Manager, Business Development

Nextiva offers comprehensive benefits, a collaborative culture, and ongoing growth opportunities. This onsite Manager, Business Development role in Scottsdale leads a team of 8 to 12 BDRs, focusing on daily execution, pipeline generation, coaching, and close collaboration with Account Executives. The position is onsite five days a week.

Benefits and total rewards

• Health coverage including medical, dental, vision, and telemedicine.
• Life, disability, and supplemental indemnity insurance options.
• Flexible time off for salaried employees, PTO for hourly staff, paid sick time, paid parental bonding leave, and holiday pay.
• 401(k) with company match, Health Savings Accounts with company contributions, and a Dependent Care FSA.
• Employee Assistance Program and broad wellness initiatives.
• Access to ongoing learning, development opportunities, and clear paths for career advancement.

Nextiva DNA core competencies

• Drives Results: Action-oriented problem solvers who bring clarity to ambiguity, challenge the status quo, celebrate wins, and move quickly with pragmatic learning to improve.
• Critical Thinker: Data-driven and forward-looking, identifying key drivers, anticipating risks, and delivering clear recommendations while leveraging AI and automation to reduce friction.
• Right Attitude: Collaborative, competitive, and resilient team players who foster service, respect, and care for customers and teammates.

Responsibilities

• Lead a team of 8 to 12 BDRs across inbound, outbound, and expansion segments.
• Focus on building and scaling outbound pipeline generation across the business.
• Own team-level pipeline targets and quota performance, with Sales Accepted Leads acting as the qualification gate for pipeline creation and MRR attribution.
• Ensure strong SAL to qualified pipeline conversion through rigorous qualification and alignment with Account Executives.
• Conduct consistent, high-quality weekly 1:1s centered 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 to cultivate a feedback-forward culture.
• Lead weekly team meetings, daily standups, and pipeline reviews with 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 such as ChatGPT, Claude, Outreach Agents, and Nooks Agents to enhance productivity, outbound quality, and scalable pipeline generation.

Requirements

• Based in the Phoenix or Scottsdale area, fully on-site five days a week at Nextiva HQ.
• 2 to 4 years of frontline sales management experience, ideally leading SDR or BDR teams in a SaaS environment.
• Proven track record of developing reps, including promotions, ramp time, quota attainment, and retention.
• Passion for 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, boost productivity, and scale high-quality output.
• Curiosity about emerging AI technologies and motivation to integrate 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.
• Commitment to driving AI adoption 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 high standards.
• Owns the team's numbers and reps' development.
• Coachable and open to feedback; energetic, competitive, and resilient, setting the daily tone for the team.

Technologies we use

• Salesforce
• Outreach.io
• ZoomInfo
• LinkedIn Sales Navigator
• Nooks
• ChatGPT
• Claude
• Outreach Agents
• Nooks Agents