Manager, Business Development

Varicent; Toronto; On-site; CAD 70,000 - 110,000; Full time

Job summary

Varicent is seeking a Manager of Business Development who will lead a high-performing team focused on pipeline generation in complex sales environments. The role requires extensive experience in managing business development representatives and collaboration with marketing and sales to drive growth. Ideal candidates will display strong leadership abilities, data-driven decision-making skills, and a passion for developing early-career talent in sales. Join Varicent to help redefine revenue success with innovative SaaS solutions.

Qualifications

• 7+ years in business development with 4+ in team management.
• Proven success in complex, multi-threaded sales.
• Strong understanding of B2B sales cycles.

Responsibilities

• Lead and scale business development team.
• Manage pipeline creation targets and monitor KPIs.
• Foster a high-performance team culture across time zones.

Skills

Sales Process Management

Team Leadership

Account-Based Marketing

Data Analysis

Interpersonal Communication

Tools

Salesforce

Salesloft

Gong

ChatGPT

Job description

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At Varicent, We’re Not Just Transforming The Sales Performance Management (SPM) Market—we’re Redefining How Organizations Achieve Revenue Success. Our Cutting-edge SaaS Solutions Empower Revenue Leaders Globally To Design Smarter Go-to-market Strategies, Maximize Seller Performance, And Unlock Untapped Potential. Varicent Stands At The Forefront Of Innovation, Celebrated As a Market Leader In The 2025 Forrester Wave Report For SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, And G2. Our Solutions Are Trusted By a Diverse Range Of Global Industry Leaders Like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker And Hundreds More. Here’s Why You’ll Thrive At Varicent

• Innovate with Purpose: Build impactful solutions for customers worldwide.
• Join Excellence: Work in a diverse, collaborative, and innovative team.
• Shape the Future: Lead in redefining revenue optimization.
• Grow Together: Unlock your potential in a supportive environment.
  
  

Join us at Varicent—where your talent and ambition meet limitless opportunities for success!

The Manager of Business Development is responsible for leading and scaling a high-performing Business Development team that drives a strong and predictable top-of-funnel pipeline in complex, enterprise sales environments This global team is often the first interaction future customers have with the company, making it critical to deliver a high-quality experience that sets the foundation for long-term relationships and revenue impact.

This role is hands-on, blending frontline coaching, sales process rigor, optimization of outbound strategy, and strategic collaboration with Marketing and Sales to accelerate top-of-funnel growth. We’re looking for a metrics and data-obsessed leader with proven experience managing BDRs through long sales cycles, multi-threaded account motions, and account-based value selling. The right candidate brings depth in managing early-career sellers while building the systems, energy, cross-functional collaboration, and accountability to drive consistent results.

What You'll Do

• Hire, coach, and manage a team of BDRs to exceed pipeline generation goals. This includes but not limited to active 1:1 coaching, role playing, live/recorded call feedback, deal-level strategy support, and message refinement across email, phone, and social. Develop clear career paths, preparing team members to become future Account Executives.
• Oversee the team’s execution of ABM strategies—including account planning, personalized outreach, and multi-threading across key decision-makers in strategic accounts.
• Own pipeline creation targets across our GTM segments. Monitor daily/weekly KPIs and drive accountability for opportunity creation aligned to revenue goals.
• Bring expertise in Sales-tech and GenAI, modeling smart, practical ways to use existing tools such as Salesloft, Gong, ZoomInfo, and ChatGPT to drive quality outreach, sharper messaging, and better buyer engagement. Champion a culture of curiosity and experimentation by identifying practical high impact use cases. Partner with RevOps and Enablement to drive adoption, ensure consistent usage, and explore new ways to increase efficiency and effectiveness through responsible AI integration.
• Partner closely with Marketing, Sales, RevOps, Enablement, and Product Marketing to build and execute coordinated GTM programs, including developing outbound messaging and contributing to strategy. Continuously refine outreach playbooks, ABM alignment,and whitespace targeting, and provide feedback on campaign effectiveness and persona targeting.
  
  

message testing, channel mix, and sequencing—to improve conversion rates and drive consistent, high-quality pipeline creation across key enterprise accounts

• Streamline lead management, cadences, and tool utilization to increase team efficiency and speed to impact. Continuously improve onboarding and enablement to shorten ramp time.
• Set clear goals, provide ongoing coaching and support, and lead performance reviews with a focus on growth and accountability.
• Foster and instill a high-energy, inclusive, and performance-oriented team cultureacross time zones, especially in the face of long sales cycles. Keep motivation high through clear goals, public wins, and structured coaching
• Ensure high data quality Salesforce and Salesloft.
  
  

What You'll Bring

• 7+ years of experience in business development, sales, or GTM leadership roles, with 4+ years in a frontline SDR/BDR team management role focused on large enterprise targets
• Demonstrated success coaching and scaling early-career sellers within complex, multi-threaded account cycles (6-18 months)
• Demonstrated success overseeing account-based programs, including planning and execution
• Strong understanding of complex B2B sales cycles and how to generate pipeline from large, multi-stakeholder organizations
• Experience collaborating closely with Demand Gen teams on ABM campaigns, sales plays and events.
• Advanced knowledge of sales engagement tools and emerging GenAI applications in pipeline generation. Proficiency in Salesforce and sales engagement tools (e.g. Salesloft), and social media with a strong command of reporting and funnel metrics
• Proven track record of creating high-energy, disciplined team cultures rooted in performance, curiosity and collaboration, and in hiring, developing, and retaining early-career sales talent
• Strong interpersonal and communication skills, with the ability to influence and align cross-functional teams
• Highly organized, data-driven, and able to balance strategic planning with daily execution
  
  

Success Measures

1-3 Months

• Onboard successfully and develop a deep understanding of Varicent’s product portfolio, ICP, ABM strategy, and current sales motion.
• Build strong cross-functional relationships with Sales, Marketing, RevOps, and Enablement leaders.
• Conduct full assessment of current BDR team performance, workflows, tech stack usage, and messaging effectiveness.
• Deliver a 30/60/90-day plan focused on coaching approach, process improvements, and early pipeline acceleration opportunities.
  
  

4-6 Months

• Demonstrate consistent attainment of team pipeline generation targets across key accounts and regions.
• Drive measurable improvements in outbound effectiveness (e.g., email reply rates, conversion to meetings, opportunity quality).
• Increase adoption and comfort with AI-enabled tools in the stack (e.g., Salesloft, Salesforce, Gong etc.), incorporating AI into team workflows.
• Strengthen account-based strategy and planning frameworks to deepen engagement and influence within high-priority accounts.
• Implement structured coaching cadence with documented progression plans for each BDR.
  
  

7 Months and Beyond

• Achieve sustained overperformance on team pipeline goals quarter over quarter.
• Develop and promote internal talent
• Lead integration of new strategies, tools, or workflows to drive continuous team performance gains and funnel efficiency.
• Serve as a strategic voice in GTM planning by providing actionable insights from top-of-funnel performance and account trends.
• Establish Varicent’s Business Development team as a recognized internal talent incubator and pipeline growth engine.
  
  

Varicent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email [e-mail]

Varicent is also committed to compliance with all fair employment practices regarding citizenship and immigration status. By applying for a position at Varicent and/or by using this portal, you declare and confirm that you have read and agree to our Job Applicant Privacy Notice and that the information provided by you as part of your application is true and complete and includes no misrepresentation or material omission of fact

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Software Development

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