Senior Manager, Business Development

_{PolyAI is shifting from a sales led motion to a product led growth (PLG) motion. This role owns both the traditional outbound BDR/GTM Specialist team and the emerging PLG lead motion generated through Agent Studio signups.}

_{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}

_{What You'll Bring to the Team}

• _{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}

_{Your Style}

• _{Gravitas combined with exceptional, polished written and oral communication skills}
• _{Entrepreneurial spirit combined with a scrappy, competitive, and optimistic outlook}
• _{Comfortable as a builder in an evolving, growth stage environment}

_{We provide a competitive salary range for this role - which is $160,000 - $180,000 base salary / $230,000 - $257,000 OTE (USD) or $170,000-$195,000 base salary / $243,000 - $280,000 OTE (CAD)  - depending on level and experience. Please note this range is intended as a guide, not a guarantee. Final compensation will be based on individual qualifications, relevant experience, and the scope of the role.}

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_{Benefits (US)}

_{💰 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}

_{🏡 We're all about making WFH work for you - that's why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus!}

_{🧡 Enhanced parental leave}

_{👨‍👩‍👧 Company-funded fertility and family-forming programmes}

_{🌸 Menopause care programme with Maven}

_{🌎 Sabbatical Program: 5-week paid sabbatical available after 5 years of employment}

_{Benefits (Canada)}

_{💰 Participation in the company’s employee share options plan}

_{🏝 20 days vacation}

_{📚 Annual learning and development allowance: We will reimburse the costs of any certified and non-certified training, including conferences, events, books and subscriptions that are relevant to your role at PolyAI, in addition to any formal training that the company offers}

_{🏡 We’re all about making WFH work for you - that’s why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus!}

_{👨‍👩‍👧 Company-funded fertility and family-forming programmes}

_{🌸 Menopause care programme with Maven}

_{🏥 Competitive Healthcare plan: We offer health insurance through Alliance. Full details on the plan will be shared with you on your first day}