Business Development Manager - Remote
CaptivateIQ, Colombia

Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives.
Calculating commissions is mission-critical. And it’s really, really hard. Each company has a unique commission structure that involves far more calculations and data than a typical salary payroll and for many, commission is one of the largest expenses on the Pamp;L statement.
When CaptivateIQ was founded in 2017, compensation leaders were tracking and managing sales data using costly legacy software or, in the worst cases, a single spreadsheet. There were no other options but to use opaque, error-prone processes to manage commissions. Our founders knew this could be better. So they created the solution that they’d want to use: CaptivateIQ.
Today, the best teams use CaptivateIQ to strategically manage and maximize the power of incentives. Twenty-eight of the Forbes Cloud 100, including leading brands like Amplitude, Gong, and Hopin, use CaptivateIQ to power their commission programs. We have over $164.6M in funding from ICONIQ, Sequoia, Accel, Workday Ventures, Sapphire, Y Combinator, Amity Ventures, GTMFund, S28 Capital, and other top investors. We’ve grown over 3x by all measures in the past year including revenue, customers, and employees and we’re searching for more great folks such as yourself to help us transform the world of commission management.
We’re proud of our 5.0 rating on Glassdoor. Our remote team comes from diverse backgrounds and experiences, which helps us better serve our customers and each other. People are at the heart of our open and inclusive organization, and we bring transparency, humility, and respect to everything that we do.
About the Role
As a Business Development Manager, your charter is to help build, challenge and advise on CaptivateIQ’s outbound pipeline generation strategy. This includes iterating on existing processes, experimenting with new approaches and coaching a group of 6-9 BDRs on multi-channel prospecting. You will drive the BDR team’s results by recruiting, training, measuring, and leading. You will report to the Director of Business Development and have ample resources and autonomy to hit your team's goals.Philosophies we would love for you to be aligned with

• Grit, Business Acumen, Organization: These are the three pillars of excellence for our BDRs (what do these mean to you?)
• We Hire Right and Don’t Micro-Manage: CaptivateIQ fully embraces the new world of remote work (only 20% of our BDR Team are located near SF HQ). What does this mean? We hire go-getters (ones where we do not second guess their grit)- and take a Data-driven Approach to coach around strategic factors like Messaging, Nuanced ICP Knowledge, Leading KPI Tracking (Business Acumen + Organization)
• We Promise Clarity, Not Certainty: You know that a career path is one of the most important motivators for a BDR team. This means you know how to set proper expectations and provide consistent evaluations on skillset as it aligns with career goals
• Lead with Empathy, Never Compromise on Numbers: You seek first to understand- your team, your peers, your leaders. But numbers do not lie- they unveil inefficient processes/metrics- use this to coach your team and propose new solutions as a leader

Responsibilities

• Build strong relationships with leadership across departments and define paths to optimize your team’s performance
• Understand reporting in our tech stack to coach BDRs on specific behavior
• Analyze cadences and templates for effective outreach, identify patterns of what’s working and what’s not
• Take an ownership stake in hiring and onboarding of additional BDRs
• Ensure lead to attack time and other SLAs with marketing are achieved
• Experiment with different outreach methods and mixes to build scalable, predictable playbooks that result in qualified meetings
• Have a strong working knowledge of our core personas, competitors, product offering, and named accounts
• Create business development collateral, including call scripts and prospecting emails to ensure consistent, effective, and scalable messaging

Requirements

• 1-3 years of experience as a BDR/SDR Manager in B2B SaaS, selling a technical product to enterprise customers
• You can point to proven wins in a dynamic, high-energy, high-growth environment
• You have scaled and hired a BDR team; you’re able to attract great talent
• Strong writing skills, your words cause people to take action
• Energetic phone skills and excellent listening skills
• You rely on operational excellence as the key to scalability
• You love sharing your team’s wins + have creative methods to maintain morale
• You can get it done witho