Manager, Business Development

Location: Scottsdale, AZ, On-site, 5 days a week

The Business Development Manager is a frontline leadership role responsible for driving daily execution, rep performance, and pipeline generation across a team of BDRs. This is a hands-on management role reporting to the Sr. Director of Business Development, focused on coaching, accountability, and turning strategy into consistent rep behavior.

This role is based at Nextiva HQ in Scottsdale, Arizona and requires working on-site five days a week. You will work alongside your team daily to drive performance, coaching, and rep development.

The Business Development Manager is a frontline leadership role responsible for driving daily execution, rep performance, and pipeline generation across a team of BDRs. This is a hands-on management role reporting to the Sr. Director of Business Development, focused on coaching, accountability, and turning strategy into consistent rep behavior. This role is based at Nextiva HQ in Scottsdale, Arizona and requires working on-site five days a week. You will work alongside your team daily to drive performance, coaching, and rep development.

About the Role: 

• Manage a team of 8 to 12 BDRs across inbound, outbound, and expansion segments
• This role is heavily focused on building and scaling outbound pipeline generation across the business
• Own team-level pipeline generation targets and performance against quota, where Sales Accepted Leads (SALs) act as the qualification gate for pipeline creation and MRR attribution
• Ensure strong conversion from SAL to qualified pipeline through rigorous qualification and alignment with Account Executives
• Run consistent, high-quality weekly 1:1s focused on pipeline, performance, behavior, and career growth
• Coach to activity metrics including dials, connects, conversations, sequence coverage, meetings set, and pipeline generated
• Listen to calls daily and deliver coaching across live sessions, 1:1s, and team environments, building a culture where reps actively seek feedback
• Run weekly team meetings, daily standups, and pipeline reviews that drive clear next steps
• Hold reps accountable to performance standards through clear expectations, documented feedback, and performance management when needed
• Own BDR career progression, identifying promotion-ready reps, building development plans, and partnering with sales leadership on AE pathing
• Partner with Account Executives and segment leaders to ensure meeting quality, timely follow-up, and clean handoffs
• Onboard and ramp new BDRs to productivity within the defined ramp window
• Reinforce consistent use of the sales tech stack, including Salesforce, Outreach.io, ZoomInfo, LinkedIn Sales Navigator, and Nooks, within daily workflows
• Execute outbound strategy, sequencing, and reporting frameworks set by sales development leadership
• Leverage AI tools like ChatGPT, Claude, Outreach Agents and Nooks Agents within daily workflows to improve rep productivity, strengthen outbound quality, and scale pipeline generation efficiently

 About You:

• Based in the Phoenix or Scottsdale area, this role is fully on-site five days a week at Nextiva HQ
• 2 to 4 years of frontline sales management experience, ideally managing SDR or BDR teams in a SaaS environment
• Proven track record of developing reps, including promotions, ramp time, quota attainment, and retention
• You enjoy coaching, including call reviews, role plays, and live feedback
• AI-native operator who uses tools like ChatGPT, Claude, and emerging AI platforms to out-execute, improve productivity, and scale high-quality output
• Curious about emerging AI technologies and motivated to bring new tools into the workflow
• Proficient in Salesforce, comfortable building reports and dashboards, analyzing data, and managing rep activity
• Experience with Outreach.io or similar sales engagement platforms strongly preferred
• Experience with Nooks or similar parallel dialers preferred
• Drive adoption of AI tools across the team to improve personalization, efficiency, and conversion rates
• Strong operator mindset with disciplined execution around activity tracking, 1:1 cadence, and follow-through
• Clear and confident communicator who delivers direct, constructive feedback while maintaining a high standard
• Own your team’s number and your reps’ development
• Coachable and open to feedback
• Energetic, competitive, and resilient, you set the tone for the team each day

Nextiva DNA (Core Competencies)

Nextiva’s most successful team members share common traits and behaviors:

• Drives Results: Action-oriented problem solvers who quickly bring clarity and simplicity to ambiguity, challenge the status quo, and lead meaningful change; celebrating wins to fuel momentum. They act swiftly and pragmatically, learning and improving as they go.
• Critical Thinker: Data-driven, forward-thinking individuals who identify key drivers, anticipate risks, and deliver clear recommendations. They confidently leverage AI and automation to reduce friction, improve decision-making, and focus on higher-value work.
• Right Attitude: Collaborative, competitive, and resilient team players who jump in to solve tough problems, learn from setbacks, and foster a culture of service, respect, and care for customers and teammates.

Total Rewards

Our Total Rewards offerings are designed to allow Nexties to take care of themselves and their families so they can be their best, in and out of the office. 

Our compensation packages are tailored to each role and candidate's qualifications. We consider a wide range of factors, including skills, experience, training, and certifications, when determining compensation. We aim to offer competitive salaries or wages that reflect the value you bring to our team. Depending on the position, compensation may include base salary and/or hourly wages, incentives, or bonuses. 

• 🍏 Health: Multiple health plan options to suit your needs, including medical, dental, vision, and telemedicine coverage 
• 💼 Insurance: Life, disability, and supplemental indemnity plans 
• ⚖️ Work-Life Balance: Flexible Time Off for salaried employees, PTO for hourly employees, Paid Sick Time, Paid Parental Bonding Leave, and holiday pay
• 💰 Financial Security: 401(k) with company match, Health Savings Accounts with company contributions, Dependent Care FSA 
• 🤸‍ Wellness: Employee Assistance Program (EAP) and comprehensive wellness initiatives 
• 🌱 Growth: Access to ongoing learning and development opportunities and career advancement 

At Nextiva, we're committed to supporting our employees' health, well-being, and professional growth. Join us and build a rewarding career!  

Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS. 

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