[Hiring] Manager, Business Development @Wellspring Worldwide

Role Description

The Manager of Business Development will lead Wellspring’s BDR function with a dual mandate: drive high-quality pipeline creation and own the systems, data, and processes that power scalable outbound and inbound conversion. This role goes beyond traditional BDR leadership — it requires a hands-on operator who can optimize data infrastructure, implement new tooling (AI + outbound systems), and enforce pipeline accountability across Sales and Marketing.

Core Responsibilities

• BDR Team Leadership & Performance
  • Lead, mentor, and develop a team of Business Development Representatives (BDRs) to achieve pipeline and SQL targets.
  • Drive accountability on daily/weekly activity execution (calls, emails, LinkedIn, sequencing).
  • Act as a player-coach, stepping into discovery, messaging, and deal qualification when needed.
  • Remove roadblocks and continuously improve team performance through coaching and process refinement.
• Pipeline Creation & Multi-Threaded Outbound
  • Own outbound pipeline generation across defined ICP accounts using a structured, multi-threaded approach.
  • Guide BDRs in identifying key personas (champion, economic buyer, influencers) and executing targeted outreach.
  • Partner with AEs on discovery calls and early-stage qualification.
  • Ensure strong follow-up and conversion of inbound leads (events, webinars, trials, campaigns).
• Pipeline Accountability & Opportunity Progression
  • Own visibility into meeting-to-opportunity conversion and pipeline integrity.
  • Audit meetings and opportunities to ensure they are properly qualified and advanced.
  • Proactively challenge Sales leaders and AEs on stalled or unconverted opportunities.
  • Identify gaps in pipeline progression and drive corrective action.
  • Serve as a key enforcer of pipeline discipline across Marketing → BDR → Sales handoffs.
• Data Management & Contact Strategy Optimization
  • Lead initiatives to clean, segment, and optimize contact data (~700K contacts across systems).
  • Define and enforce rules for:
    • Marketing vs. non-marketing contacts.
    • Persona assignment and validation.
    • Contact activation/deactivation to optimize cost (e.g., HubSpot tiers).
  • Identify opportunities to reduce unnecessary spend through better data governance.
  • Partner with RevOps/Marketing to improve data quality, enrichment, and usability.
• Systems & Tooling Ownership (Post-Prospeo Transition)
  • Evaluate, select, and implement a replacement for outbound/contact sourcing tools (replacing Prospeo).
  • Optimize usage of tools like LinkedIn Sales Navigator, ZoomInfo, Salesforce, Outreach, and HubSpot.
  • Identify gaps in current workflows and introduce more scalable, automated solutions.
• AI-Driven Process Design & Automation
  • Help design and implement a modern, AI-enabled outbound and pipeline workflow, including:
    • Outbound sourcing + validation layer.
    • Engagement and warming workflows (pre-HubSpot).
    • Meeting booking → opportunity creation → Salesforce pipeline.
  • Translate manual processes currently in HubSpot into automated, scalable workflows.
  • Partner with leadership to design and operationalize a 3-tier GTM system architecture.

Qualifications

• 5+ years of BDR or Sales Development experience in SaaS, with consistent quota attainment.
• Proven ability to generate pipeline through outbound prospecting and inbound conversion.
• Strong experience with tools such as LinkedIn Sales Navigator, ZoomInfo, Salesforce, Outreach, and HubSpot.
• Experience working in a high-velocity, metrics-driven environment.
• Ability to operate both strategically (systems/process design) and tactically (execution and coaching).

Ideal Candidate Profile

• Strong operator with a bias toward systems thinking and process optimization.
• Comfortable owning data quality, tooling decisions, and workflow design.
• Naturally challenges the status quo and holds teams accountable.
• Highly analytical with the ability to connect activity → pipeline → revenue outcomes.
• Seen as a leader and trusted voice across BDR, Marketing, and Sales teams.

Success Metrics

• Meetings Booked (Total counts and ICP Alignment).
• Pipeline generated (total $ and by ICP band).
• SQL conversion rates (meeting → opportunity).
• BDR activity and productivity metrics.
• Pipeline velocity and progression rates.
• Data quality improvements (contact accuracy, segmentation, cost savings).
• System adoption and process efficiency gains.

Cultural Fit

We’re looking for someone who is hungry, humble, and highly accountable, with a strong desire to build and improve systems. This role is ideal for someone who thrives in ambiguity, takes ownership of outcomes, and wants to play a central role in scaling Wellspring’s go-to-market engine.