Manager, Business Development

Manager, Business Development

Exterro is seeking a Manager, Business Development to lead an outbound BDR team. You will partner closely with Sales, Marketing, and Channel to drive revenue. Reporting directly to the Senior Director, Business Development, this role will support new business growth by coaching and developing a team of high-performing BDRs.

Key Responsibilities:

Lead, hire & develop BDRs

• Manage BDRs; recruit, onboard, and develop a high-performing team.

• Coach reps through shadowing, call reviews, messaging refinement, and structured feedback sessions to continuously raise the bar and improve sales skills to help prepare them for future roles as AEs

• Partner with Enablement to deliver monthly BDR training (e.g., messaging, objection handling, product/industry knowledge).

Program design & execution

• Execute scalable outbound programs (phone, email, LinkedIn, video)

• Launch Account Based Marketing-style motions with Marketing for top ideal customer profile accounts to build a repeatable and scalable account based prospecting motion

• Build partner-sourced and co-sell plays with Channel

Operational rigor & analytics

• Own BDR processes in Salesforce (and related tools): lead/account routing, sequence governance, stage definitions, data hygiene.

• Own top-of-funnel performance metrics, ensuring consistent pipeline generation and strong conversion into qualified opportunities.

• Run funnel diagnostics and cohort analyses to identify bottlenecks; translate insights into concrete experiments and playbook updates.

Technology & tooling

• Work with the BDR tech stack (e.g., Salesforce, Sales Navigator, ZoomInfo, conversational intelligence); recommend new tools to improve efficiency

• Ensure compliance with security, privacy, and data handling standards in all prospecting activities. 

Qualifications

• 5+ years in SaaS pipeline generation roles with 2+ years leading high performing BDR teams

• Demonstrated success owning pipeline creation at scale and delivering against ARR targets in high-growth environments.

• Deep expertise in outbound program design and ABM-adjacent plays.

• Expertise with modern revenue tools: Salesforce, Sales Navigator, ZoomInfo, Gong, calendaring/booking tools (e.g., Chili Piper), routing (e.g., LeanData).

• Knowledge of enterprise data risk, e-discovery, privacy or cybersecurity domains is a plus.

• Bachelor’s degree or equivalent work experience.

Skills

• Strong coaching muscle: call reviews, live coaching, and building reps’ prospecting/business acumen.

• Strong understanding of SaaS sales methodologies (e.g., MEDDICC, Force: Command of the Message, or similar).

• Exceptional leadership, communication, and interpersonal skills.

• Proficiency in CRM systems (e.g., Salesforce, Gong) and sales enablement tools.

• A strong operator mindset thrives on fast feedback loops, experimentation, and iteration.

• Ability to thrive in a fast-paced, dynamic environment and work under stress.

• Data-driven leader who motivates through metrics, accountability, and high standards.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.

• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.

• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The base salary range for this remote position is $91,000 - $130,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

 Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.

All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.