Manager of Business Development Representatives, Poppulo
$75-100k
Plus variable & Performance-related bonus
Customer & employee communications experience software
Job no longer available
Customer & employee communications experience software
501-1000 employees
Job no longer available
$75-100k
Plus variable & Performance-related bonus
501-1000 employees
Company mission
To help businesses connect people, systems, and ways of working to deepen relationships and move forward together.
Role
Who you are
- Successfully mastered the following skills: Sales Management, aggressive cold/warm calling, prospecting, product demonstration and closing
- At least 4 years of related experience with at least 1-2 years of management experience
- Proven success in professional sales, preferably in enterprise solutions selling within the Financial Services industry, which includes insurance
- Operational knowledge of various Windows based application programs and current Internet technologies
- Management of pipelines, territories, forecasting and processes. Our ideal candidate will also be/have:
- Experience with coaching and mentoring
- Self-motivated, ability to work independently and motivate a team
What the job involves
- As the Manager of our Business Development team your primary responsibility is to drive revenue growth by driving and owning the Lead Management Process
- This people management role focuses on sales performance initiatives for the Business Development (BDR) organization, through establishing and refining processes to create qualified sales opportunities
- The BDR Manager leads a team of 7-10 individuals and reports to the VP of Sales Operations.
- The BDR organization is a vital link between Marketing and Sales, and the BDR Manager must be able to plan, train & coach, mentor team members, and supervise BDR staff.
- This role has thorough knowledge of the organization’s products/services, and can partner with Marketing to execute campaigns, programs, and closed-loop business & sales development activities
- Lead and drive the activities of BDR sales team, including hiring, coaching, developing talent, team culture and performance management in a SaaS, and Software Bookings revenue environment
- The BDR Manager also works closely with the entire Sales organization to ensure that BDR staff provide adequate support to the field. BDR Manager is a key leader in the sales organization and is responsible for market development, setting targets, relationship development between marketing, products, finance, and the BDR team, and ensuring that Opportunities & Revenue are generated
- Build and refine Lead Management and reporting processes as part of continuous improvement efforts
- Possess a deep understanding of Salesforce.com and other key Marketing Automation technologies
- Knowledge and working understanding of the latest Sales Development (SDR) and Business Development tools, techniques, and methodologies
- Collaborate with Marketing & Product teams to execute campaigns that ensure lead quality and quantity with proper closed-loop metric reporting
- Regularly report on team and individual results: pipeline, conversion rates, and quarterly performance
- Collaborate with internal sales operations stakeholders on reporting and analysis
- Identify and make recommendations for improvement in sales productivity
- Chart and Deliver timely and accurate forecasting and pipeline management
- Collaborate with other internal organizations and coordinate internal resources as needed
- Ensure CRM tools and Poppulo value-selling methodology are leveraged to process and track opportunities
- Direct team with corporate goals and use SMART goals to deliver results
- Encourage innovation by exchanging new ideas to improve operation and efficiency within sales and the supporting organization
- Has a strong Test, Learn, Iterate mentality to drive constant improvement
Our take
Poppulo delivers the world’s first communications experience platform, Poppulo Harmony, that unites multiple communications channels in one content creation and publishing experience. Through the Harmony platform, businesses can improve both internal and external communications, improving employee engagement and the customer experience.
Poppulo was first launched as an email marketing solution, but it underwent a dramatic rebranding in order to focus on internal communications. This move proved successful, with the company going on to serve thousands of businesses including Santander, Rolls-Royce and ASOS. And in 2021, a merger with Four Winds saw Poppulo valued at around $1B, establishing it as a major player in the communications market.
It was in 2022 that Poppulo released the Harmony platform, adding customer communication capabilities to its employee engagement toolkit, and becoming a one-stop-shop for all its clients' communication needs. Since then, the company has focused on international expansion and strenghthening its leadership team, while contunuing to invest in AI. Most recently, Poppulo became the first digital signage provider to achieve ISO 42001 certification for Responsible AI, reinforcing its position as a trusted, enterprise-ready platform as AI becomes increasingly central to workplace communications.
Steph
Company Specialist at Welcome to the Jungle
Insights
1% employee growth in 12 months
Company
Funding (1 round)
Jan 2019
$35m
LATE VC
Total funding: $35m
Company benefits
- Competitive salary and additional variable compensation
- Remote-friendly working
- Flexible working hours
- Opportunity to grow and progress
- Wellbeing programs
- Office events and socials
- Top of the range toolset
- 401k
- Healthcare including dental & vision plans
- Flexible PTO
- ClassPass membership
Company HQ
Civic Center, Denver, CO
Leadership
Ruth F.
(CEO)Prior to joining Poppulo in 2023, Ruth was the COO and President of Commercial Operations at Sovos. She also served as an EVP and GM of Retail/Consumer Payment Solutions & Payment in Public Cloud at ACI Worldwide.
Eoin Byrne
(CPO)Prior to joining Poppulo in 2022, Eoin spent 5 years at Lidl US as a Senior DIrector of HR, Head of HR, and Chief HR Officer. Before that, he worked as the Head of Diversity and Inclusion, HR Engagement at Lidl, Germany and spent nearly 9 years at Lidl Ireland as Sales Operations Manager, Regional Administration Executive and Head of Engagement and Employee Relations.
Mike Shapaker
(CMO)Prior to joining Poppulo in 2023, ike spent 14 years at ChannelAdvisor, holding various roles including VP of Product Management and CMO.
Alejandro Wyszkowski
(CFO)Prior to joining Poppulo in 2025, Alejandro was an Executive Director of Finance and Administration at Vista Equity Partners. He also served as a Chief Business Development Officer/CFO at OPIE Software.
Glenda Kirby
(CCO)Prior to joining Poppulo in 2023, Glenda spent 3 years at Indeed. While there, she was the VP of CLient Success EMEA, SEA, India, Australian & New Zealand. Before that, she spent 5 years at LinkedIn, as a Senior Manager of Customer Success and Director of Customer Success EMEA & LATAM.
Frank Gauld
(CPTO)Frank joined Poppulo in 2024 as CPO, moving into the role of CHief Product & Technology officer in 2025. Previously, he was the CEO at Smart Data Foundry and aizle.ai. He also spent nearly 8 years at NCR Corporation in various roles, including VP of Strategy, Digital & Payments Services and Corporate VP of DIgital First Banking.
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