Sr. Manager, Business Development

Replit is seeking a Senior Business Development Manager to lead and scale our outbound sales development team as we expand our go-to-market efforts. This role will oversee a team of BDRs (Business Development Representatives) proactively targeting and engaging high-potential accounts to build a robust pipeline for our Account Executives.

The ideal candidate will have hands-on outbound prospecting experience and proven leadership skills, a strong understanding of the modern GTM technology, previous experience in creating systems and orchestrating technology to support an efficient & scalable 0->1 outbound workflow, and previous experience collaborating tightly with marketing and sales ops to build highly-targeted account lists and multi-channel outreach sequences. Experience & interest in vibe coding and/or technical experience is highly valued.

This position is critical to our go-to-market strategy, responsible for defining our outbound playbook, identifying key target personas, hiring top-tier talent, coaching team members, and ensuring persistent, high-quality outreach & pipeline generation across all segments from SMB to Enterprise. You'll establish the foundation for scalable revenue growth while architecting a personalized first-touch experience that sets the tone for their Replit journey.

We believe this role offers a distinctive opportunity for proven sales development professionals who excel in both strategic account targeting and team leadership, with a passion for technology and AI. You'll leverage your expertise to build a world-class BDR organization that effectively cuts through the noise to communicate Replit's value proposition: a world where anyone can create software using natural language.

IN THIS ROLE YOU WILL…

- Build, lead, and scale a high-performing team of Business Development Representatives

- Develop and implement BDR processes, playbooks, and best practices for cold and warm-outbound channels

- Coach and mentor BDRs on qualification methodology, objection handling, and pipeline generation techniques

- Partner with sales leadership to provide feedback on territory assignments, quotas, performance metrics, lead handoff processes

- Evangelize a future where anyone can create software in natural language, ensuring your team can articulate this vision compellingly

- Collaborate with marketing and operations to optimize lead routing, provide feedback on campaign effectiveness, and improve lead quality & conversion

- Analyze team performance data and implement strategies to improve conversion rates and meeting quality

- Recruit, hire, and onboard new SDR/BDR team members as the organization scales

- Maintain accountability for team quota attainment and individual BDR development

- Work closely with Account Executives and AE leaders to ensure smooth handoffs and tight feedback loops

- Uphold CRM hygiene and reporting accuracy across the SDR organization

- Stay current on industry trends and competitive landscape to inform team strategy

REQUIRED SKILLS AND EXPERIENCE:

- 5+ years of sales development experience with at least 3 years in a leadership or management role, preferably some with a technical ICP

- Proven track record of building and scaling BDR teams, preferably in a high-growth environment

- Strong individual contributor background with deep understanding of both inbound & outbound prospecting, demand gen strategies, and industry best practices

- Excellent coaching and mentoring abilities with experience developing junior sales talent

- Data-driven approach to performance management and process optimization

- Outstanding written and verbal communication skills

- Experience with CRM systems and sales tools (e.g., Hubspot/SFDC, LinkedIn, ZoomInfo, Clay, SmartLead, Outreach, Default, etc)

- Ability to recruit, interview, and assess SDR candidates effectively

- Strong cross-functional collaboration skills, particularly with marketing and sales teams

- Passion for technology and ability to quickly learn and teach complex technical concepts

- Experience with or strong interest in AI and machine learning is a plus

NICE TO HAVE:

- You're an active Replit user

- You've worked at an early-stage startup or in developer tools

- Experience building inbound SDR programs from 0-1 and/or scaling from early stage

- Basic understanding of software development or coding concepts

- Experience with multi-channel prospecting (email, phone, social)

- Degree in Computer Science or related field (or equivalent practical experience)

TOOLS + TECH STACK FOR THIS ROLE

- Replit

- Hubspot CRM (Salesforce coming soon)

- ZoomInfo

- Outreach

- Gong

- Chorus

- Clay

- SmartLead

- Nooks

- Default

- LinkedIn Sales Navigator

- Hashboard, Hex

THIS ROLE MAY NOT BE A FIT IF

- You're not based in the Salt Lake City area and/or willing to relocate

- You have no interest in understanding the software development lifecycle or learning basic coding concepts

- You're not passionate about AI

- You prefer individual contributor work over people management and team building

- You're uncomfortable with a fast-paced startup environment where priorities may shift quickly

This is a full-time hybrid role and has an in-office requirement.