About the Role

As the Business Development Manager of our North America Business Development Representative (BDR) team, you will be responsible for overseeing both individual BDRs and team leads, driving our direct sales strategies throughout the region. This high-impact leadership role requires a results-driven manager with a passion for developing people, refining processes, and implementing AI frameworks to maximize pipeline growth and team performance.

You will play a pivotal role in guiding the team's day-to-day operations, long-term strategy, and ongoing professional development. In addition, you will work closely with senior management, regional sales, marketing, and enablement to ensure alignment of goals and continuous improvement.

In this role you will...

Lead and Develop: Inspire, coach, and manage a high-performance team of BDRs and Team Leads, setting clear goals and providing continuous feedback to ensure professional growth and retention.

Strategic Leadership: Design and execute scalable outbound and inbound prospecting strategies for North America, ensuring the team meets and exceeds pipeline and revenue goals.

Process Optimization: Develop, document, and refine sales processes, lead management techniques, and qualification frameworks for maximum efficiency and effectiveness.

AI & Technology Enablement: Leverage cutting-edge AI tools and automation to optimize lead scoring, customer targeting, and outreach personalization, continuously iterating on best practices.

Collaboration: Foster strong alignment with regional sales managers, marketing, operations, and sales leaders to coordinate joint go-to-market and prospecting strategies.

Performance Management: Establish and monitor key performance indicators (KPIs) and benchmarks for individuals and the team; prepare and present regular growth and pipeline reporting and insights to senior stakeholders.

Career Development: Champion a culture of learning, mentorship, and career advancement-ensuring comprehensive onboarding, regular training, and clear promotion pathways for the team.

Accountability: Ensure strict compliance with privacy, security, and data protection standards in all prospecting activities.

Key Competencies & Skill Sets

Team Leadership: Proven ability to build, mentor, and inspire diverse teams to achieve ambitious performance targets.

Strategic Thinking: Demonstrated experience in designing and executing business development or sales strategies at scale.

Process Orientation: Strong aptitude for creating, documenting, and refining repeatable processes and best practices.

AI & Analytical Acumen: Experience with AI/ML tools in sales or marketing (e.g., conversational intelligence, intent data, predictive scoring), and a data-driven mindset.

Communication: Exceptional written and verbal communication skills across all levels-team, peers, and executive management.

Collaboration: Track record of cross-functional teamwork and stakeholder management, especially with sales, marketing, and revenue ops.

Coaching & Enablement: Passion for talent development, including onboarding, continuous training, and individualized coaching.

Adaptability: Comfort with change, ambiguity, and rapid growth in a fast-paced environment.

Results Orientation: Strong focus on metrics, outcomes, and accountability for self and team performance.

You've got what it takes if you have...

Bachelor's degree or equivalent experience required.

5+ years' experience in business development, direct sales, or sales management (preferably in B2B SaaS and/or technology industry).

Demonstrated experience managing BDR teams and/or team leads; multi-region or North America sales experience a plus.

Hands-on experience implementing AI/automation tools in a sales development context.

Strong analytical, organizational, and project management skills.

Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment

Consideration for privacy and security obligations

What We Offer

A collaborative team-first work culture with strong focus on growth, mentorship, and advancement.

Comprehensive onboarding and ongoing training programs for leadership and technical skills.

Clear progression path-with regular performance conversations and eligibility for advancement.

The opportunity to shape and scale our go-to-market strategy using the latest in sales and AI technology.

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com