Senior Manager, Business Development
Hybrid (United States / Canada)$160k - $180kfull-timePosted 4w ago
About the role
Senior Manager, Business Development leading the BDR/GTM team and PLG motion at PolyAI, responsible for coaching, hiring, pipeline generation, and alignment of outbound and product-led growth efforts to create enterprise and mid-market opportunities.
Responsibilities
- Train and coach GTM Specialists (BDRs) to identify, contact, and create qualified opportunities
- Build the hunting and qualification skills the team needs to work both inbound hand-raisers and outbound prospecting
- Provide recurring weekly 1:1 coaching and feedback to improve rep performance and skills over time
- Own hiring, onboarding, and performance management for the BDR org — including ramp plans, clear performance expectations, and acting decisively when reps aren't tracking
- Work the Agent Studio self-serve signup base as a prospecting surface identify which signups sit inside enterprise and mid-market accounts and qualify them into sales opportunities
- Build the feedback loop that sharpens behavioral scoring so the PLG model gets better at surfacing enterprise and mid-market fit over time
- Monitor team performance against targets and present accurate, timely reports and forecasts of weekly, monthly, and quarterly attainment
- Work closely with Demand Gen on MQL quality and campaign feedback
- Work closely with Sales and Leadership to improve opportunity management and qualification processes
- Collaborate with marketing content, program managers, product marketing, and sales directors to develop messaging that converts inbound and outbound interest into qualified pipeline
- Evaluate compensation structure to ensure it rewards pipeline quality and conversion outcomes rather than activity volume, and own ongoing comp program administration
- Build succession planning and career paths for the team
- Present accurate, timely performance reports and forecasts (weekly, monthly, quarterly)
- Provide strong, stabilizing leadership: clarity, tech stack support, goal alignment, and consistent coaching for a team that has seen frequent management turnover
Qualifications
- Minimum 5 to 7 years of experience in a BDR/GTM management role, including hands on, player coach leadership of a team
- Direct experience building or scaling a product led growth (PLG) motion, not only sales led/outbound; comfortable owning both motions at once
- Track record of achieving lead generation quotas selling enterprise B2B software (SaaS) and/or technology solutions
- Hands on experience with multiple prospecting techniques and channels across both outbound and inbound/PLG motions
- Experience with sales and marketing tools such as CRM, chat, marketing automation, LinkedIn Sales Navigator, HubSpot, PostHog or similar analytics tools, and data management/list building tools
- Experience evaluating or designing compensation plans tied to pipeline quality and conversion outcomes
- Experience with succession planning and building career progression paths for a BDR/GTM team
- Strong verbal and written communication skills, with the ability to present to executive leadership
Skills
Required:BDR/GTM leadershipPLG motion designpipeline management and forecasting
Benefits
- Participation in the company's employee share options plan
- Comprehensive health coverage for you and your loved ones
- Life Insurance
- STD and LTD
- The opportunity to contribute to the company's 401k plan
- Flexible PTO policy + 11 designated company holidays
- Annual learning and development allowance
- One-off WFH allowance
- Enhanced parental leave
- Company-funded fertility and family-forming programmes
- Menopause care programme with Maven
- Sabbatical Program: 5-week paid sabbatical after 5 years of employment
Last updated Sep 23, 2026. Interested? Apply on the company site.
About PolyAI
The Agentic Dialog Platform
PolyAI is the enterprise platform where dialog agents get built, run, adapt, and iterate in real time. Now open to enterprise builders.
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