Schellman is a Top 50 CPA firm and a leading provider of attestation and compliance services. Our professional services focus on security and privacy audits, assessments, and certifications. Schellman has become one of the largest cybersecurity assessment firms in the United States without providing any traditional accounting services. We are an accredited multi-framework ISO Certification Body for security, privacy, business continuity, and quality; a globally licensed PCI Qualified Security Assessor and a top provider to clients serving the federal DoD space as a leading FedRAMP 3PAO and the first assessment firm authorized as a CMMC C3PAO. Our specialty and expertise remain in providing best in class Cybersecurity and IT Audits and Attestations. Our culture, approach with clients, and dedication to our values has led us to consistently be a Great Places to Work certified company and rated as a Best Firms to Work For by Accounting Today and a Glassdoor Best Places to Work. We deeply appreciate our employees, as shown by our first core value – People Come First. This is demonstrated in our culture, benefits, and how we handle business. Come see what makes Schellman special!
The Manager, Pipeline Development will be responsible for building, leading, and scaling Schellman’s Business Development Representative (BDR) function to generate a high-quality pipeline that supports the firm’s growth objectives. This role will architect the strategies, processes, and team structure required to accelerate demand generation and deliver predictable, high-value opportunities. As a key driver of Schellman’s go-to-market engine, the Manager will blend strategic program design with hands-on leadership—owning inbound lead management, optimizing qualification rigor, and ensuring seamless alignment across Marketing, Sales, and Delivery.
Essential Functions:
Pipeline Management Strategy
Design and execute a comprehensive inbound lead management and pipeline management strategy aligned with Schellman’s go-to-market priorities.
Collaborate with Marketing on integrated campaigns that blend digital, event, and outbound efforts to accelerate demand.
Partner with Sales & Service Delivery leadership to ensure alignment on qualification standards, lead routing, and pipeline goals.
Team Leadership and Development
Lead, coach, and mentor a team of Business Development Representatives, fostering a culture of accountability, motivation, and continuous improvement.
Establish clear activity, conversion, and pipeline creation KPIs; conduct weekly performance reviews and coaching sessions.
Process, Tools, and Technology
Oversee the design and optimization of lead qualification and scoring models to ensure high-quality, sales-ready opportunities.
Manage daily operations and reporting in CRM and sales engagement tools.
Collaborate with sales & marketing leadership to maintain clean data, consistent reporting, and strong pipeline hygiene within HubSpot dashboards.
Evaluate and implement automation and AI-powered prospecting tools to increase efficiency and personalization.
Cross-Functional Collaboration
Serve as the connective link between Marketing, Sales, and Service Delivery to ensure seamless handoffs and feedback loops.
Partner with Marketing to design and execute pre- and post-event outreach strategies that convert leads into qualified opportunities.
Collaborate with Solution Marketing and Delivery teams to refine messaging and ensure relevance to buyer challenges.
Performance Optimization and Insights
Analyze funnel metrics, campaign effectiveness, and conversion rates to identify trends and areas for improvement.
Provide regular reporting and insights to Sales and Executive Leadership on pipeline health and BDR performance.
Champion process standardization, lead discipline, and data-driven decision-making to enhance predictability and scale.
Knowledge, Skills, and Abilities:
Proven experience building and scaling outbound and inbound BDR programs in a high-growth B2B environment.
Deep understanding of lead management, pipeline hygiene, and funnel conversion metrics.
Strong analytical mindset; able to translate data into insights that drive operational improvement.
Excellent communication, coaching, and leadership skills; capable of inspiring high performance and collaboration.
Proficiency with modern sales and marketing technology stacks including HubSpot CRM, Chorus, ZoomInfo, and LinkedIn Sales Navigator.
Ability to operate cross-functionally, aligning Sales, Marketing, and RevOps around shared goals and KPIs.
Entrepreneurial, adaptable, and energized by building new programs and processes from the ground up.
Education, Work Experience and Certifications
Bachelor’s degree in Marketing, Business Administration, Communications, or a related field.
5+ years of experience in business development, sales development, or pipeline generation roles within B2B organizations.
Minimum of 3 years in a leadership role managing BDR or SDR teams.
Demonstrated success designing outbound strategies, improving lead qualification, and driving measurable pipeline growth.
Familiarity with professional services or compliance attestation and audit frameworks such as FEDRAMP, SOC, ISO, PCI, and HITRUST.
Schellman is an equal opportunity employer (EOE) and strongly supports diversity in the workplace; therefore, providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. Schellman uses E-Verify in our hiring process.
At Schellman, we strive to provide a flexible and balanced environment and therefore offer the opportunity to work remotely, unless otherwise stated in the job requirements. Connecting, collaborating and continuous education are also highly valued and therefore we require some travel annually for our Internal Service Delivery roles, which can include in-person training, team meet-ups, and strategy meetings. Service Delivery team members will also be required to travel based on business and client needs.
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