Senior Manager, Business Development

PolyAI is the Agentic Dialog Platform for building the conversational enterprise, used to build, run, govern, and improve dialog agents at scale. Powered by Raven, a proprietary dialog model trained on more than a billion enterprise conversations, PolyAI agents are built for complexity, open at every layer, and sovereign by design. PolyAI serves hundreds of enterprises across 75 languages and 25 countries, including Metro Bank, Marriott, PG&E, and UniCredit.

PolyAI is shifting from a sales led motion to a product led growth (PLG) motion. This role owns both the traditional outbound BDR/GTM Specialist team and the emerging PLG lead motion generated through Agent Studio signups.

Responsibilities

Train and coach GTM Specialists (BDRs) to identify, contact, and create qualified opportunities

Build the hunting and qualification skills the team needs to work both inbound hand-raisers and outbound prospecting

Provide recurring weekly 1:1 coaching and feedback to improve rep performance and skills over time

Own hiring, onboarding, and performance management for the BDR org — including ramp plans, clear performance expectations, and acting decisively when reps aren't tracking

Work the Agent Studio self-serve signup base as a prospecting surface identify which signups sit inside enterprise and mid-market accounts and qualify them into sales opportunities

Build the feedback loop that sharpens behavioral scoring so the PLG model gets better at surfacing enterprise and mid-market fit over time

Monitor team performance against targets and present accurate, timely reports and forecasts of weekly, monthly, and quarterly attainment

Work closely with Demand Gen on MQL quality and campaign feedback

Work closely with Sales and Leadership to improve opportunity management and qualification processes

Collaborate with marketing content, program managers, product marketing, and sales directors to develop messaging that converts inbound and outbound interest into qualified pipeline

Evaluate compensation structure to ensure it rewards pipeline quality and conversion outcomes rather than activity volume, and own ongoing comp program administration

Build succession planning and career paths for the team

Present accurate, timely performance reports and forecasts (weekly, monthly, quarterly)

Provide strong, stabilizing leadership: clarity, tech stack support, goal alignment, and consistent coaching for a team that has seen frequent management turnover

What You'll Bring to the Team

Minimum 5 to 7 years of experience in a BDR/GTM management role, including hands on, player coach leadership of a team

Direct experience building or scaling a product led growth (PLG) motion, not only sales led/outbound; comfortable owning both motions at once

Track record of achieving lead generation quotas selling enterprise B2B software (SaaS) and/or technology solutions

Hands on experience with multiple prospecting techniques and channels across both outbound and inbound/PLG motions

Experience with sales and marketing tools such as CRM, chat, marketing automation, LinkedIn Sales Navigator, HubSpot, PostHog or similar analytics tools, and data management/list building tools

Experience evaluating or designing compensation plans tied to pipeline quality and conversion outcomes

Experience with succession planning and building career progression paths for a BDR/GTM team

Strong verbal and written communication skills, with the ability to present to executive leadership

Your Style

Gravitas combined with exceptional, polished written and oral communication skills

Entrepreneurial spirit combined with a scrappy, competitive, and optimistic outlook

Comfortable as a builder in an evolving, growth stage environment

We provide a competitive salary range for this role - which is $160,000 - $180,000 base salary / $230,000 - $257,000 OTE (USD) or $170,000-$195,000 base salary / $243,000 - $280,000 OTE (C …