenue generation, and campaign performance.
Work closely with PMM and Growth to understand our products and tie into outreach messaging. Maintaining a close feedback loop with Marketing at the top of funnel to help us understand what's working and what's not.
Forecast, report, track, and manage sales activities and results using Salesforce (CRM)
Provide daily, weekly and monthly reporting on KPIs, lead pipeline, conversion of qualified opportunities and overall effectiveness
Actionable Insight: Identify and make recommendations for improvement in the areas of process, efficiency and productivity
Track sales team metrics and report data to senior leadership on a regular basis
Key Skills: BA/BS in relevant discipline preferred.
2+ years of experience as an Outbound BDR Manager, or relevant sales experience
Have worked at a fast-paced, high-growth tech company (ideally selling into both mid-market and enterprise companies)
Experience with Salesforce (CRM) is required.
Experience with Outbound tools such as Outreach is required.
Experience with data and intent signal tools such as 6Sense and G2 is preferred
Highly fluent in designing and implementing outbound sales development playbooks, cadences, and best practices
Experience with scaling an Outbound BDR team and can think through career paths, compensation plans, segmenting the team, etc.
You use data and analytics to drive your decision making process, identify areas for improvement, and track progress
Great at motivating and inspiring BDRs to high performance
Excellent presentation, organizational, and communication skills (both written and verbal). Written samples may be requested.
Team and goal-oriented. High output; low ego
Health, dental, and vision insurance
401k
Wellness reimbursement
Take what you need vacation policy
Generous parental leave for both primary and secondary caregivers
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. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad's competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.