Hybrid Business Development Manager

at Sensor Tower

• Job title: Business Development Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $100,000 - $130,000 per year
• Degree requirement: Bachelor's Degree
• Tech skills: Apollo
• Location requirements: Hybrid, Culver City, United States

About the role

• Business Development Manager leading enterprise outbound strategy. Responsible for building and scaling outbound pipeline focused on strategic and enterprise accounts.

Responsibilities

• Own and Build the Enterprise Outbound Motion
• Design and execute the outbound strategy for enterprise and strategic accounts
• Develop named account targeting frameworks and territory plans
• Define ICP segmentation, buyer personas, and enterprise messaging
• Lead From the Front (Player-Coach)
• Maintain a high personal outbound activity bar to set the standard
• Partner directly on strategic account penetration
• Join calls, refine messaging live, and help convert high-value opportunities
• Recruit and Develop High-Performance BDRs
• Hire, train, and coach BDRs focused primarily on outbound enterprise prospecting
• Build a culture of disciplined, high-quality outbound execution
• Implement structured call reviews, deal forensics, and performance coaching
• Drive Enterprise Pipeline Creation
• Exceed outbound activity and meeting generation targets
• Build multi-threaded outbound cadences (phone, email, LinkedIn, gifting, etc.)
• Create and optimize account-based outreach strategies
• Operational Ownership
• Establish and track KPIs tied to enterprise pipeline creation
• Oversee and optimize the outbound tech stack (Outreach, Apollo, LinkedIn Sales Navigator, etc.)
• Partner with Sales Ops to ensure accurate reporting, lead routing, and coverage models
• Collaborate with Marketing, but own outbound pipeline accountability

Requirements

• 5+ years of **B2B SaaS** sales experience
• Comfortability beginning as a player coach
• Proven success building and scaling outbound pipeline, especially into enterprise accounts
• Strong background as a top-performing outbound IC prior to management
• Experience selling into enterprise stakeholders and multi-threaded buying groups
• Demonstrated ability to build outbound frameworks from scratch
• High standards for activity, messaging quality, and accountability
• Experience with prospecting and sequencing tools (LinkedIn Sales Navigator, Apollo, Outreach, Salesloft, etc.)
• Comfortable operating in fast-paced, build-mode environments
• Experience in mobile, digital advertising, or data/analytics ecosystems is a plus.