Why This Job is Featured on The SaaS Jobs
This BDR Manager role stands out in SaaS because it sits at the point where product-market pull has to be converted into a repeatable revenue engine. Airtable’s positioning as a flexible platform means the addressable market is broad, and the company is explicitly investing in outbound structure to meet demand. That combination makes the role less about maintaining an existing motion and more about shaping how pipeline is created and qualified.
From a SaaS career perspective, the work builds durable operating skills: designing prospecting strategy, standardising qualification, and using CRM and metrics to manage performance. The remit also signals exposure to the cross-functional mechanics that underpin modern SaaS growth, with partnerships across Marketing, Data Science, Growth, and Ops. Experience running an experimental outbound program and turning learnings into scalable process is highly portable across B2B software organisations.
The role is best suited to a manager who enjoys building systems while coaching a team day to day. It fits someone who can balance creativity in messaging with discipline in measurement, and who is comfortable iterating in collaboration with adjacent teams. It also aligns with professionals looking to deepen leadership in revenue development rather than moving directly into closing roles.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
At Airtable, we are passionate about how our product democratizes software creation and empowers anyone to “create anything.” As the Business Development Manager, you will manage the hiring, training, strategy, and design of a newly built out BDR team. This includes helping build the right outbound messaging, refining our qualification criteria, and developing the next generation of Airtable sellers.
Just like Lego blocks, what our customers can build with Airtable is virtually limitless. This opens up all sorts of exciting possibilities for our Sales team in terms of who our potential customer is. As a result, the demand for our product has outpaced the capacity of our sales team.
Are you looking for some truly fascinating work, where you'll work alongside a best in class team, harnessing the power of an extraordinary product, for a company with unlimited growth potential?
What you'll do
- Hire, train and manage a team of Business Development Representatives.
- Develop and validate new strategies for prospecting and outbound efforts that can be scaled across the Sales team.
- Work cross-functionally with Marketing, Data Science, Growth and Ops teams to develop thoughtful and innovative approaches to prospecting.
- Operate a highly agile and experimental team that can quickly formulate, test and validate new Sales growth tactics.
- Implement, improve and standardize key sales processes in service of driving consistent and repeatable motions that predictably drive revenue growth.
- Actively use Salesforce to manage BDR sales processes and set standards for performance metrics.
Who you are
- You have 5+ years of SaaS experience working within revenue focused teams responsible for selling software solutions into multiple industries.
- You have 1+ years of experience leading a business development team.
- You have a deep understanding of outbound selling and prospecting.
- You have strong analytical skills.
- Experience building and leading experimental teams.
- You thrive partnering with different cross functional teams to design and execute effective ways to get customers on the phone.
- You are a strong written and verbal communicator.
- You are passionate about our overall mission and how customers can use Airtable.
- You are scrappy, resourceful and a creative problem solver when discovering the business needs of your customer and understanding how Airtable plugs into the bigger picture.
Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances. Learn more about your EEO rights as an applicant.
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If you have a medical condition, disability, or religious belief/practice which inhibits your ability to participate in any part of the application or interview process, please complete our Accommodations Request Formand let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations to qualified applicants.
