Manager, Business Development
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What you'll do
- Day-one management of existing BDRs — coaching, pipeline review, ramp plans, weekly 1:1s, performance accountability.
- Sequencing strategy, messaging, call frameworks, activity standards, QA on outbound quality, and the ramp playbook that makes the next hire productive faster than the last one.
- Partner with RevOps to architect how the stack is configured, adopted, and measured — and report what's missing to drive a high-performing outbound function.
- Partner directly with AE-side sales leadership on rep behavior, coaching, and accountability across both sides of the pod.
- Work with marketing and growth to convert webinars, events, and campaigns into booked meetings.
- Hire, onboard, and ramp additional BDRs as revenue and demand justify the headcount.
- Bring a point of view on where the pipeline comes from and argue for it.
What they're looking for
- 5+ years managing BDR/SDR teams.
- You have personally scaled a BDR/SDR function — built the coaching, sequencing, and campaign infrastructure, not just inherited and maintained it.
- B2B SaaS experience.
- Experience running an integrated outbound stack end to end: sequencing/engagement, CRM, dialer, intent data, call intelligence.
- Experience running outbound tightly aligned to ICP and named target accounts in close partnership with AEs.
- Experience managing outbound motions into net new prospects and expansion install base accounts.
- Experience partnering with marketing and growth on campaign-based pipeline generation.
- Willing to stay on the phones with your team for coaching and credibility.
- Able to travel to Austin regularly (monthly), plus travel for market-facing events.
Nice to have
- Experience working in an org selling into manufacturing, defense, or industrial markets.
- Experience working in an org selling supply chain software.
- Experience building a function inside a Series A/B company.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Company Overview: Sustainment is an AI-native software platform that helps US-based manufacturers easily find and work with the critical suppliers they need to build and manage their supply chains. Our vision is to reimagine American manufacturing as a hyperconnected, secure, and resilient ecosystem of local and regional suppliers who can more easily connect, interact, and do business with the industry and government customers that rely on them. We are a dual-use technology platform that supports both DoD and commercial customers in pursuit of our vision.
Location: Austin, TX (hybrid preferred). Open to candidates outside Austin open to travel roughly 50% of the time to Austin, customer meetings and market-facing events.
Reports to: VP, Sales Team: 2 BDRs today, growing with revenue
The role
Sustainment is building the software layer that connects manufacturers to the supply base they depend on. We sell into upper-mid-market and enterprise manufacturers, and our outbound motion is the front door to that pipeline.
With two BDRs currently on the team, you’ll have the opportunity to build and shape the BDR function from the ground up; establishing our coaching cadence, sequence discipline, campaign coordination, and ramp plan.
This is a leadership seat, not a book of business. You will not carry a personal quota or own strategic accounts. You will own the performance of the people who feed the top of the funnel and the system that produces it. You will be judged on what your system and your people can produce.
What you'll own
- The team. Day-one management of existing BDRs — coaching, pipeline review, ramp plans, weekly 1:1s, performance accountability. You inherit a team of people where you will have an opportunity to be hands on and in the weeds, building from the ground up.
- The function. Sequencing strategy, messaging, call frameworks, activity standards, QA on outbound quality, and the ramp playbook that makes the next hire productive faster than the last one.
- The stack. We have a CRM, alongside dialing, intent, and call intelligence tooling. You will partner with RevOps to architect how the stack is configured, adopted, and measured — and you report what's missing to drive a high-performing outbound function.
- Pod alignment with AEs. BDRs and AEs work tightly here against a defined ICP and named target accounts. You partner directly with AE-side sales leadership on rep behavior, coaching, and accountability across both sides of the pod.
- Campaign-driven pipeline. You work with marketing and growth to convert webinars, events, and campaigns into booked meetings — not to receive a list, but to shape what gets built and how it gets worked.
- Hiring and scale. You hire, onboard, and ramp additional BDRs as revenue and demand justify the headcount. You build the bench before we need it.
- A voice in demand strategy. You are expected to bring a point of view on where the pipeline comes from and argue for it. We do not hand you a plan and ask you to execute it quietly.
What good looks like
- The existing team is operating to a defined standard with measurable, inspectable activity and conversion metrics.
- A documented outbound playbook exists — sequences, call frameworks, objection handling, ramp curriculum.
- Sourced pipeline is predictable enough to forecast against.
- Future BDR’s we hire ramp on thoughtful plan built by you.
Hard requirements
- 5+ years managing BDR/SDR teams.
- You have personally scaled a BDR/SDR function — built the coaching, sequencing, and campaign infrastructure, not just inherited and maintained it.
- B2B SaaS experience.
- Experience running an integrated outbound stack end to end: sequencing/engagement, CRM, dialer, intent data, call intelligence.
- Experience running outbound tightly aligned to ICP and named target accounts in close partnership with AEs.
- Experience managing outbound motions into net new prospects and expansion install base accounts.
- Experience partnering with marketing and growth on campaign-based pipeline generation.
- Willing to stay on the phones with your team for coaching and credibility.
- Able to travel to Austin regularly (monthly), plus travel for market-facing events.
Nice to have
- Experience working in an org selling into manufacturing, defense, or industrial markets.
- Experience working in an org selling supply chain software.
- Experience building a function inside a Series A/B company.
How we work
Sustainment is a Public Benefit Corporation headquartered in Austin. Our team includes retired military leadership and operators who have built things under real constraints. We run on clear ownership, measurable outcomes, and a bias to action. Low ego is not a slogan here — it's a hiring filter.
Sustainment offers a competitive benefits package for full time employees including medical, dental, vision, paid time off, company holidays, and 401K matching.
Sustainment is proud to be an equal opportunity employer. We provide employment opportunities without regard to age, race, color, ancestry, national origin, religion, disability, sex, gender identity or expression, sexual orientation, veteran status, or any other protected class.
Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.
Sustainment participates in E-Verify.
Company
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