Manager, Business Development

Ironclad is the leading AI contracting platform that transforms agreements into assets. Contracts move faster, insights surface instantly, and agents push work forward, all with you in control. Whether you’re buying or selling, Ironclad unifies the entire process on one intelligent platform, providing leaders with the visibility they need to stay one step ahead. That’s why the world’s most transformative organizations, from Rivian to the World Health Organization and the Associated Press, trust Ironclad to accelerate their business.

We’re consistently recognized as a leader in the industry: a Leader in the Forrester Wave and Gartner Magic Quadrant for Contract Lifecycle Management, a Fortune Great Place to Work, and one of Fast Company’s Most Innovative Workplaces. Ironclad has also been named to Forbes’ AI 50 and Business Insider’s list of Companies to Bet Your Career On. We’re backed by leading investors including Accel, Y Combinator, Sequoia, BOND, and Franklin Templeton. For more information, visit www.ironcladapp.com or follow us on LinkedIn.

This is a hybrid role based out of our San Francisco office. Office attendance is required at least three times a week on Tuesdays, Wednesdays, and Thursdays for collaboration and connection. There may be additional in-office days for team or company events.

The Manager, Business Development will manage, coach and mentor a team of highly motivated sales reps. The ideal candidate is data-driven and enjoys building and scaling processes, partnering with cross-functional teams, and driving alignment with sales to drive exceptional results. They will foster a culture of innovation by embedding AI into daily workflows, enabling their team to be more efficient, personalized, and impactful in how they engage prospects and generate pipeline.

Roles and Responsibilities:

• Build & Develop a Team:

  • Recruit, interview, and hire excellent Outbound Business Development Representatives (BDRs) at scale

  • Mentor and guide BDRs through career progression

  • Partners with leaders in the organization to build career pathways and support readiness programs into new roles

• Increase Efficiency & Productivity

  • Drive a high performance, high accountability culture to achieve and exceed sales development goals

  • Foster a strong coaching culture by supporting your BDRs through call coaching, sequence review and development, email and social selling strategies, objection handling

  • Partner with Sales Enablement on the delivery of new enablement programs, operational processes, iteration of existing programs

  • Be the go-to resource for day-to-day processes

  • Leverage AI tools and insights to increase team efficiency, optimize outreach quality, and automate low-value tasks - enabling BDRs to focus on high-impact pipeline generation

• Operational Excellence:

  • Assist in the execution and delivery of core operational tasks, including: account & territory assignments, process design and documentation, and change management.

  • Work closely with the BDRs to ensure quality efforts and how to manage proper follow-up.

  • Work closely with Marketing to identify and improve the most important KPIs for outbound pipeline creation, revenue generation, and campaign performance.

  • Work closely with PMM and Growth to understand our products and tie into outreach messaging. Maintaining a close feedback loop with Marketing at the top of funnel to help us understand what's working and what's not.

  • Forecast, report, track, and manage sales activities and results using Salesforce (CRM)

  • Provide daily, weekly and monthly reporting on KPIs, lead pipeline, conversion of qualified opportunities and overall effectiveness

• Actionable Insight:

  • Identify and make recommendations for improvement in the areas of process, efficiency and productivity

  • Track sales team metrics and report data to senior leadership on a regular basis

Key Skills:

• BA/BS in relevant discipline preferred.

• 1+ year(s) of experience as an Outbound BDR Manager, or relevant sales experience

• Have worked at a fast-paced, high-growth tech company (ideally selling into both mid-market and enterprise companies)

• Experience with Salesforce (CRM) is required.

• Experience with Outbound tools such as Outreach is required.

• Experience with data and intent signal tools such as 6Sense and G2 is preferred

• Highly fluent in designing and implementing outbound sales development playbooks, cadences, and best practices

• Experience with scaling an Outbound BDR team and can think through career paths, compensation plans, segmenting the team, etc.

• You use data and analytics to drive your decision making process, identify areas for improvement, and track progress

• Great at motivating and inspiring BDRs to high performance

• Excellent presentation, organizational, and communication skills (both written and verbal). Written samples may be requested.

• Team and goal-oriented. High output; low ego

Benefits:

• Health, dental, and vision insurance

• 401k

• Wellness reimbursement

• Take what you need vacation policy

• Generous parental leave for both primary and secondary caregivers

OTE Range: $150,000 - $200,000

The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

US Full-Time Employee Benefits at Ironclad:

• 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available

• Market-leading leave policies, including gender-neutral parental leave and compassionate leave

• Family forming support through Maven for you and your partner

• Paid time off - take the time you need, when you need it

• Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use

• Mental health support through Modern Health, including therapy, coaching, and digital tools

• Pre-tax commuter benefits (US Employees)

• 401(k) plan with Fidelity with employer match (US Employees)

• Regular team events to connect, recharge, and have fun

• And most importantly: the opportunity to help build the company you want to work at

**UK Employee-specific benefits are included on our UK job postings

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.