Manager, Business Development

The role

You will lead, coach, and develop a team of Commercial Associates. You will own the team's pipeline and meeting targets while working with Sales, Marketing, and Customer Success leadership.

What you will do

• Lead, coach and develop a team of CAs day to day through 1:1s, call reviews, pipeline reviews and live-deal shadowing
• Own the team's pipeline and meeting targets
• Hire and onboard new CAs
• Be the bridge between CAs and Account Executives
• Test new campaigns, messaging, sequences and channels
• Work with Sales, Marketing and Customer Success on targeting, handoffs and key account pursuits
• Support each CA's growth path with stretch work and a route into an AE seat
• Stay close to the market, joining prospecting and taking calls on key accounts
• Help shape how the CA program evolves

Required qualifications

• 4+ years in B2B SaaS or technology sales
• 2+ years managing or coaching a team of SDRs, BDRs or early-career sellers
• Track record of meeting or exceeding pipeline targets, both as an individual and as a leader
• Experience hiring, onboarding and developing reps
• Experience with outbound prospecting at volume, including into technical buyers such as engineers, ML practitioners or data scientists
• Familiarity with CRM tools (e.g. Salesforce, HubSpot), sales engagement tools and structured qualification methodologies
• Bachelor's degree or equivalent practical experience

Nice to have

• experience selling developer tools, infrastructure or technical platforms
• Experience using AI tools in prospecting and coaching
• Experience in a high-growth startup
• Curiosity about AI, robotics, or the future of Physical AI

Benefits

• Competitive salary, commission, and meaningful equity
• Clear, accelerated growth opportunities
• Strong in-person culture: 4 days/week
• Daily team lunches & dinners
• Annual learning & development budget
• Comprehensive health, dental, and vision coverage
• US employees: 18 paid vacation days plus US public holidays
• UK employees: 25 paid vacation days plus UK public holidays
• Frequent travel opportunities across the U.S., London, and Europe
• Bi-annual company offsites & monthly socials

About the company

Encord is the data layer for Physical AI and enterprise, serving as core infrastructure for 300+ of the world's leading AI teams. They are a team of founders, scientists, quants, researchers, and former Olympians.