Description

Job Title: Sr. Manager, Business Development - North America
Job Type: Full-time
Location: Hybrid - Denver, CO

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About the Role

We are looking for a driven and experienced Senior Manager to lead our North America Business Development Representative (BDR) team. In this role, you will own the front-line pipeline engine that fuels our revenue growth—recruiting, coaching, and developing a high-performing team of BDRs while partnering closely with Sales, Marketing, and Revenue Operations to build a world-class outbound and inbound motion. 

Your mission is to build and lead a high-performing human + AI BDR / sales development organization that scales pipeline generation.

This is a player-coach role for someone who thrives at the intersection of strategy and execution. You bring both the analytical rigor to optimize pipeline metrics and the people instincts to bring out the best in early-career talent.

What You'll Own

AI-Driven BDR / Sales Development Leadership

You will:

• Drive adoption and best practices for AI-powered sales development across the BDR organization.
• Leverage AI tools to improve prospect research, account prioritization, personalization at scale, and outreach effectiveness.
• Partner with RevOps and GTM Systems teams to evaluate and deploy emerging AI technologies that increase team productivity and pipeline generation.
• Own the evolution of the BDR operating model, including AI-enabled prospecting, automation strategy, workforce productivity, and future talent development.

Team Leadership & Development

• Directly manage a team of 6–15 BDRs across outbound and inbound coverage in North America.
• Build a coaching-first culture through structured 1:1s, call reviews, skills training, and career development planning.
• Hire, onboard, and ramp new BDRs to full productivity within 60–90 days.
• Create individualized development plans and clear promotion paths for top performers.
• Foster a high-energy, inclusive team culture grounded in accountability and continuous improvement.

Pipeline Generation & Quota Attainment

• Own the team's pipeline contribution targets—qualified meetings held, SAOs, and pipeline dollar value.
• Drive both outbound prospecting (cold outreach, sequences, LinkedIn) and inbound follow-up motions across the NA territory.
• Monitor and improve key funnel metrics: activity rates, conversion rates, average response times, and pipeline aging.
• Partner with Revenue Operations to ensure accurate forecasting, clean CRM hygiene, and actionable reporting.
• Hold the team accountable to daily, weekly, and monthly activity and outcome targets.

Strategy & Cross-Functional Alignment

• Collaborate with Marketing on campaign alignment, messaging, ICP targeting, and inbound SLA adherence.
• Work closely with Account Executives and Sales leadership to ensure smooth BDR-to-AE handoffs and feedback loops.
• Partner with Enablement to develop and iterate on playbooks, sequences, objection handling frameworks, and new product messaging.
• Provide market and competitive intelligence back to Product Marketing and GTM leadership.
• Contribute to territory planning, segmentation strategy, and headcount modeling.

Additional Success Metrics

• AI adoption and utilization across the BDR team.
• Reduction in administrative workload through AI-assisted processes.

What We're Looking For

Required Qualifications

• 5–7+ years of BDR/SDR experience in a B2B SaaS environment, including at least 1–2 years in a team lead or management capacity.
• Partner with Sales Leadership and Revenue Operations to redesign workflows around AI and automation.
• Serve as a thought partner to executive leadership on the future of prospecting and pipeline generation.
• Demonstrated track record of hitting or exceeding pipeline generation targets as an individual contributor and/or manager.
• Strong coaching skills with the ability to give direct, constructive feedback and develop early-career professionals.
• Proficiency with modern sales tech stack: Salesforce (or equivalent CRM), Outreach or Salesloft, LinkedIn Sales Navigator, and intent data tools (e.g., Bombora).
• Data-driven mindset—comfortable pulling reports, identifying trends, and using insights to make decisions.
• Excellent written and verbal communication skills with sharp attention to detail.

Preferred Qualifications

• Experience leveraging generative AI tools (e.g., ChatGPT, Claude, Gemini, Copilot, AI SDR platforms) to improve prospecting, messaging, coaching, and operational efficiency.
• Demonstrated success implementing AI-driven workflow improvements that increased pipeline generation, conversion rates, or team productivity.
• Experience managing BDR teams at a high-growth or PLG SaaS company (Series B through public).
• Familiarity with account-based sales and marketing (ABM/ABS) motions.
• Exposure to both SMB/mid-market and enterprise segments.
• Experience building or refining onboarding programs, playbooks, or certification frameworks.
• Background as a top-performing BDR or AE before transitioning to management.

Compensation & Benefits

• In accordance with applicable law, the following represents a reasonable estimated compensation range for this role: the estimated pay range for this role is $190,000 - $230,000 annually (OTE). Actual compensation will be determined based on skills, experience, and geographic location and may be more or less than the amount shown above. Compensation for this role is base compensation + commission. Compensation shown is reflective of on target earnings (OTE).
• What CloudBees Offers:
  • Health Insurance
  • Dental Insurance
  • Vision Insurance
  • Short & Long Term Disability
  • Life Insurance
  • HSA/FSA
  • Remote Work Environment
  • Flexible Time Off 
  • Paid Company Holidays
  • Parental Leave
  • Variable Bonus Plan dependent on your role
  • Stock grant opportunities dependent on your role
  • 401(k) with Company Match

EEO Statement 

CloudBees is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are made based on qualifications, merit, and business need, without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, veteran status, or any other protected characteristic as outlined by federal, state, or local laws.

Disclaimer

This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all duties, responsibilities, and qualifications required of employees assigned to this position. Duties, responsibilities, and activities may change at any time with or without notice.

• Prepare, review, and update CS-related SOPs, Macros, Announcements, and FAQs to ensure clarity and consistency in service delivery
• Manage CS enquiries and tickets, ensuring timely resolution while identifying opportunities for process enhancements and proposing relevant improvements
• Monitor BU chat/helpdesk daily performance; identify gaps and propose actionable, data-backed solutions
• Conduct data and case analysis to support decision-making, continuous improvement, and overall customer satisfaction
• Collaborate with cross-functional teams (e.g., Product) to design and execute CS-related process improvement initiatives
• Be responsible for promptly attending to and managing any ad-hoc tasks or issues that may arise from time to time
• Evaluate and track the impact of implemented changes to ensure alignment with CS goals and KPIs
• Provide training materials, such as CS quizzes, and support knowledge transfer on updated processes and best practices
• Assist in organizing and preparing for regular BU and internal meetings
• Stay updated on industry trends and customer support innovations to keep CS operations future-ready

• Bilingual English/Mandarin is required to be able to coordinate with overseas partners and stakeholders
• Proficient in office tools, incl. word and spreadsheets (Boffice/Gsuite)
• Experience in CS operations and SOP management
• Familiarity with Haodesk systems and internal communication workflows
• Strong communication, data analysis, problem-solving, and collaboration skills
• Open to flexible working hours and eagerness to take on new challenges and adapt to change

Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube. 

Job Description:

Shield AI is seeking a driven and mission focused Business Development Manager to drive growth across Intel/Space Force by delivering autonomous systems that solve real operational challenges for the warfighter.

This role owns the Intel pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with Intel/Space Force stakeholders and internal teams to convert operational needs into funded procurement. This is a quota-carrying role with significant upside tied directly to Intel/Space Force revenue growth.

The ideal candidate is a high energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability.

This role partners closely with Shield AI’s growth team which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the Intel/Space Force ecosystem. While the growth team supports market strategy and introductions, the Business Development Manager owns opportunity execution and revenue outcomes.

This role is ideal for individuals who thrive in high ownership environments and are motivated by building new markets and closing complex deals.

This is a remote role based in the greater Washington, DC area.

• Bachelor’s degree and experience in defense sales, business development, or military operations.
• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
• Experience working with the Intel community customers, program offices, or operational units.
• Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
• Strong communication and relationship building skills with both technical and operational stakeholders.
• Ability to translate operational needs into solution driven sales opportunities.
• Active TS/SCI Clearance
• Located near major IC/Space Force commands with travel up to 50% of the time.

#LI-KC5

#LE

Full-time regular employee offer package:

Pay within range listed + Bonus + Benefits + Equity

Temporary employee offer package:

Pay within range listed above + temporary benefits package (applicable after 60 days of employment)

Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check. Military fellows and part-time employees are not eligible for benefits. Please speak to your talent acquisition representative for more information.

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Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.