Business Development Manager

Sensor Tower; Culver City (CA); On-site; USD 100,000 - 130,000; Full time

Job summary

Sensor Tower is looking for a Business Development Manager in Culver City, CA, to develop and scale the outbound sales strategy focused on enterprise clients. This role includes leading a BDR team while actively engaging in outbound efforts. The ideal candidate has 5+ years of B2B SaaS sales experience and a proven track record in generating enterprise pipeline. Compensation ranges from $100-130K plus OTE. Experience with tools like LinkedIn Sales Navigator is essential.

Qualifications

• 5+ years of B2B SaaS sales experience.
• Proven success in building and scaling outbound pipeline.
• Experience with prospecting and sequencing tools.

Responsibilities

• Design and execute the outbound strategy for enterprise accounts.
• Partner directly on strategic account penetration.
• Hire, train, and coach BDRs focused on outbound prospecting.

Skills

B2B SaaS sales experience

Outbound pipeline development

Training and coaching

Experience with prospecting tools

Accountability

Tools

LinkedIn Sales Navigator

Outreach

Apollo

Job description

We are looking for a Business Development Manager to build, own, and scale our enterprise outbound motion. This leader will be responsible for architecting and driving a high-performance outbound engine focused on strategic and enterprise accounts. While the role includes BDR team leadership, it is highly hands‑on and execution-oriented. This person will set the outbound strategy, build repeatable prospecting frameworks, and ensure consistent pipeline creation from named enterprise accounts.

This role will be heavily outbound-focused, with clear accountability for enterprise pipeline generation and team quota attainment.

Compensation: $100-130K + OTE

Responsibilities

Own and Build the Enterprise Outbound Motion

• Design and execute the outbound strategy for enterprise and strategic accounts
• Develop named account targeting frameworks and territory plans
• Define ICP segmentation, buyer personas, and enterprise messaging

Lead From the Front (Player‑Coach)

• Maintain a high personal outbound activity bar to set the standard
• Partner directly on strategic account penetration
• Join calls, refine messaging live, and help convert high-value opportunities

Recruit and Develop High‑Performance BDRs

• Hire, train, and coach BDRs focused primarily on outbound enterprise prospecting
• Build a culture of disciplined, high‑quality outbound execution
• Implement structured call reviews, deal forensics, and performance coaching
• Exceed outbound activity and meeting generation targets
• Build multi‑threaded outbound cadences (phone, email, LinkedIn, gifting, etc.)
• Create and optimize account‑based outreach strategies

Operational Ownership

• Establish and track KPIs tied to enterprise pipeline creation
• Oversee and optimize the outbound tech stack (Outreach, Apollo, LinkedIn Sales Navigator, etc.)
• Partner with Sales Ops to ensure accurate reporting, lead routing, and coverage models
• Collaborate with Marketing, but own outbound pipeline accountability

Requirements

• 5+ years of B2B SaaS sales experience
• Comfortability beginning as a player coach
• Proven success building and scaling outbound pipeline, especially into enterprise accounts
• Strong background as a top‑performing outbound IC prior to management
• Experience selling into enterprise stakeholders and multi‑threaded buying groups
• Demonstrated ability to build outbound frameworks from scratch
• High standards for activity, messaging quality, and accountability
• Experience with prospecting and sequencing tools (LinkedIn Sales Navigator, Apollo, Outreach, Salesloft, etc.)
• Comfortable operating in fast‑paced, build‑mode environments
• Experience in mobile, digital advertising, or data/analytics ecosystems is a plus.