Senior Manager, Business Development

Block; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Square seeks a strategic, hands-on Senior Manager to lead the US BDR organization, guiding outbound prospecting, lead qualification, and pipeline generation across the team.

You will own the operating rhythm, performance system, and pipeline strategy for the US market, partnering with Sales, Marketing, Revenue Ops, Enablement, Analytics and Strategy to improve how we identify and convert high-potential sellers.

Qualifications

• 8+ years of experience in sales, business development, or related rev roles.

Responsibilities

• Lead day-to-day execution and long-term improvement of the US BDR motion.
• Own the US BDR pipeline generation strategy and translate goals into outbound plans.
• Coach and develop BDR Managers and frontline contributors for performance growth.
• Build manager capability through performance management and coaching rhythms.
• Own execution against BD performance goals including opportunities, meetings, and pipeline value.
• Establish a consistent operating cadence: forecasting, pipeline reviews, and planning.
• Build scalable systems for hiring, onboarding, ramp, and career progression.
• Translate BD strategy into team priorities and actions across markets and campaigns.
• Drive outbound and self-sourcing strategies to reach high-potential sellers.
• Collaborate with Sales leadership to align BD with revenue targets and market opportunities.
• Leverage data to identify trends and turn insights into coaching and process improvements.
• Pilot new outbound plays and scale successful ones across the US BDR org.
• Hire, onboard, and retain top BDR talent and enable clear career progression.
• Foster a culture of accountability, urgency, and continuous improvement.

Job description

Square is looking for a strategic, hands-on senior leader to lead our US Business Development Representative (BDR) organization. The BDR team is a critical growth engine for Square, responsible for creating high-quality pipeline, identifying new seller opportunities, and developing future sales talent across our go-to-market organization.

As Senior Manager, Business Development Representatives, you will lead the US BDR motion through BDR Managers and frontline teams responsible for outbound prospecting, lead qualification, pipeline generation, and seller engagement. You will own the operating rhythm, performance system, and pipeline generation strategy for the US market, partnering closely with Sales, Marketing, Revenue Operations, Enablement, Analytics, and Strategy to improve how Square identifies, engages, qualifies, and converts high-potential sellers.

You will be responsible for building a predictable, performance-driven BD motion that supports Square's revenue goals while developing future sales talent. This role requires a leader who can set strategy, drive execution, inspect performance, coach managers, improve systems, and ensure the team consistently delivers high-quality pipeline that converts into meaningful revenue outcomes.

Success in this role will be measured by the team's ability to consistently generate high-quality pipeline, improve conversion across the funnel, increase BDR-sourced revenue contribution, strengthen AE partnership, improve manager effectiveness, and develop BDR talent into future roles across Square Sales.

You will:

• Lead the day-to-day execution and long-term improvement of Square's US BDR motion, ensuring the team consistently delivers high-quality pipeline against sales goals.
• Own the US BDR pipeline generation strategy, translating revenue goals, territory priorities, AE capacity, and market opportunities into clear outbound and self-sourcing plans.
• Manage, coach, and develop BDR Managers and frontline contributors, helping them improve performance and prepare for future roles within Square Sales.
• Build manager capability by coaching frontline leaders on performance management, inspection, difficult conversations, team motivation, rep development, and consistent execution.
• Own execution against BD performance goals, including sourced opportunities, qualified meetings, conversion rates, pipeline value, AE acceptance, stage progression, and contribution to closed revenue.
• Establish and manage a consistent operating cadence across the team, including forecasting, pipeline reviews, performance inspection, coaching rhythms, capacity planning, and monthly/quarterly planning.
• Build scalable systems for hiring, onboarding, ramp, coaching, performance management, and career progression across the BDR organization.
• Translate BD strategy into clear team priorities, expectations, and actions that drive consistent execution across managers, reps, markets, campaigns, and seller segments.
• Execute outbound and self-sourcing strategies that help Square reach high-potential sellers across priority verticals, geographies, and segments.
• Partner closely with Sales leadership to align BD execution with revenue targets, territory strategy, AE capacity, pipeline needs, and market opportunities.
• Work cross-functionally with Marketing, Revenue Operations, Enablement, Analytics, Product Marketing, and Strategy to improve lead quality, messaging, routing, reporting, tooling, seller engagement, and funnel conversion.
• Use data to identify performance trends across managers, reps, markets, campaigns, lead sources, and seller segments, then turn those insights into coaching, process improvements, and execution plans.
• Establish a clear performance management framework that connects activity, meetings, qualified opportunities, pipeline value, AE acceptance, stage progression, and closed revenue contribution.
• Improve team productivity through effective use of sales technology, automation, prospecting tools, funnel management practices, and coaching workflows.
• Identify opportunities to use AI, automation, data enrichment, and sales engagement tools to improve account prioritization, prospecting quality, personalization, coaching, and rep productivity.
• Pilot new outbound plays, cadences, messaging, tools, and workflows; measure results and scale what works across the US BDR organization.
• Hire, onboard, and retain high-performing BDR talent while supporting clear career progression into Account Executive, Account Management, Sales Leadership, and other roles within Square Sales.
• Build a culture of accountability, urgency, curiosity, inclusion, high standards, and continuous improvement.
• Represent the BDR function in Sales leadership forums, providing frontline insights, performance trends, risks, recommendations, and executional feedback that improve Square's sales development strategy.

You have

8+ years of experience in sales, business development, sales development, or another rev