Manager of Pipeline Generation

inforcer; Tampa (FL); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Steep learning

Real impact

Transparency

Global team

Team socials

Recognition program

Job summary

inforcer is seeking a Manager of Pipeline Generation to lead the North America Business Development team. You will drive outbound-led growth, coach reps to improve conversion and ensure a steady flow of qualified opportunities aligned to sales priorities.

You will implement and optimize the existing pipeline system, mentor reps daily, and collaborate with Sales leadership to refine territory focus, messaging, and target accounts in a fast-growing company.

Qualifications

• Must have experience leading a Business Development team in a SaaS or B2B tech environment.
• Proven ability to coach early-career reps and improve ramp and performance.
• Strong understanding of outbound prospecting, inbound and event follow-up, and pipeline handoff.

Responsibilities

• Execute North America pipeline generation per Director's strategy, focusing on outbound.
• Operate and reinforce the established pipeline system without rebuilding it.
• Lead and develop the North America BDR team daily and coach reps to improve results.
• Manage the team to conversion and pipeline quality targets with the Director’s guidance.
• Run outbound, inbound, and event processes, cadences, tooling, and performance routines.
• Uphold prospecting quality, qualification, and handoff standards for a relevant pipeline.
• Use data to identify gaps in conversion, messaging, targeting and pipeline quality and act.
• Collaborate with North America Sales leadership on territory focus and feedback.
• Support onboarding, development and performance management for BDRs.

Skills

BD leadership

SaaS/B2B

Coaching reps

Outbound prospecting

Messaging & calls

Cross-functional collaboration

Conversion & pipeline management

Job description

inforcer is one of the fastest growing technology organizations in the world and a leading provider of cutting-edge cybersecurity and AI solutions to support to the SMB market. We provide MSPs (Managed Service Providers) with the fundamental technology they need to manage and secure Microsoft 365 at scale and deliver AI services. Our mission is to be inforced in every MSP!

About the Role

We are looking for a Manager of Pipeline Generation to join our expanding team. This role is responsible for managing and improving inforcer's North America pipeline generation activity, with a primary focus on outbound-led growth, alongside inbound and event motions where conversion quality is critical. You will lead the day-to-day execution of the Business Development team, coach representatives to improve performance, and ensure a consistent flow of well-qualified opportunities that support North America revenue growth in a fast-paced and scaling environment. This role executes and reinforces the pipeline generation system owned by the Director of Pipeline Generation, leads the North America Business Development team day-to-day, and directly coaches reps to standard.

What you'll be doing

• Execute inforcer's North America pipeline generation against the strategy set by the Director, with a primary focus on outbound
• Operate and reinforce our established, best-in-class pipeline system, refining at the edges rather than rebuilding it
• Lead and develop the North America Business Development team day-to-day, directly coaching reps to improve quality, confidence and results
• Manage the team to conversion and pipeline quality targets set with the Director, with activity as an input, aligned to North America sales priorities
• Run consistent outbound, inbound, and event processes, cadences, tooling and performance routines across the team
• Uphold and reinforce the prospecting quality, qualification and handoff standards set by the Director, keeping pipeline relevant and actionable
• Use data to identify gaps across conversion, messaging, targeting and pipeline quality, then take practical action
• Collaborate closely with North America Sales leadership on territory focus, account priorities and feedback from the field
• Support onboarding, development and performance management for Business Development Representatives
• Stay close to market and competitor insight to improve outreach, positioning and pipeline effectiveness

What We Can Offer You

Steep Learning curve: We believe people leave organizations when learning stops. We promise a steep and continuous learning curve to both challenge and develop our people. You are responsible for your own learning, but you'll be surrounded by exceptional people and strong enablement, if you choose to lean into it, in an environment where it's safe to make mistakes, try new things, and improve.

Real impact: We operate in a high-trust and autonomous environment where you can make a real impact and difference in your role and across the company.

Transparency and Honesty: We believe honest and clear communication creates a highly collaborative culture. It gives you the “why” we make decisions and allows you to effectively make your own. We won't pull the wool over your eyes, we are a fast-growing start-up that comes with its own unique challenges, but we all work hard to solve them, together, as a team.

A+ Global Team: Our people power every part of our business, and we look for individuals who bring genuine passion to their role and operate at their very best. A-players thrive when surrounded by other A-players. Our level of growth and rate of change can be hard work and challenging, but you'll be surrounded with exceptional people that are always happy to help.

Regular Team Socials: We celebrate our team, our milestones, promotions and achievements with social events every month.

Employee Recognition: Programs to recognize and reward our top contributors for their achievements and efforts. We live our company values every day and reward those people who embody them.

Skills We Need for This Role

• Experience managing and leading a Business Development team, owning ramp, conversion, and performance, in a SaaS or B2B technology environment
• Proven coaching of early-career reps from fresh-out-of-university through full productivity on a structured ramp
• Strong understanding of outbound prospecting, plus inbound and event follow-up, pipeline qualification and handoff to Sales
• Ability to coach representatives on messaging, call structure, objection handling and account research
• Comfortable managing to conversion and outcomes, with activity as an input, through clear reporting and regular performance routines
• Analytical approach with the ability to spot issues across conversion, targeting, messaging and pipeline quality
• Experience working in a fast-growing environment with evolving processes, priorities and targets
• Clear, direct communicator who can set expectations and drive accountability in a supportive way
• Strong cross-functional collaboration skills, particularly with Sales, Marketing and Operations
• Commercial mindset with a focus on building predictable, repeatable pipeline for the North America market
• Comfortable balancing hands-on execution with people management in a scaling team

inforcer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.