Business Development Manager

Jobtailor

San Francisco (CA)

On-site

USD 90,000 - 130,000

Full time

14 days+

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Job summary

Plenful in San Francisco, CA is seeking a BDR Team Lead to coach a 3-person BDR squad, own outbound playbooks, and drive quota attainment. You will implement AI-powered prospecting with Claude, Clay, Zoominfo, Gong, and Notion, while collaborating with ABM and Demand Gen to build momentum from campaigns and GTM launches.

We value a systems thinker who can evolve processes, hire and ramp new BDRs, and maintain high performance with direct leadership.

Qualifications

4–6 years GTM or sales experience with 2+ years as a BDR/Team Lead and quota attainment.
Progressed from BDR to leader with track record of exceeding own quota.
Experience growing teams and managing people in AI-forward environments.
Familiarity with AI-enabled outbound and modern tech stacks.

Responsibilities

Lead and coach a 3-person BDR team with pipeline reviews and live-call workshops.
Own the outbound playbook end-to-end: messaging, sequencing, targeting.
Convert inbound and event interest into qualified meetings with ABM alignment.
Partner with Sales/RevOps on lead routing, handoffs, and qualification criteria.
Recruit, hire, and ramp new BDRs as the team grows.

Skills

Outbound strategy

Team management

AI tooling

Quota achievement

B2B sales

Tools

Claude

Clay

Zoominfo

Gong

Notion

Job description

Carry a personal quota — intro calls completed and qualified, and sales-qualified opportunities created each month — representing up to 50% of your time, so you stay close to the field and coach from direct, current experience.
Manage, coach, and develop a team of 3 BDRs: run pipeline reviews, listen to and workshop live calls, and hold a high bar for activity and output. Report up blockers, learnings, and opportunities to the Head of Marketing.
Bring a proven AI playbook to the team: implement and continuously improve how we use Claude, Clay, Zoominfo, Gong, and other tooling to prospect, personalize, and scale outbound without adding headcount.
Own the outbound playbook end to end — messaging, sequencing, targeting — and evolve it based on what's working in the field right now, not what worked last quarter.
Convert interest from Marketing inbound and events into qualified meetings, contributing to your team’s quota. Partner with the Director of ABM and Demand Gen to build momentum from marketing campaigns and GTM launches.
Partner with Sales and RevOps leadership on lead routing, handoff quality, and qualification criteria between BDRs and Account Executives.
Recruit, hire, and ramp new BDRs as the team grows.

Requirements

4-6 years relevant sales or GTM experience with 2+ years as a recent BDR/BDR Team Lead with proven track record of meeting or exceeding quota
Has been a BDR and grew into a BDR Team Lead or equivalent — someone who has seen what great looks like and has a track record of exceeding their own quota, not just managing others to theirs.
Ready to grow into people management, or already has some early BDR management/team lead experience.
Comes from a modern, AI-forward B2B tech company — healthcare experience is preferred, but not required. We're looking for someone who has personally onboarded and used AI tools to become more productive, personalize outbound at scale, and do more with a smaller team.
A systems thinker who can evolve how the team works, not just run the current playbook harder. Proficiency with our stack — Claude, Notion, Clay, Zoominfo, and Gong — is a strong plus.
Contagious, competitive sales energy. You want to win, and you inspire your team to feel that every day.
Comes from a company that has scaled ahead of where Plenful is today (Series B+) — you've seen more mature go-to-market motions and know what to build toward.
Comfortable holding a high bar and having tough conversations. We're not looking for a cheerleader — we want someone who can be firm, direct, and still deeply care about the people on their team and support their ability to grow within Plenful.

Core Competencies

Demonstrates expertise in outbound sales strategies, team management, and the effective use of AI tools to enhance productivity and personalization in B2B environments. Proven ability to coach and develop sales teams while maintaining high performance standards and adapting strategies based on real-time feedback.

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