Manager, Business Development

Platform.sh is Platform-as-a-Service (PaaS) that removes the complexities of cloud infrastructure management and optimizes development-to-production workflows, reducing the time it takes to build and deploy applications. Delivering efficiency, reliability, and security, giving development teams both control and peace of mind. Built for developers, by developers.

Adopted and loved by 16,000+ developers, 7,000 customers, and for nearly a decade Platform.sh has been providing innovative capabilities that serve as the launchpad for creative development teams’ out-of-the-box thinking.

We provide 24x7 support, managed cloud infrastructure, and automated security and compliance with an all-in-one PaaS. We give our customers complete control over their data by keeping applications secure and available around the clock.

Platformers are a remote, global workforce, and we thrive in a multicultural team. We are committed to open source and an open, welcoming environment. Our team spans the globe and the experience spectrum. What's our commonality, our cultural fabric? A curious spirit and a thirst for knowledge; an eagerness for innovative ideas and cultures. We believe we can build anything together in an environment that frees you to do your best work.

Bring your expertise and enthusiasm to our growing, global organization. Your contributions, collaboration, and unique point of view are recognized and valued here.

As the Manager of Business Development, you play a pivotal role in driving pipeline growth, team development, and sales alignment. Reporting directly to the Chief Revenue Officer (CRO) and working in a hybrid capacity from Irvine, California, you lead a team of BDRs/SDRs, equipping them with the skills, tools, and motivation to become high-performing contributors. By blending leadership with strategy, you ensure the team consistently generates qualified opportunities while fostering a culture of resilience, curiosity, and continuous learning.

You act as the bridge between marketing, sales, and enablement, ensuring alignment on messaging, ICP targeting, and go-to-market strategy. With a data-driven approach, you use insights to refine processes, optimize performance, and scale repeatable success. Beyond pipeline generation, you provide mentorship and career development, shaping the future sales leaders of the organization.

Team Leadership & Coaching

• Recruit, onboard, and develop BDRs/SDRs into high-performing team members.
• Provide ongoing coaching on messaging, objection handling, and prospecting best practices.
• Foster a culture of curiosity, resilience, and growth.

Pipeline Generation & Management

• Own the team’s pipeline contribution goals and ensure consistent qualified lead flow to sales.
• Monitor and optimize outbound prospecting efforts across calls, emails, and social outreach.
• Partner with marketing to maximize impact from inbound leads and campaigns.

Process & Playbook Development

• Build and refine prospecting cadences, qualification frameworks, and outreach strategies.
• Align the team around ICP, personas, and messaging to increase conversion rates.
• Standardize handoff processes between BDRs and Account Executives for smooth transitions.

Metrics & Performance Tracking

• Define and track KPIs such as meetings booked, conversion rates, pipeline sourced, and activity levels.
• Deliver weekly reporting and insights to sales leadership on pipeline health.
• Use performance data to identify gaps and implement process or training improvements.

Cross-Functional Collaboration

• Partner with Sales and Enablement to align on GTM strategy and campaigns.
• Provide field feedback to marketing on messaging effectiveness and market trends.
• Collaborate with sales leadership to ensure BDR focus matches account and territory strategy.

Technology & Tools Management

• Oversee adoption and optimization of CRM and sales engagement tools.
• Ensure accuracy and data hygiene within Salesforce (or other CRM).

People Development & Career Pathing

• Establish clear progression paths for BDRs (toward AE, CSM, or other roles).
• Drive recognition, motivation, and retention through coaching and career planning.

• 3+ years of SaaS sales, business development, or sales enablement experience, including 2+ years managing BDR/SDR teams.
• Proven track record of consistently meeting or exceeding pipeline and meeting targets.
• Strong coaching, mentoring, and people-development skills.
• Deep understanding of B2B SaaS sales cycles, pipeline generation, and ICP targeting.
• Familiarity with sales tech stacks (e.g., Salesforce, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo).
• Data-driven mindset with the ability to analyze performance and optimize results.
• Excellent communication and collaboration skills across sales, marketing, and enablement.
• Knowledge of sales methodologies (e.g., MEDDIC, Challenger, SPIN, Sandler).
• Bachelor’s degree in Business, Marketing, Communications, or related field (preferred).
• High energy, resilience, and adaptability in fast-paced tech environments.
• Ability to commute to the office (Irvine) 3 times per week

At Platform.sh,remote work isn't just a trend – it's our foundation. The freedom of remote work with the support of a diverse, global team has been our successful model for nearly a decade. Our culture celebrates flexibility and collaboration, and while we have team members in over 30 countries around the globe, for this specific role we are focused on hiring someone based in Irvine, California to work in a hybrid capacity. Although we’re unable to provide visa sponsorship at this time, we welcome applications from all qualified candidates who are legally authorized to work in the United States.

We know that a great hire won’t meet every requirement that we’ve outlined. If you can see yourself elevating the team, we want to hear your story. Few of us would be here had we not taken a chance.   

You can expect 3 interviews on Google Meet to follow the order below. Should you successfully move through the entire process you will have the opportunity to meet with a variety of Platformers. Our goal is to ensure you can make the most informed decision on whether this role, and our culture aligns with what you’re looking for in your future working environment. 

1. 45 Minutes with Talent Acquisition 
2. 60 Minutes with Hiring Manager (GM, Sales)
   
3. 45 Minutes with Executive (CRO)

All roles require background checks.

💡 A product you can believe in - Join us in transforming how businesses build and manage web applications, driven making a positive impact as a proud B Corp.

🏆 An Award-Winning Workplace - We’ve been recognized by Forbes’ Top 30 Companies for Remote Jobs and France’s Best Workplaces for Women.

🗣️ A culture that values your voice - Join a flexible, open, and inclusive work environment where your voice is encouraged, and your ideas shape our growth and evolution.

🌎 A global team - Collaborate with colleagues from diverse backgrounds across the world, embracing different perspectives

🎉 Benefits and perks - Make the most of what matters to you

🏝 Flexible PTO

📈 Company stock options

🧠 Professional development budget

💻 Office equipment budget

💆‍♀️ Wellness budget

🧳 Annual team gatherings

🛜 Internet reimbursement

👶 Inclusive parental leave

✈️ Remote work travel program

At Platform.sh, we celebrate diversity in all its forms and are committed to fostering an inclusive, equitable, and supportive workplace where everyone can thrive. We embrace and value different perspectives, backgrounds, and experiences, because they make us stronger as a team. Whoever you are, wherever you're from, and whatever path you've taken, you are welcome here. We encourage you to bring your whole self to work, connect with others, and share your passion.If you need accommodations at any stage of our hiring process, please let us know. We're here to ensure an accessible and comfortable experience for you.