Business Development Manager

Competencies

Planhat OS is a model-agnostic AI operating system where people and agents work together across the entire customer lifecycle. At its heart is Pi, the world’s first multiplayer customer agent. Think Salesforce, Slack and Claude all in one and Google Cloud has stated that Planhat has built the first next-generation CRM.

We’re 250+ people, profitable, and growing fast. The world’s biggest logos run on Planhat because Salesforce and ServiceNow can’t deliver fast enough.

More specifically, the people who do this well bring:

• 5+ years of experience in high-volume BDR/SDR (Outbound), AE, or Business Development, with 2+ years in leadership roles

• Proven track record of scaling sales development teams (e.g., from single digits to 20-50+ reps) while achieving ambitious pipeline/revenue contribution targets

• Strong sales pedigree: deep understanding of sales qualification methodologies (BANT, MEDDIC, SPICED, etc.) and outbound prospecting best practices

• Systems-savvy: expert in CRM, engagement tools, and sales automation; ability to architect efficient workflows, reporting, and dashboards

• Data-driven operator with a demonstrated ability to optimize for conversion, productivity, and ROI at scale

• Excellent communicator, motivator, and coach, capable of building trust with both executives and front-line reps

• Growth-oriented, entrepreneurial mindset with the resilience to thrive in a fast-paced, high-expectation sales environment

Trajectory

In this role you will:

Sales Leadership & Team Scaling

• Build, lead, and scale a high-volume BDR team that consistently hits aggressive pipeline targets

• Recruit, train, and retain top sales talent, with a structured performance framework spanning KPIs, quotas, comp models, and promotion paths

• Foster a competitive, metrics-driven, and coaching-oriented sales culture

• Establish repeatable playbooks and frameworks that enable fast onboarding and predictable performance across geographies, markets, and verticals

Revenue Generation & Alignment

• Own pipeline creation, ensuring outbound efforts consistently translate into high-quality pipeline and, ultimately, revenue

• Partner closely with Account Executives, Sales Leadership, and Marketing to optimize territory coverage, lead handoff, and campaign execution

• Set clear productivity and conversion benchmarks (calls, sequences, meetings, SQLs, closed-won impact) and manage the team rigorously against them

Process, Systems & Operations

• Design and implement scalable prospecting processes across segments and markets, in close collaboration with Revenue Operations

• Leverage CRM and sales engagement tools to maximize workflow efficiency and output quality

• Continuously evaluate and improve workflows to drive volume, personalization, and conversion at scale

Execution & Hands-On Involvement

• Lead from the front, personally supporting high-value prospecting campaigns and modeling best practices in outreach

• Coach BDRs on objection handling, messaging, and qualification to build sales acumen and confidence

• Drive continuous experimentation in outbound sequences, multichannel engagement, and messaging to maximize ROI

Definition of Success

We measure success by impact, not activity. Here's what that looks like:

• You have scaled a high-volume BDR organization that consistently outperforms its pipeline and revenue contribution targets

• You have implemented systems, processes, and playbooks that enable predictable, repeatable performance

• You have built a culture of sales excellence, career development, and accountability across the team

• You are driving significant top-of-funnel growth while aligning tightly with Sales, Marketing, and RevOps