Senior Manager, Business Development Team

About ShipMonk:

At ShipMonk, we help e-commerce businesses scale by providing cutting-edge fulfillment solutions and technology that streamline logistics and enable growth. As we stretch upmarket to serve mid-market and enterprise clients, we are looking for a sales leader to build and drive a team of Business Development Representatives (BDRs) focused on creating pipeline opportunities for high-value accounts. If you thrive on leadership, collaboration, and are passionate about market development, we want you on our team.

The Opportunity:

You will lead a team of BDRs responsible for identifying and generating pipeline opportunities for ShipMonk’s mid-market and enterprise sales teams. This role is at the forefront of our growth strategy, focusing on building high-performing teams, implementing scalable processes, and driving revenue by capturing new opportunities in these pivotal segments. You’ll work cross-functionally with Sales, Marketing, and Product to develop best-in-class outbound strategies, leveraging data, insights, and creativity to deliver results. We’re seeking a leader with a passion for coaching and a strong understanding of the outbound playbook. Come help build our future sales stars. 

Key Responsibilities:

• Team Leadership: Recruit, train, and mentor a high-performing team of BDRs, fostering a culture of excellence, collaboration, and accountability. Set and manage performance expectations while motivating your team to exceed goals. Provide ongoing coaching to refine prospecting techniques, messaging, and objection-handling skills.

• Pipeline Generation: Own the outbound strategy for generating high-quality opportunities in the mid-market and enterprise segments. Partner with sales leaders to define target accounts and prioritize efforts for maximum pipeline impact. Monitor team performance metrics, including outreach volume, conversion rates, and pipeline contribution.

• Outbound Strategy & Execution: Develop and implement outbound sales playbooks, ensuring consistent and effective prospecting efforts. Collaborate with Marketing to refine messaging, campaigns, and lead nurturing processes to support BDR success. Introduce innovative tools and technologies to increase the efficiency and effectiveness of outbound efforts.

• Cross-Functional Collaboration: Partner with Account Executives, Sales Ops, and Marketing to ensure seamless handoff of qualified opportunities. Align with Product and Sales leadership to ensure outreach is tailored to the needs and challenges of target personas.

• Data-Driven Decision-Making: Establish KPIs and leverage data to assess team performance and identify areas for improvement. Provide regular reporting on BDR metrics, pipeline growth, and campaign effectiveness.

What You’ll Bring:

• Minimum of 3-5 years in sales leadership, including managing outbound teams. Experience in SaaS, tech, or 3PL industries is a plus.

• Demonstrated success in building and leading teams that consistently meet or exceed pipeline and revenue goals.

• Ability to think big-picture while executing details to drive team performance and pipeline success.

• Skilled at coaching, motivating, and building strong relationships with direct reports and cross-functional partners.

• Proficiency in CRM tools (e.g., Salesforce) and outbound sales technologies. Experience with tools like Outreach or Salesloft is a plus.

• Excellent verbal and written communication with a knack for delivering clear, compelling messaging.

• Comfortable analyzing performance data and translating insights into actionable strategies.

Why Join ShipMonk?

At ShipMonk, we are transforming the way e-commerce businesses scale, and our people are at the heart of that mission. By joining us, you’ll be part of a dynamic, rapidly growing company that values innovation, collaboration, and getting results. We’re committed to your growth, with opportunities to learn, lead, and make a significant impact on our business and your career.