Manager, Business Development

As Manager, Business Development, you lead and develop Encord's Commercial Associates to win with top AI teams and growth-stage customers. You'll shape the CA program, coach a high-potential team, and ensure a strong pipeline while collaborating with Sales, Marketing and Customer Success. You'll blend hands-on deal exposure with scalable processes to accelerate the path from prospecting to AE advancement. This role offers rapid impact in a fast-growing, mission-driven AI company at the forefront of enterprise AI. You'll work across strategic accounts and help scale a pivotal sales program in a dynamic environment.

• Competitive salary, commission and equity
• Accelerated growth opportunities
• In-person culture: 4 days/week
• Annual learning & development budget
• Health, dental, and vision coverage
• Paid vacation and public holidays

• Lead, coach and develop CAs through 1:1s, call reviews, pipeline reviews and live-deal shadowing
• Own the team's pipeline and meeting targets, and inspect performance to guide intervention
• Hire and onboard new CAs with ramp plans to productivity
• Bridge CAs and Account Executives, enabling learn-on-deal opportunities
• Test and iterate campaigns, messaging, sequences and channels; share learnings across the team
• Collaborate with Sales, Marketing and Customer Success on targeting, handoffs and key account pursuits
• Support CA growth paths with stretch work and trajectory into AE roles
• Join prospecting and key accounts to stay market-connected and inform strategy
• Shape the CA program's evolution as the organization scales

• 4+ years in B2B SaaS or technology sales
• 2+ years managing or coaching SDRs/BDRs or junior sellers
• Track record of meeting or exceeding pipeline targets (individual and as a leader)
• Experience hiring, onboarding and developing reps into AE or other commercial roles
• Outbound prospecting experience at volume, including technical buyers (engineers, ML practitioners, data scientists)
• Familiarity with CRM tools (Salesforce, HubSpot) and sales engagement tools; knowledge of structured qualification methodologies
• Bachelor's degree or equivalent practical experience
• Bonus: experience selling developer tools/infrastructure, using AI tools in prospecting/coaching, and startup growth exposure

• coaching and development mindset
• ability to thrive in ambiguity
• strong relationship-building and communication
• Salesforce
• HubSpot
• sales engagement tools