Manager, Business Development Representatives

Airtable; Austin (TX); On-site; USD 166,000 - 234,800; Full time

Job summary

Airtable in Austin, TX is seeking a Manager, Business Development Representatives to build and lead a new BDR group. You will hire, train, and set strategy for outbound prospecting, refining qualification criteria, and scaling processes that drive revenue growth.

You'll partner with Marketing, Data Science, Growth, and Ops to design innovative outreach, implement agile experiments, and set performance standards. Must have SaaS leadership experience and strong communication.

Qualifications

• 5+ years of SaaS experience in revenue-focused roles selling software solutions.
• 1+ years of experience leading a business development team.
• Strong written and verbal communication skills.
• Deep understanding of outbound selling and prospecting.
• Strong analytical skills.
• Passionate about Airtable's mission and customers.

Responsibilities

• Hire, train and manage a team of Business Development Representatives.
• Develop and validate scalable outbound prospecting strategies across the Sales team.
• Collaborate with Marketing, Data Science, Growth and Ops to craft thoughtful prospecting approaches.
• Lead an agile, experimental team to quickly test and validate new sales growth tactics.
• Implement and standardize key sales processes to drive repeatable revenue growth.
• Actively use Salesforce to manage BDR processes and set performance standards.

Skills

SaaS sales

Team leadership

Outbound prospecting

Analytical skills

Cross-functional collaboration

Communication

Job description

Manager, Business Development Representatives

Austin, TX

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

At Airtable, we are passionate about how our product democratizes software creation and empowers anyone to “create anything.” As the Business Development Manager, you will manage the hiring, training, strategy, and design of a newly built out BDR team. This includes helping build the right outbound messaging, refining our qualification criteria, and developing the next generation of Airtable sellers.

Just like Lego blocks, what our customers can build with Airtable is virtually limitless. This opens up all sorts of exciting possibilities for our Sales team in terms of who our potential customer is. As a result, the demand for our product has outpaced the capacity of our sales team.

Are you looking for some truly fascinating work, where you'll work alongside a best‑in‑class team, harnessing the power of an extraordinary product, for a company with unlimited growth potential?

What you'll do

• Hire, train and manage a team of Business Development Representatives.
• Develop and validate new strategies for prospecting and outbound efforts that can be scaled across the Sales team.
• Work cross‑functionally with Marketing, Data Science, Growth and Ops teams to develop thoughtful and innovative approaches to prospecting.
• Operate a highly agile and experimental team that can quickly formulate, test and validate new Sales growth tactics.
• Implement, improve and standardize key sales processes in service of driving consistent and repeatable motions that predictably drive revenue growth.
• Actively use Salesforce to manage BDR sales processes and set standards for performance metrics.

Who you are

• You have 5+ years of SaaS experience working within revenue-focused teams responsible for selling software solutions into multiple industries.
• You have 1+ years of experience leading a business development team.
• You have a deep understanding of outbound selling and prospecting.
• You have strong analytical skills.
• Experience building and leading experimental teams.
• You thrive partnering with different cross-functional teams to design and execute effective ways to get customers on the phone.
• You are a strong written and verbal communicator.
• You are passionate about our overall mission and how customers can use Airtable.
• You are scrappy, resourceful and a creative problem solver when discovering the business needs of your customer and understanding how Airtable plugs into the bigger picture.

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.

VEVRAA-Federal Contractor

If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.

Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience.

Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.

For work locations in Austin, the on-target earning range for this role is:

$166,000 - $234,800 USD