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Sales & Revenue - Sales & Business Development

Senior Manager for Business Development

Manager

Independently audited

Finds, wins, and expands the revenue the business runs on. Owns the hardest problems in the area and raises the standard of everyone around them.

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 business-development organization creates predictable, accepted pipeline through capable managers, differentiated plays, governed capacity, and a clear connection between activity and revenue contribution, then identify the minimum evidence required to act

What good looks like

team capacity models are reconciled for consistency and rolled into a cross-team coverage view, with capacity moved between teams rather than each optimizing alone

What this role does

The Senior Manager for Business Development is the senior manager who leads multiple business-development teams or frontline managers, setting cross-team pipeline strategy, capacity, standards, manager development, and aggregate contribution. It is a Senior Manager seat whose central outcome is the business-development organization creates predictable, accepted pipeline through capable managers, differentiated plays, governed capacity, and a clear connection between activity and revenue contribution. The work concentrates on multi-team business-development strategy, pipeline portfolio, manager system, capacity and coverage, program standards, productive ramp, and aggregate pipeline contribution. 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 as the same senior-manager seat as Senior Manager, Business Development; the package preserves that equivalence transparently. 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