Manager, Business Development

Design and own the outbound playbook: sequencing, messaging, call strategy, and objection handling for a public-sector buyer

Establish qualification standards and a clean, documented handoff into the Sales team

Partner with Marketing Operations on the target account database, prospecting tools, and data enrichment

Create the outbound approach for entering states where BS&A has no existing customers and no local reputation

Apply intent signals and AI-enabled research tools to prioritize accounts and personalize outreach at scale, without losing the human judgment a public-sector buyer expects

Carry a team target for qualified opportunities and forecast the outbound contribution to pipeline

Protect new-state prospecting with its own territory allocation, targets, and conversion baselines, separate from established territory

Report on activity, conversion, and opportunity acceptance with data that stands up to scrutiny

Three or more years leading an SDR, BDR, or inside sales team, including hiring and performance management

Demonstrated experience building an outbound program rather than only running one that already existed

Fluency in Salesforce and modern sales engagement tooling, with the instinct to measure what the team does

A track record of coaching reps to quota, and of developing at least one person into a promotion

Strong written and verbal communication, and the credibility to work directly with Sales and Marketing leadership

Experience with SaaS software sales and selling into public sector, government, education, healthcare, utilities, or another regulated, committee-driven buyer

Familiarity with long sales cycles, formal procurement, and RFP processes

Experience with account-based prospecting against a finite, named account list rather than high-volume lead generation

Hands-on use of AI-enabled tools for account research and for personalizing communication at scale, with a point of view on where automation helps and where it undermines credibility

Experience with intent monitoring and buyer-signal platforms such as Demandbase, 6sense, or public-sector signal providers like Starbridge

HubSpot experience alongside Salesforce

A documented, repeatable outbound playbook that a new rep can be trained on

The team meeting its qualified-opportunity target, with outbound contribution visible and measurable

New-state prospecting running on its own territory and targets, with a conversion baseline established

An opportunity acceptance rate from Sales at or above the agreed threshold, supported by a written definition of a qualified opportunity

Reduced time to first qualified opportunity for new reps, and attrition held within plan

You will report to the SVP, Marketing and work most closely with Demand Generation on targeting and campaign alignment, Marketing Operations on data and tooling, and Field & Market Development on state-entry strategy. You will partner directly with Sales leadership on qualification standards and handoff.

Most BDR leadership roles are about optimizing a machine someone else built. This one is about building the machine, in a market where the total addressable account list is knowable and the company already has a nearly four-decade reputation for doing right by its customers. What you build here will be measurable, visible to the executive team, and durable.