Manager, Business Development at SolarWinds

<div class="content-intro"><p>At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.</p> <p>The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!</p></div><p>&nbsp;</p> <p><strong><span data-contrast="auto">About the Role</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <p>&nbsp;</p> <p><span data-contrast="auto">As the </span><strong><span data-contrast="auto">Business Development Manager (Outbound)</span></strong><span data-contrast="auto">, you are the architect of our growth engine. You will lead, coach, and inspire a high-energy team of Outbound Business Development Representatives (BDRs) focused on breaking into new enterprise accounts and expanding our footprint within the hybrid IT landscape.</span><span data-ccp-props="{}">&nbsp;</span></p> <p><span data-contrast="auto">At SolarWinds, we don't just "make calls"—we solve complex IT challenges. You will be responsible for transforming a group of ambitious hunters into strategic advisors who can navigate technical conversations with IT Operations, DevOps, and Database professionals.</span><span data-ccp-props="{}">&nbsp;</span></p> <p>&nbsp;</p> <p><strong><span data-contrast="auto">Key Responsibilities</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <p>&nbsp;</p> <ul> <li><strong><span data-contrast="auto">Team Leadership &amp; Coaching:</span></strong><span data-contrast="auto"> Recruit, onboard, and manage a team of 8–12 Outbound BDRs. Conduct weekly 1-on-1s and live call "shadowing" to provide actionable feedback on pitch delivery, objection handling, and technical discovery.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">Strategic Prospecting:</span></strong><span data-contrast="auto"> Design and execute multi-channel outbound "plays" (phone, email, social, and Vidyard) using tools like </span><strong><span data-contrast="auto">Salesforce</span></strong><span data-contrast="auto">, </span><strong><span data-contrast="auto">Outreach.io</span></strong><span data-contrast="auto">, and </span><strong><span data-contrast="auto">6sense</span></strong><span data-contrast="auto"> to target high-intent accounts.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">Operational Excellence:</span></strong><span data-contrast="auto"> Monitor and optimize key performance indicators (KPIs), including outbound activity volume, connect rates, Sales Qualified Leads (SQLs), and pipeline contribution.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">Collaborative Strategy:</span></strong><span data-contrast="auto"> Partner closely with Marketing to align on Account-Based Marketing (ABM) campaigns and with Sales Leadership to ensure a seamless "hand-off" of qualified opportunities to Account Executives.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">Talent Pipeline:</span></strong><span data-contrast="auto"> Act as a "career architect," mentoring your BDRs to develop the foundational skills necessary to graduate into elevated sales roles within 12–18 months.</span><span data-ccp-props="{}">&nbsp;</span></li> </ul> <p>&nbsp;</p> <p><strong><span data-contrast="auto">What We Expect from You</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <p>&nbsp;</p> <ul> <li><strong><span data-contrast="auto">Experience:</span></strong><span data-contrast="auto"> 3+ years of experience in a quota-carrying sales role (SDR/BDR or AE), with at least 1+ years in a leadership or team lead capacity within the SaaS/Software space.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">The "Hunter" Mentality:</span></strong><span data-contrast="auto"> A proven track record of exceeding outbound targets and a deep understanding of how to break into "cold" enterprise accounts.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">Technical Aptitude:</span></strong><span data-contrast="auto"> Ability to translate complex IT concepts (Observability, Database Performance, ITSM) into simple, value-based conversations.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">Analytical Skills:</span></strong><span data-contrast="auto"> Proficiency in </span><a href="https://www.solarwinds.com/legal/code-of-conduct"><span data-contrast="none"><span data-ccp-charstyle="Hyperlink">Salesforce</span></span></a><span data-contrast="auto"> reporting and dashboard creation to track team velocity and identify pipeline bottlenecks.</span><span data-ccp-props="{}">&nbsp;</span></li> <li><strong><span data-contrast="auto">Values Alignment:</span></strong><span data-contrast="auto"> You embody our </span><strong><span data-contrast="auto">C.A.R.E.</span></strong><span data-contrast="auto"> values—Collaborative in your approach, Accountable for your team's results, Ready for a fast-paced environment, and Empathetic toward both your team and our customers.</span><span data-ccp-props="{}">&nbsp;</span></li> </ul><div class="content-conclusion"><p>SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.</p> <p>All applications are treated in accordance with the SolarWinds Privacy Notice: <a href="https://www.solarwinds.com/applicant-privacy-notice" target="_blank">https://www.solarwinds.com/applicant-privacy-notice</a></p></div>