Manager, Business Development

UpKeep; California; Hybrid; USD 120,000 - 185,000; Full time

Job summary

UpKeep is seeking a Manager, Business Development to lead and coach a team of BDRs across SMB, midmarket and enterprise accounts. You will own the team quota, establish playbooks, and drive outbound and inbound qualification with AI-enabled tools.

This is a hybrid role requiring in-person work in the Los Angeles office three days a week. You will partner with Sales and Marketing to ensure high-quality meetings and opportunities, while coaching reps to identify broader customer value and larger

Qualifications

• 4+ years of experience supervising and managing a sales development team.
• Extensive outbound prospecting and lead generation experience in a fast-paced sales environment.
• Experience hiring, onboarding, and developing sales talent, including managing performance and supporting career progression.
• Experience with Salesforce.

Responsibilities

• Hire, onboard, train, and develop BDRs with ramp plans and coaching.
• Own the team\'s quota and operating rhythm with transparent reviews.
• Coach through call reviews, role-play, and live prospecting support to improve deal quality.
• Build outbound motions for SMB, midmarket, and enterprise accounts.
• Lead prospecting into installed base to create expansion opportunities.

Skills

Outbound prospecting

Coaching

Sales leadership

Communication

CRM data analysis

Education

Bachelor's degree or equivalent

Tools

Salesforce

Outreach

Gong

LinkedIn Sales Navigator

Job description

We’re building the AI-powered future of maintenance.

UpKeep is on a mission to reinvent how the physical world runs—starting with the frontline teams who maintain it. We’re the creators of the world’s first AI-first CMMS (Computerized Maintenance Management System), equipping technicians and facilities teams with automation, machine learning, and predictive insights that drive operational speed, safety, and efficiency.

What started as a garage-built prototype is now a fast-scaling SaaS company, backed by Insight Partners, Emergence Capital, and Y Combinator. Over 4,000 companies—including Shell, Yamaha, Unilever, and Marriott—run on UpKeep to modernize their asset operations. We’re leading the $30B category shift toward Asset Operations Management, where uptime, intelligence, and AI converge.

• Own the AI-first transformation of an entire industry.Every feature we ship leverages AI—from predictive work orders to sensor-driven automations.
  
• Real traction, real scale.Recognized as Gartner’s #1 Facility Management solution and G2’s top-rated CMMS, we’ve earned market leadership through product, not puff.
  
• A company where builders thrive.We move fast, optimize for outcomes, and give high-agency operators the autonomy to ship big things. Our culture rewards bold thinking, not bureaucracy.
  
• Global team, local energy.With 100+ employees across the world, we support remote-first work with deep investment in our LA HQ—where certain roles and leadership converge for rapid innovation.
  
• Equity and upside, not just a paycheck.Competitive comp, meaningful ownership, and benefits that support your health, focus, and long-term growth.

If you’re driven by impact, energized by AI, and hungry to transform a legacy industry—we’re hiring!

POSITION SUMMARY

As a Manager, Business Development, you will lead and develop our team of Business Development Representatives (BDRs). Your core focus will be outbound prospecting across SMB, midmarket, and enterprise accounts, including existing customers with expansion potential, as well as inbound lead follow-up and qualification. This is a frontline coaching and leadership role with responsibility for the team's quota, not an individual quota. You will help the team identify broader customer needs and improve opportunity quality to support higher average deal size (ASP). Success in this role will be measured by seller-accepted opportunities generated from qualified meetings the team books for sellers.

This role reports to the SVP, Sales. This is a hybrid role where the employee is expected to be in our Los Angeles office three days per week.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Hire, onboard, train, and develop BDRs. Set clear ramp plans, provide regular coaching and performance feedback, and support career growth across the sales organization.
• Own the team's quota and operating rhythm, translating goals into clear expectations and reviewing progress through one-on-ones, team meetings, and performance conversations.
• Coach through call reviews, role-play, and live prospecting support. Help reps uncover business needs, engage relevant stakeholders, and identify the potential for broader customer value.
• Build distinct outbound motions for SMB, midmarket, and enterprise accounts, tailoring account selection, messaging, outreach cadence, and qualification to each segment.
• Lead prospecting into the installed customer base to create expansion opportunities, working with sellers and customer teams to align outreach with account priorities.
• Manage inbound lead routing, timely follow-up, and qualification alongside the team's outbound priorities.

Enablement & Playbooks

• Own BDR playbooks, enablement, and campaign content.
• Use account-based prospecting and relevant, personalized outreach to reach the right buyers.

AI-Enabled Execution

• Own BDR processes in Salesforce and sales engagement tools, improving data quality and workflows.
• Use AI tools to strengthen targeting, personalize outreach, and analyze performance.

Performance Management & Reporting

• Track and communicate team performance, including seller-accepted opportunities, meeting conversion, pipeline quality, and ramp progress.
• Use performance data to focus coaching and improve results.

Cross-Functional Collaboration

• Partner with Sales and Marketing on qualification standards and handoffs so sellers receive well-qualified meetings and accept the resulting opportunities.
• Use seller feedback to continuously improve meeting and opportunity quality.

EXPERIENCE

• Bachelor's degree or equivalent experience a plus
• 4+ years of experience supervising and managing a sales development team, with a record of coaching reps and delivering team results
• Extensive outbound prospecting and lead generation experience in a fast-paced sales environment
• Experience hiring, onboarding, and developing sales talent, including managing performance and supporting career progression
• Experience with Salesforce
• Experience with Outreach, Gong, and LinkedIn Sales Navigator a plus

KNOWLEDGE

• Understanding of how sales development approaches differ across SMB, midmarket, and enterprise customer segments
• Ability to use CRM and sales engagement data to diagnose issues and improve team performance
• Familiarity with AI-powered sales tools
• Strong communication and collaboration skills
• Strong organizational skills, with the ability to set priorities and follow through on commitments

DESIRED BEHAVIORS

• Leads with integrity – holds self and the team accountable through clear expectations, direct feedback, and fair treatment.
• Invests in people – supports each rep's development, recognizes strong work, and builds a team where people share ideas and learn from one another.
• Communicates openly – encourages continuous improvement and keeps the team focused through change.

COMPENSATION

This role will receive a competitive base salary + variable + benefits. A variety of factors are considered when determining someone's compensation–including a candidate's professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

The pay range for this role is $120,250 USD / $185,000 OTE USD per year.

Company History & Product:

UpKeep started in a garage, where our founder Ryan taught himself to code and built the first mobile-first maintenance app. The idea was simple but powerful: put modern software in the hands of frontline technicians—and transform how maintenance gets done.

Today, UpKeep is the leading cloud-native Asset Operations Management platform, serving over 4,000 businesses worldwide across manufacturing, utilities, healthcare, and beyond. Our Industrial IoT and AI-first software helps maintenance and facilities teams streamline work, predict failures, and act faster—with real-time insights and automation at their fingertips.

We’re building for the deskless workforce—the essential workers who keep our physical world running—and arming them with the tools they deserve. In a world re-shoring manufacturing, accelerating automation, and embracing AI at scale, we’re riding the next macro wave—and leading the transformation of legacy maintenance into intelligent operations.

At UpKeep, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. UpKeep is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation or Veteran status.

Are you willing to undergo a reference and background check as part of our hiring process?

Are you currently in LA or within a 40 mile radius?

Only applicants in a 40 mile radius to LA will be considered.

Are you legally authorized to work in the United States?

Are you open to coming into the Westwood office at least 1-3 days per week?

Will you now or in the future require sponsorship or support for employment visa status (e.g., H1-B or TN visa status)?