Senior Business Development Manager
Zip
Our co-founders started Zip in 2020 to address this seemingly intractable problem with a purpose-built platform that provides a simple, consumer-grade user experience. Within just a few short years, Zip created the procurement orchestration category and developed the leading solution in this $50B+ TAM space. Today, leading companies like Instacart, Anthropic, Sephora, Discover, Reddit, and Lyft rely on Zip to manage billions of dollars in spend.
We're a fast-growing team that helped scale category-defining companies like Airbnb, Meta, Salesforce, Databricks, Ramp, Apple, and Google. With a $2.2 billion valuation and $370 million in funding from Y Combinator, BOND, DST Global, and CRV, we’re focused on developing cutting-edge technology, expanding into new global markets, and—above all–driving incredible value for our customers. Join us!
Your Role
Zip is looking for a creative and motivated Manager of our Business Development Team in Toronto with experience building and leading teams that are responsible for generating outbound interest and qualifying interest for our go-to-market teams.
As a Manager of our Business Development (BDR) Team, you will lead and manage a team of Business Development Representatives (BDRs). Our BDRs conduct cold outreach to generate interest in Zip and this role will focus highly on providing strategic guidance on how to qualify and sell Zip as a must-have tool to prospects. You will partner closely with the Director of BD and the Sales Leadership Team to collaborate on account strategies while consistently achieving monthly quotas at the team level.
Since this role will make a large impact on our team, we’re looking for someone with proven success in past sales leadership roles such as achieving quota consistently, hiring and developing salespeople, experience with tech sales, and seeing the value of strong customer relationships within a sales process.
If you have a proactive customer-first mentality with the passion to demonstrate Zip’s commitment to our merchants, are committed to our values, want to lead and mentor best-in-class sales teams while executing at a high level, we’d love to talk to you! Applicants should have a growth mindset and be excited to work collaboratively across the Revenue and Product organization.
Qualifications
2+ years of experience leading Sales Development or Business Development teams of 5 or more
Deep knowledge of Sales Engagement Platforms like Outreach.io or Salesloft
A consistent track record of exceeding sales pipeline goals
Experience in developing and implementing strategic process and enablement materials to increase team efficiencies
Deep understand of Outbound Sales Development including email copywriting, cold calling, objection handling, and qualifying
Experience managing and coaching junior sales employees and a genuine motivation to help facilitate the career growth of others both personally and professionally
Open to working in an office environment 5x a week
Nice to Haves
Tech experience or proven success in a fast-paced environment
An ability to celebrate change and embrace accountability
Tech sales experience with a deep understanding of creating and fostering an exciting team culture
Technical expertise and ability to acquire knowledge of new products and be able to articulate the value in an outbound prospecting motion
Demonstrated ability to manage through change and help others learn how to celebrate wins together
Excellent written and verbal communication skills with a paramount focus on detail
Experience with Salesforce, Outreach, ZoomInfo, Gong, and/or SalesNavigator
Within 2 weeks, you will...
Complete Zip’s new hire training & onboarding program alongside other new Zip team members
Gain a broader understanding of our products and how your role fits into the organization
Partner with the Director of Business Development on key success metrics for your role and how you will measure against them
Partner with the Director of Business Development to discuss your personal and professional goals
Deeply familiarize yourself with your BDR Team and begin plans for coaching, 1:1s, Enablement and more
Begin developing familiarity with our business, platform, and applications, as well as our company’s key metrics
Meet the BDR team in 1:1s to understand each individual’s current challenges and areas of opportunity
Educate yourself on the current team structure, goals, and strengths/weaknesses
Acclimate yourself with the day-to-day responsibilities of Zip’s Business Development team by shadowing team members, listening to recorded customer calls, and working closely with our Sales Leadership Team
Create a coaching and mentorship plan for you BDR team
Within 1 month, you will...
Create, maintain, coach, and mentor your BDR team to perform to a high standard
Begin coaching and mentoring the team with call shadowing and role-plays to help them improve, both professionally and personally
Educate yourself on our business model, outbound selling motion, and outreach approach by working a small book of business to understand the team’s headspace
Understand the KPIs that are driving the business and have a familiarity with how to manage each individual on your team to them
Gain an understanding of our typical hiring profile and create a vision for how to raise the bar with all future hiring for the BDR team
Meet with leaders throughout the Revenue organization that share responsibility for obtaining similar target and identify key areas of opportunity
Partner with the Director of BD to streamline onboarding and process throughout the org
Within 2 months, you will...
Achieve department standards that include activity metrics and pipeline generation
Establish a strong understanding of sales enablement, create/analyze team reports, identify coaching opportunities, and improve processes org wide
Create an early concept of the future plan for your team and begin prioritizing
Meet agreed-upon goals and targets relating to revenue targets and team productivity
Continue to develop your team, both personally and professionally
Consistently reflect on your own skill and development gaps
Communicate team feedback to Director of BD
Step up as a leader to share best practices across the sales organization and help others grow from your experiences
Become a key stakeholder in Zip’s growth as we continue to scale our core business
Within 6-12 months, you will...
Measure initial process improvements and make adjustments where appropriate
Have built strong cross-departmental relationships within our revenue team including Revenue Leadership, Revenue Operations, Marketing, and Product, etc
Exceed agreed-upon goals and targets relating to revenue targets and team productivity
Continue to develop your team, both personally and professionally
Become a Zip expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers accomplish their goals
Inspire the team to exceed targets by closely monitoring and managing our process consistency
Obtain solicited and unsolicited feedback and act upon peer, customer, and leadership feedback
Be recognized as a subject matter expert and leader at Zip
Work with the Director of BD to establish and begin executing against the long-term plan for the BDR team including college recruitment, team process, scaling an org internationally
Promote members on your team and begin creating a bench of new talent
Perks & Benefits
At Zip, we’re committed to providing our employees with everything they need to do their best work.
📈 Start-up equity
🦷 Health, vision & dental coverage
🍽️ Catered lunches & dinners for TO employees
🚠 Team building events & happy hours
🌴 Flexible PTO
💻 Apple equipment plus home office budget
We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!