Manager, Business Development

Description

About Flosum

Flosum is the leading Salesforce-native DevOps, Security, and Data Management platform, empowering enterprise organizations to release faster, stay compliant, and protect their most critical data. As the demand for DevOps and Backup solutions within the Salesforce ecosystem grows, we are scaling our global sales organization to meet the moment.

We are looking for a Manager, Business Development to lead and grow our in-office BDR team in Pune. This is a unique opportunity to lead high-potential reps, scale a top-performing pipeline generation engine, and help shape the future of our sales motion.

What You'll Do

As a Manager, Business Development, you'll be responsible for coaching, developing, and operationalizing a team of 46 Business Development Representatives to consistently generate qualified pipeline and book meetings that lead to revenue.

You Will

• Coach, train, and mentor BDRs to improve performance, prospecting skills, and product knowledge
• Drive pipeline generation and ensure the team hits Sales Accepted Opportunity (SAO) goals and pipeline quotas
• Run structured, weekly 1:1 coaching sessions with each BDR focused on performance, mindset, and career growth
• Collaborate cross-functionally with Demand Generation and Marketing to optimize MQL quality and feedback loops
• Work with Sales leadership and the Global Director, Business Development to refine qualification criteria, hand-off processes, and messaging
• Partner with Content, Product Marketing, and Marketing Ops to develop effective outbound sequences and talk tracks
• Forecast pipeline contribution and accurately report on team performance and KPIs weekly, monthly, and quarterly
• Own the recruitment, hiring, and onboarding of new BDRs as we continue to grow the team in Pune
• Identify and share performance trends, knowledge gaps, and growth opportunities across the team
  
  

Requirements

• 2+ years of experience managing or coaching high-performing BDRs/SDRs (preferably in B2B SaaS)
• A background in prospecting, pipeline generation, or Salesforce ecosystem sales (preferred)
• Strong experience with CRM and sales engagement tools (Salesforce, Outreach, 6sense, Gong, etc.)
• Excellent verbal and written English communication skills
• A data-driven mindset with experience in forecasting, pipeline attribution, and KPI reporting
• A hands-on, people-first leadership style that promotes trust, transparency, and team development
• Ability to thrive in a high-growth, fast-paced, and collaborative environment
  
  

Performance Indicators For Success

• Sales Accepted Opportunity (SAO) attainment vs. goal
• Net new ARR pipeline generated by your team
• Initial qualification meetings booked (where applicable)
• Development and retention of key talent
• Forecast accuracy and attainment to target
  
  

Benefits

• Join a high-growth company at the forefront of Salesforce innovation
• Make a direct impact on revenue, growth, and team culture
• Work alongside global leaders in Sales, Marketing, and Product
• Build a high-performance BDR team from the ground up in Pune
• Competitive compensation + performance-based incentives