Manager, Business Development - Commercial

Genesys; Menlo Park (CA); On-site; USD 87,000 - 152,000; Full time

Benefits offered by this job

Medical, Dental, Vision Insurance

Telehealth coverage

Flexible work schedules / work from?

401(k) matching

Paid holidays

Career growth opportunities

Job summary

Genesys is seeking a Senior Business Development leader in Menlo Park, CA to steer a regional BDR organization. You will define pipeline strategy, coach a distributed team, and partner with Sales/Marketing to expand market reach using AI-enabled prospecting tools.

You will shape go-to-market plans, ensure conversion improvements, and contribute to regional growth while reporting to leadership. This role offers visibility and opportunities for career advancement within a growing cloud/SaaS

Qualifications

• 7+ years of experience in SaaS or cloud environments within BDR/Inside Sales roles.
• 3+ years of experience leading BDR/SDR teams with direct people management.
• Proven track record of generating pipeline and contributing to revenue growth through leadership.
• Experience managing regional or distributed teams, preferably across the United States.
• Strong understanding of enterprise sales motions and pipeline development strategies.
• Proficiency with Salesforce, Salesloft, Tableau and data-driven decision making.

Responsibilities

• Lead, coach, and develop a team of BDRs across the Commercial market segment, driving performance and career progression.
• Own end-to-end pipeline generation strategy aligned to regional revenue targets and market expansion goals.
• Build and scale a talent development engine for BDRs with coaching plans and promotion pathways.
• Create and run a formal enablement program shortening ramp time for new hires.
• Drive improvements in conversion rates and pipeline quality across the funnel.
• Partner with Sales and Marketing to design account-based go-to-market strategies.
• Oversee pipeline creation metrics, forecasting accuracy, and performance tracking.
• Collaborate with global stakeholders to implement best practices and AI-enabled prospecting approaches.
• Foster accountability and a high-performance culture aligned with company values.

Skills

SaaS sales

Leadership

BDR/SDR management

Sales enablement

Salesforce

Salesloft

Tableau

Data-driven decisions

Tools

Salesforce

Salesloft

Tableau

Job description

Job Description

Be the one building AI-powered experiences where they matter most.

At Genesys, we help organizations create better customer experiences through AI-powered experience orchestration. Our platform connects people, systems, data and AI to help organizations deliver more personalized service, improve operational efficiency and build stronger customer relationships.

Help build, support and operate technology used by more than 8,000 organizations in over 100 countries – moving AI from possibility to production in real-world enterprise environments every day.

Role Overview

Pipeline generation directly influencing revenue growth, market expansion, and customer acquisition at scale. This role owns the strategy, performance, and evolution of how new business is created, qualified, and accelerated, shaping the front end of the sales funnel within a cloud and SaaS environment. You will lead a regional Business Development organization across the Commercial market segment driving consistent pipeline creation while elevating prospecting sophistication through data, AI-enabled tools, and modern engagement strategies.

At Genesys, we are advancing AI-powered customer experience solutions that help organizations deliver more empathetic, connected interactions. In this role, you will influence how enterprises engage with their customers while partnering closely with Sales and Marketing leadership to shape go-to-market direction, improve conversion performance, and expand market reach. You will operate with high visibility across leadership, owning strategic outcomes and directly shaping the career trajectories of the talent you develop. This position offers strong exposure to enterprise initiatives, a seat at the table on regional growth strategy, and the opportunity to build a bench of future sales leaders.

Key Responsibilities

• Lead, coach, and develop a team of Business Development Representatives across the Commercial market segment, driving performance, engagement, and career progression through regular 1:1 coaching, prospecting strategy reviews, and personalized development plans tied to each BDR's career goals
• Own end-to-end pipeline generation strategy aligned to regional revenue targets and market expansion goals
• Build and scale a talent development engine for BDRs: individualized coaching plans, structured skill-building curricula, and clear promotion pathways into Account Executive, Sales Engineering, and Marketing roles - establishing the team as a proven pipeline of future revenue talent for the broader organization
• Create and run a formal enablement program (onboarding, ongoing skills training, certification milestones) that shortens ramp time for new hires and raises the performance floor across the team
• Drive improvements in conversion rates and pipeline quality across the full funnel, increasing efficiency and revenue impact
• Partner with Sales and Marketing leadership to design and execute account-based and regional go-to-market strategies, positioning BDR leadership as a strategic voice in shaping company-wide growth priorities, not just a downstream execution function
• Oversee pipeline creation metrics, forecasting accuracy, and performance tracking to ensure predictable growth and give leadership a reliable read on regional business health
• Analyze pipeline data, campaign performance, and engagement trends to optimize prospecting effectiveness and inform strategic decisions
• Build and scale repeatable processes, playbooks, and enablement programs to support a distributed and growing team, creating institutional knowledge that outlasts any single rep or manager
• Collaborate with global stakeholders to implement best practices and introduce innovative prospecting approaches leveraging modern sales technologies, extending your impact beyond the region into company-wide standards
• Foster a culture of accountability, professionalism, and high performance aligned with company values that makes the team a destination for top talent and a visible feeder for internal promotion
• Champion the use of CRM platforms, sales engagement tools, and data-driven insights to enhance productivity and visibility, and act as an internal advocate for adopting AI-enabled prospecting tools ahead of the market

Required Qualifications

• 7+ years of experience in SaaS or cloud-based environments within Business Development, Sales Development, or Inside Sales functions
• 3+ years of experience leading BDR or SDR teams, with direct people management responsibility
• Proven track record of generating pipeline and contributing to revenue growth through team leadership
• Experience managing regional or distributed teams, preferably across the United States
• Strong understanding of enterprise sales motions and pipeline development strategies
• Demonstrated ability to use Salesforce, Salesloft, Tableau and leverage data for decision making
• Strong stakeholder management skills across Sales, Marketing, and executive leadership
• Excellent communication, coaching, and organizational skills
• Strong business acumen with the ability to align execution to broader company objectives

Preferred Qualifications

• Experience building or scaling Business Development organizations in multinational or high-growth environments
• Familiarity with account-based marketing and multi-threaded prospecting strategies
• Experience with modern prospecting and sales engagement tools
• Ability to quickly understand and articulate complex technology and AI-driven solutions

Compensation

This role has a market-competitive salary with an anticipated base compensation range listed below. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. This role might also be eligible for a commission or performance-based bonus opportunities.

$86,600.00 - $152,400.00

Benefits

• Medical, Dental, and Vision Insurance.
• Telehealth coverage
• Flexible work schedules and work from home opportunities
• Development and career growth opportunities
• Open Time Off in addition to 10 paid holidays
• 401(k) matching program
• Adoption Assistance
• Fertility treatments

Working at Genesys

• AI at enterprise scale – Build, support and operate AI-powered technology used by more than 8,000 organizations worldwide. 150+ new AI features were released in the last fiscal year
• A flexible-first culture – Join a global team of nearly 7,000 employees with flexible ways of working designed to help people do their best work
• Growth in the AI era – Build future-ready skills through mentorship, learning programs, leadership development and education support
• Time to recharge and give back – Benefits include paid volunteer time, August Free Fridays, well-being resources and regionally tailored programs for employees and their families
• Recognized globally – Genesys is Great Place to Work® certified in 17 countries and 94% of employees are proud to tell others they work at Genesys

Learn more about our culture, AI innovation and sustainability commitments through our Careers site and Sustainability Report.

What Happens After You Apply

After you apply, here's what you can typically expect:

• Our Talent Acquisition team reviews your application with the hiring team
• A Talent Acquisition Partner will review your application and, if your background is aligned, schedule a Zoom interview.
• Next, you'll meet the hiring manager and other members of the interview team
• We aim to keep the process focused and respectful of your time, with no more than five interviews in most cases
• After interviews are complete, our team will follow up with the final steps

Every application is reviewed by a person. Response times may vary by role and location, but our team will keep you informed throughout the process.

Be the one building what's next - where AI, experience and impact come together.

About Genesys

Genesys® empowers more than 8,000 organizations worldwide to create the best customer and employee experiences. With agentic AI at its core, Genesys Cloud™ is the AI-Powered Experience Orchestration platform that connects people, systems, data and AI across the enterprise. As a result, organizations can drive customer loyalty, growth and retention while increasing operational efficiency and teamwork across human and AI workforces. To learn more, visit www.genesys.com.

Reasonable Accommodations

If you require a reasonable accommodation to complete any part of the application process, or are limited in your ability to access or use this online application and need an alternative method for applying, you or someone you know may contact us at [e-mail].

You can expect a response within 24–48 hours. If you have any questions, please include them in your email.

This email is intended to support job seekers requesting accommodations. Messages unrelated to accommodation—such as application follow-ups or resume submissions—may not receive a response.

Genesys is an equal opportunity employer committed to fairness in the workplace.

We evaluate qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, marital status, domestic partner status, national origin, genetics, disability, military and veteran status, and other protected characteristics.

Please note that recruiters will never ask for sensitive personal or financial information during the application phase.