Demand Generation owns pipeline creation across paid, events, outbound, and marketing operations. The outsourced BDR team is an extension of Runpod's go-to-market organization, working closely with Demand Generation, Sales, Revenue Operations, Product Marketing, and Growth to create qualified conversations with technical buyers. This role will own the operating system that makes that program productive, accountable, and scalable.
The Business Development Manager will lead Runpod's outsourced BDR program. You will set the strategy, manage the agency relationship, enable and coach the external team, and own performance from target-account selection through accepted opportunities. This is a hands-on operating role for someone who knows how to turn an outsourced team into a trusted extension of the company.
You will build a predictable outbound motion that generates qualified pipeline and useful market feedback. You will hold the program to business outcomes, including held and accepted meetings, opportunity conversion, pipeline, and cost efficiency, while protecting candidate and customer experience, brand quality, and CRM integrity.
Responsibilities:- Program ownership: Own the outsourced BDR program end to end, including vendor governance, staffing plans, onboarding, operating cadence, service-level expectations, escalation paths, and quarterly business reviews.
- Strategy and segmentation: Translate Runpod's ICP, product priorities, account tiers, and market signals into clear territories, target lists, personas, and outbound plays.
- Messaging and enablement: Partner with Product Marketing, Demand Generation, and Sales to build messaging, call guides, objection handling, qualification criteria, competitive context, and launch-specific enablement.
- Coaching and quality assurance: Review calls, emails, and account research; coach the agency manager and reps; certify readiness; and address performance or quality gaps quickly.
- Funnel management: Define and enforce handoff standards with Account Executives, including routing, meeting context, acceptance criteria, follow-up SLAs, and closed-loop disposition.
- Performance management: Forecast and report on held meetings, accepted opportunities, conversion rates, sourced pipeline, pipeline velocity, cost per outcome, rep productivity, and ramp time.
- Experimentation: Run disciplined tests across segments, signals, channels, offers, sequences, and messaging, then scale winners and stop weak plays.
- Data and process integrity: Ensure activity, contacts, account context, and opportunity attribution are captured correctly in Runpod's systems and comply with outreach and data-use policies.
- Cross-functional feedback: Convert frontline objections and account insights into useful feedback for Sales, Marketing, Product, and Partnerships.
- Success measures: Build consistent vendor governance and enablement, improve held-to-accepted and accepted-to-opportunity conversion, generate measurable priority-segment pipeline, and establish repeatable playbooks Sales trusts.
Requirements:- 5+ years of experience in B2B SaaS or technology sales development, including at least 2 years leading BDR or SDR teams or programs.
- Direct experience managing an outsourced, contracted, or distributed BDR team and holding a vendor accountable to business outcomes.
- A track record of building outbound motions that produce qualified opportunities and pipeline, beyond activity or meeting volume alone.
- Strong coaching skills, including call review, written outreach QA, performance diagnosis, and rep development.
- Fluency with CRM, sequencing, enrichment, intent, and reporting workflows. Experience with Salesforce, HubSpot, or equivalent systems is expected.
- Strong analytical judgment across conversion, capacity, cost, and pipeline metrics.
- Ability to learn a technical platform and enable reps to speak credibly with developers, engineering leaders, and AI infrastructure buyers.
- Clear cross-functional communication and comfort operating in a fast-moving, ambiguous environment.
- Successful completion of a background check.
Preferred:- Experience in cloud infrastructure, developer tools, AI/ML platforms, or another technical product-led business.
- Experience connecting self-serve product signals, ABM, events, or partner signals to outbound plays.
- Experience managing global vendors, multiple regions, or a hybrid in-house and outsourced sales development model.
- Experience with vendor selection, statements of work, budget management, or renewal decisions.
- A builder mindset, including the ability to improve workflows with automation and AI-assisted tools.
What You'll Receive:- The competitive base pay for this position ranges from $115,000 - $175,000. This salary range may be inclusive of several career levels at Runpod and will be narrowed during the interview process based on a number of factors, including the candidate's experience, qualifications, and location.
- Meaningful equity in a fast-growing company- everyone on the team receives stock options - your impact drives our growth, and you share in the upside.
- Generous medical, dental & vision plans - we cover 100% for all employees and partial for dependents.
- Flexible PTO- take the time you need to recharge
- Most roles are remote work first with an inclusive, collaborative teams utilizing slack as the main form of internal communication
- Join a passionate team on the cutting edge of AI infrastructure - where culture, learning, and ownership are at the heart of how we scale.
- $1,200 Home Office & Equipment Stipend-We set you up for success from day one with gear and support to create your ideal workspace
