Senior Manager, Business Development

PolyAI; United States; Remote; USD 160,000 - 230,000; Full time

Benefits offered by this job

Share options

Health coverage

Life Insurance

STD/LTD

401k plan

Flexible PTO + 11 holidays

Learning & development allowance

WFH allowance

Parental leave

Fertility programs

Menopause care

Sabbatical after 5 years

Job summary

PolyAI is seeking a seasoned GTM leader to run the BDR/GTM team while integrating a product-led growth motion with outbound prospecting. The role focuses on hiring, coaching, and scaling the BDR organization to drive enterprise opportunities.

You will partner with Demand Gen, Sales, and Leadership to shape messaging, improve qualification, and forecast performance across weekly, monthly, and quarterly horizons. A strong, coaching-first leadership style is required.

Qualifications

• Minimum 5–7 years in a BDR/GTM management role with hands-on leadership.
• Experience building or scaling a PLG motion in addition to outbound/sales motion.
• Track record of hitting lead-gen quotas for enterprise B2B software or tech.

Responsibilities

• Train and coach GTM Specialists (BDRs) to identify, contact, and create qualified opportunities.
• Own hiring, onboarding, and ramp plans for the BDR org with clear performance expectations.
• Collaborate with marketing, product, and sales leadership to improve messaging and qualification processes.
• Monitor performance and present timely reports and forecasts (weekly, monthly, quarterly).
• Develop succession plans and career paths for the BDR/GTM team.

Skills

GTM leadership

PLG experience

Lead generation quotas

Prospecting channels

CRM/Marketing tools

Compensation design

Career progression

Executive communication

Tools

CRM

LinkedIn Sales Navigator

HubSpot

PostHog

Job description

PolyAI is the Agentic Dialog Platform for building the conversational enterprise, used to build, run, govern, and improve dialog agents at scale. Powered by Raven, a proprietary dialog model trained on more than a billion enterprise conversations, PolyAI agents are built for complexity, open at every layer, and sovereign by design. PolyAI serves hundreds of enterprises across 75 languages and 25 countries, including Metro Bank, Marriott, PG&E, and UniCredit.

PolyAI is shifting from a sales led motion to a product led growth (PLG) motion. This role owns both the traditional outbound BDR/GTM Specialist team and the emerging PLG lead motion generated through Agent Studio signups.

Responsibilities

• Train and coach GTM Specialists (BDRs) to identify, contact, and create qualified opportunities
• Build the hunting and qualification skills the team needs to work both inbound hand-raisers and outbound prospecting
• Provide recurring weekly 1:1 coaching and feedback to improve rep performance and skills over time
• Own hiring, onboarding, and performance management for the BDR org — including ramp plans, clear performance expectations, and acting decisively when reps aren't tracking
• Work the Agent Studio self-serve signup base as a prospecting surface identify which signups sit inside enterprise and mid‑market accounts and qualify them into sales opportunities
• Build the feedback loop that sharpens behavioral scoring so the PLG model gets better at surfacing enterprise and mid‑market fit over time
• Monitor team performance against targets and present accurate, timely reports and forecasts of weekly, monthly, and quarterly attainment
• Work closely with Demand Gen on MQL quality and campaign feedback
• Work closely with Sales and Leadership to improve opportunity management and qualification processes
• Collaborate with marketing content, program managers, product marketing, and sales directors to develop messaging that converts inbound and outbound interest into qualified pipeline
• Evaluate compensation structure to ensure it rewards pipeline quality and conversion outcomes rather than activity volume, and own ongoing comp program administration
• Build succession planning and career paths for the team
• Present accurate, timely performance reports and forecasts (weekly, monthly, quarterly)
• Provide strong, stabilizing leadership: clarity, tech stack support, goal alignment, and consistent coaching for a team that has seen frequent management turnover

What You'll Bring to the Team

• Minimum 5 to 7 years of experience in a BDR/GTM management role, including hands on, player coach leadership of a team
• Direct experience building or scaling a product led growth (PLG) motion, not only sales led/outbound; comfortable owning both motions at once
• Track record of achieving lead generation quotas selling enterprise B2B software (SaaS) and/or technology solutions
• Hands on experience with multiple prospecting techniques and channels across both outbound and inbound/PLG motions
• Experience with sales and marketing tools such as CRM, chat, marketing automation, LinkedIn Sales Navigator, HubSpot, PostHog or similar analytics tools, and data management/list building tools
• Experience evaluating or designing compensation plans tied to pipeline quality and conversion outcomes
• Experience with succession planning and building career progression paths for a BDR/GTM team
• Strong verbal and written communication skills, with the ability to present to executive leadership

Your Style

• Gravitas combined with exceptional, polished written and oral communication skills
• Entrepreneurial spirit combined with a scrappy, competitive, and optimistic outlook
• Comfortable as a builder in an evolving, growth stage environment

We provide a competitive salary range for this role - which is $160,000 - $180,000 base salary / $230,000 - $257,000 OTE (USD) or $170,000-$195,000 base salary / $243,000 - $280,000 OTE (CAD) - depending on level and experience. Please note this range is intended as a guide, not a guarantee. Final compensation will be based on individual qualifications, relevant experience, and the scope of the role.

Benefits (US)

• Participation in the company's employee share options plan
• Comprehensive health coverage for you and your loved ones
• Life Insurance
• STD and LTD
• The opportunity to contribute to the company's 401k plan
• Flexible PTO policy + 11 designated company holidays
• Annual learning and development allowance
• We're all about making WFH work for you - that's why we offer a one-off WFH allowance when you join. Offering perks like noise‑cancelling headphones or a comfortable desk chair to boost your comfort and focus!
• Enhanced parental leave
• Company‑funded fertility and family‑forming programmes
• Menopause care programme with Maven
• Sabbatical Program: 5‑week paid sabbatical available after 5 years of employment

Benefits (Canada)

• Participation in the company’s employee share options plan
• 20 days vacation
• Annual learning and development allowance: We will reimburse the costs of any certified and non‑certified training, including conferences, events, books and subscriptions that are relevant to your role at PolyAI, in addition to any formal training that the company offers
• We're all about making WFH work for you - that’s why we offer a one-off WFH allowance when you join. Offering perks like noise‑cancelling headphones or a comfortable desk chair to boost your comfort and focus!
• Company‑funded fertility and family‑forming programmes
• Menopause care programme with Maven
• Competitive Healthcare plan: We offer health insurance through Alliance. Full details on the plan will be shared with you on your first day

At PolyAI, we take great pride in our values - they guide everything we do. We believe that a strong culture leads to meaningful work and lasting impact.

Our core values are:

Only the best
We expect the best from our people, we hire people that expect the best from themselves, and we nurture this drive for excellence.

Ownership
We care deeply about what we do. We take ownership of our initiatives, decisions and outcomes.

Relentlessly improve
We demand more from ourselves and are always evolving. Continuous, obsessive improvement is the only way we will transform the world of conversational AI.

Bias for action
Our world moves quickly and so do we. We take calculated risks and we deliver impact fast.

Disagree and commit
We are all working toward the same goal. If we donʼt agree with something, we work hard to understand it and when a decision is made, we accept it and give it our all.

Build for people
We want the world to enjoy the experiences they have with us. We are building for a future that prefers automation.

PolyAI is proud to be an equal‑opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions at PolyAI will be based on the business needs without attention to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, neurodiversity status or disability status.