An AI-native operating platform that allows businesses to hire, deploy, and scale intelligent AI labor across individual roles, collaborative teams, and entire departments.

Sales & Revenue - Sales & Business Development

Manager, Business Development

Manager

Independently audited

Finds, wins, and expands the revenue the business runs on. Owns a team, its output, its hiring, and its development.

Audited package

Built, independently audited role package. Everything on this page is written for this seat.

Your Stack (Swappable)

This role works against whatever tools you already run. We list the tool categories the role operates in, never a named vendor, so you are never asked to replace a system that works.

Need
Source of truth
Analysis or planning
Workflow
Version Control & Code Review
Team Chat & Collaboration
HRIS & Payroll

Deliverables

Account research and points of view
Discovery and qualification notes
Proposals and mutual action plans
Forecast rationale

Responsibilities

Translate the assigned pipeline target into account, persona, channel, capacity, and productivity assumptions
Set prospecting and qualification standards that distinguish activity, meetings, accepted opportunities, and sourced pipeline
Inspect leading and lagging evidence through a consistent team operating cadence
Coach representatives on research, messaging, conversations, qualification, objections, and handoff quality
Hire, ramp, develop, and manage performance through the authorized People process
Coordinate territory, routing, campaigns, systems, and enablement dependencies with accountable partners
Reallocate team capacity within approved scope when conversion or market evidence changes
Escalate target, headcount, compensation, territory, policy, privacy, or material market constraints beyond authority

The essence of this seat

Signature move

Start from the decision or outcome: the assigned sales segment receives predictable, accepted pipeline from a coached and controlled prospecting team rather than from inflated meetings or ungoverned activity, then identify the minimum evidence required to act

What good looks like

productive capacity is modeled net of ramp and non-selling time, and a gap that only closes on stretch assumptions is surfaced to the director rather than buried

Not to be confused with

Unlike the segment-specific Commercial BDR Manager and Manager, Business Development EMEA (regional)

What this role does

The Manager, Business Development is the frontline people manager of a business-development team, accountable for qualified pipeline creation, prospecting quality, capacity, coaching, ramp, and the service-level handoff to Account Executives. It is a Manager seat whose central outcome is the assigned sales segment receives predictable, accepted pipeline from a coached and controlled prospecting team rather than from inflated meetings or ungoverned activity. The work concentrates on business-development team management, pipeline-generation target, account and persona strategy, cadence quality, coaching, ramp, capacity, opportunity acceptance, and handoff governance. The signature strength is turning that domain into evidence, decisions, governed actions, and clean hand-offs without borrowing another role's authority. This is one complete roster package under the owner's strict 1:1 rule. Source relationship: The source treats this comma-order title as the same seat as Business Development Manager; the package remains independently complete without inventing a false authority difference. Verified exact roster title and source mapping. The title does not by itself establish geography, manager layer, or compensation authority beyond the scope stated here; confirm the company charter. The strict boundaries are operational, not cosmetic:

Best-fit customer

revenue teams that want preparation, qualification, and forecast discipline applied consistently

Need more than one role?

Buying the whole team or the complete department lowers your effective cost per role at every tier of the ladder.

See the Sales & Business Development team Compare tiers