Business Development Manager, Upsun
+ Company stock options
More information about location
3 days a week in office (Irvine, CA)
Cloud hosting platform
Job no longer available
Cloud hosting platform
201-500 employees
Job no longer available
+ Company stock options
More information about location
3 days a week in office (Irvine, CA)
201-500 employees
Company mission
To enable forward-thinking organisations to build, iterate, and responsibly scale amazing digital experiences - with zero time managing infrastructure.
Role
Who you are
- 3+ years of SaaS sales, business development, or sales enablement experience, including 2+ years managing BDR/SDR teams
- Proven track record of consistently meeting or exceeding pipeline and meeting targets
- Strong coaching, mentoring, and people-development skills
- Deep understanding of B2B SaaS sales cycles, pipeline generation, and ICP targeting
- Familiarity with sales tech stacks (e.g., Salesforce, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo)
- Data-driven mindset with the ability to analyze performance and optimize results
- Excellent communication and collaboration skills across sales, marketing, and enablement
- Knowledge of sales methodologies (e.g., MEDDIC, Challenger, SPIN, Sandler)
- Bachelor’s degree in Business, Marketing, Communications, or related field (preferred)
- High energy, resilience, and adaptability in fast-paced tech environments
- Ability to commute to the office (Irvine) 3 times per week
What the job involves
- As the Manager of Business Development, you play a pivotal role in driving pipeline growth, team development, and sales alignment
- Reporting directly to the Chief Revenue Officer (CRO) and working in a hybrid capacity from Irvine, California, you lead a team of BDRs/SDRs, equipping them with the skills, tools, and motivation to become high-performing contributors
- By blending leadership with strategy, you ensure the team consistently generates qualified opportunities while fostering a culture of resilience, curiosity, and continuous learning
- You act as the bridge between marketing, sales, and enablement, ensuring alignment on messaging, ICP targeting, and go-to-market strategy
- With a data-driven approach, you use insights to refine processes, optimize performance, and scale repeatable success
- Beyond pipeline generation, you provide mentorship and career development, shaping the future sales leaders of the organization
- Recruit, onboard, and develop BDRs/SDRs into high-performing team members
- Provide ongoing coaching on messaging, objection handling, and prospecting best practices
- Foster a culture of curiosity, resilience, and growth
- Own the team’s pipeline contribution goals and ensure consistent qualified lead flow to sales
- Monitor and optimize outbound prospecting efforts across calls, emails, and social outreach
- Partner with marketing to maximize impact from inbound leads and campaigns
- Build and refine prospecting cadences, qualification frameworks, and outreach strategies
- Align the team around ICP, personas, and messaging to increase conversion rates
- Standardize handoff processes between BDRs and Account Executives for smooth transitions
- Define and track KPIs such as meetings booked, conversion rates, pipeline sourced, and activity levels
- Deliver weekly reporting and insights to sales leadership on pipeline health
- Use performance data to identify gaps and implement process or training improvements
- Partner with Sales and Enablement to align on GTM strategy and campaigns
- Provide field feedback to marketing on messaging effectiveness and market trends
- Collaborate with sales leadership to ensure BDR focus matches account and territory strategy
- Oversee adoption and optimization of CRM and sales engagement tools
- Ensure accuracy and data hygiene within Salesforce (or other CRM)
- Establish clear progression paths for BDRs (toward AE, CSM, or other roles)
- Drive recognition, motivation, and retention through coaching and career planning
Application process
- You can expect 3 interviews on Google Meet to follow the order below. Should you successfully move through the entire process you will have the opportunity to meet with a variety of Platformers
- Our goal is to ensure you can make the most informed decision on whether this role, and our culture aligns with what you’re looking for in your future working environment
- 45 Minutes with Talent Acquisition
- 60 Minutes with Hiring Manager (GM, Sales)
- 45 Minutes with Executive (CRO)
Our take
Upsun, formerly Platform.sh, makes it easier for web developers to build websites and apps without having to worry about maintaining web infrastructure – something that’s become increasingly complex on the cloud. Using the platform, developers can deploy sophisticated, out-of-the-box architectures and infrastructures.
There’s been a lot of activity in the lucrative Platform-as-a-Service (PaaS) market over the last few years. Indeed, the market is growing at nearly 20% annually, with companies like Heroku and Vercel doing very well. However, with a large customer base that includes Orange, Adobe, Nestlé, and The Financial Times, Upsun is doing more than just holding its own.
After a major funding round in 2022, which was led by Morgan Stanley Expansion Capital, the company has continued to rapidly grow its globally distributed workforce. Upsun maintains a keen eye on expanding further into the US as well as Western Europe.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-2% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Jun 2022
$140m
SERIES D
May 2018
$34m
SERIES C
Total funding: $181.3m
Company benefits
- Competitive PTO
- Parental leave
- Remote working/flexibility
- Healthcare, dental, and vision (US and France staff only)
- 401k, with employer contribution (US staff only)
- Extra compensation for on-call ops and support staff
- Company shares (discretionary)
- Annual budget for professional development
- Unlimited Platform.sh accounts
- Annual company retreat
Company HQ
Bonne-Nouvelle, Paris, France
Leadership
Fred Plais
(Co-Founder & CEO)Co-founded and was CEO of Commerce Guys. Former General Manager of web and community development company AF83, and former Head of Music, Games & Premium Content at telecommunication company SFR (Vodafone Group).
Salary benchmarks
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