Edtech.com's Summary

Cornerstone is hiring a Manager, Business Development to lead and develop the North America Business Development Representative (BDR) team. This role drives direct sales strategies, optimizes sales processes, implements AI frameworks for pipeline growth, and collaborates with senior management and cross-functional teams to align goals and enhance performance.

Highlights

Lead and manage a high-performance BDR team and team leads to achieve pipeline and revenue targets.
Design and execute scalable outbound and inbound prospecting strategies across North America.
Develop, document, and refine sales processes and lead qualification frameworks.
Leverage AI and automation tools to optimize lead scoring, targeting, and outreach personalization.
Collaborate with regional sales, marketing, operations, and enablement teams for aligned go-to-market strategies.
Establish and monitor KPIs and provide regular reporting to senior stakeholders.
Champion career development through onboarding, training, mentorship, and promotion pathways.
Ensure compliance with privacy, security, and data protection standards in prospecting activities.
Requires 5+ years in business development/sales management, experience managing BDR teams, and hands-on AI/automation tool use.
Bachelor’s degree or equivalent experience and strong analytical, strategic, and communication skills are essential.
Base salary range from $80,800 to $129,300 USD, with additional bonuses and comprehensive benefits.

Manager, Business Development Full Description

Manager, Business Development - United States

Remote, United States

We're looking for a

Manager, Business Development - United States

This role is Remote, United States

About the Role
As the Business Development Manager of our North America Business Development Representative (BDR) team, you will be responsible for overseeing both individual BDRs and team leads, driving our direct sales strategies throughout the region. This high-impact leadership role requires a results-driven manager with a passion for developing people, refining processes, and implementing AI frameworks to maximize pipeline growth and team performance.

You will play a pivotal role in guiding the team's day-to-day operations, long-term strategy, and ongoing professional development. In addition, you will work closely with senior management, regional sales, marketing, and enablement to ensure alignment of goals and continuous improvement.

In this role you will...

Lead and Develop: Inspire, coach, and manage a high-performance team of BDRs and Team Leads, setting clear goals and providing continuous feedback to ensure professional growth and retention.
Strategic Leadership: Design and execute scalable outbound and inbound prospecting strategies for North America, ensuring the team meets and exceeds pipeline and revenue goals.
Process Optimization: Develop, document, and refine sales processes, lead management techniques, and qualification frameworks for maximum efficiency and effectiveness.
AI & Technology Enablement: Leverage cutting-edge AI tools and automation to optimize lead scoring, customer targeting, and outreach personalization, continuously iterating on best practices.
Collaboration: Foster strong alignment with regional sales managers, marketing, operations, and sales leaders to coordinate joint go-to-market and prospecting strategies.
Performance Management: Establish and monitor key performance indicators (KPIs) and benchmarks for individuals and the team; prepare and present regular growth and pipeline reporting and insights to senior stakeholders.
Career Development: Champion a culture of learning, mentorship, and career advancement—ensuring comprehensive onboarding, regular training, and clear promotion pathways for the team.
Accountability: Ensure strict compliance with privacy, security, and data protection standards in all prospecting activities.

Key Competencies & Skill Sets

Team Leadership: Proven ability to build, mentor, and inspire diverse teams to achieve ambitious performance targets.
Strategic Thinking: Demonstrated experience in designing and executing business development or sales strategies at scale.
Process Orientation: Strong aptitude for creating, documenting, and refining repeatable processes and best practices.
AI & Analytical Acumen: Experience with AI/ML tools in sales or marketing (e.g., conversational intelligence, intent data, predictive scoring), and a data-driven mindset.
Communication: Exceptional written and verbal communication skills across all levels—team, peers, and executive management.
Collaboration: Track record of cross-functional teamwork and stakeholder management, especially with sales, marketing, and revenue ops.
Coaching & Enablement: Passion for talent development, including onboarding, continuous training, and individualized coaching.
Adaptability: Comfort with change, ambiguity, and rapid growth in a fast-paced environment.
Results Orientation: Strong focus on metrics, outcomes, and accountability for self and team performance.

You've got what it takes if you have...

Bachelor’s degree or equivalent experience required.
5+ years’ experience in business development, direct sales, or sales management (preferably in B2B SaaS and/or technology industry).
Demonstrated experience managing BDR teams and/or team leads; multi-region or North America sales experience a plus.
Hands-on experience implementing AI/automation tools in a sales development context.
Strong analytical, organizational, and project management skills.
Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
Consideration for privacy and security obligations

What We Offer

A collaborative team-first work culture with strong focus on growth, mentorship, and advancement.
Comprehensive onboarding and ongoing training programs for leadership and technical skills.
Clear progression path—with regular performance conversations and eligibility for advancement.
The opportunity to shape and scale our go-to-market strategy using the latest in sales and AI technology.

Our Culture:

Spark Greatness. Shatter Boundaries. Share Success. Are you ready? Because here, right now – is where the future of work is happening. Where curious disruptors and change innovators like you are helping communities and customers enable everyone – anywhere – to learn, grow and advance. To be better tomorrow than they are today.

Who We Are:

Cornerstone powers the potential of organizations and their people to thrive in a changing world. Cornerstone Galaxy, the complete AI-powered workforce agility platform, meets organizations where they are. With Galaxy, organizations can identify skills gaps and development opportunities, retain and engage top talent, and provide multimodal learning experiences to meet the diverse needs of the modern workforce. More than 7,000 organizations and 100 million+ users in 180+ countries and in nearly 50 languages use Cornerstone Galaxy to build high-performing, future-ready organizations and people today.

Total Rewards:

At Cornerstone, we are dedicated to inspiring excellence and pushing boundaries in everything we do. Our compensation strategy is based on three fundamental principles: equitable pay, market-driven research, and skill-based appraisals. As part of our mission to share success and empower individuals to thrive in an ever-changing world, the listed salary range is just one element of Cornerstone’s comprehensive compensation package. This compensation package may also include annual bonuses, short- and program-specific awards depending on the role, and a comprehensive benefit offering. The disclosed salary range reflects the geographic differential based on the location of the position if applicable. The starting salary for the successful applicant will depend on several job-related factors, including education, training, experience, certifications, location, business needs, and market demands. This range is based on a full-time position and may be adjusted in the future. Join us in shaping the future of work — tomorrow, together. Experience flexibility and empowerment in your career at Cornerstone. The BASE salary range for this position is: 80800 - 129300 USD.

Check us out on LinkedIn, Comparably, Glassdoor, and Facebook!

Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, religion, color, gender, sex, age, sexual orientation, gender identity, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at careers@csod.com or +1 855 454 8433.

Read the EEO is the Law poster here, and the supplementary poster here

Read the Read the Pay Transparency Nondiscrimination Provision poster here

Original Job Description

Manager, Business Development - United States

Remote, United States

We're looking for a

Manager, Business Development - United States

Lead and Develop: Inspire, coach, and manage a high-performance team of BDRs and Team Leads, setting clear goals and providing continuous feedback to ensure professional growth and retention.
Strategic Leadership: Design and execute scalable outbound and inbound prospecting strategies for North America, ensuring the team meets and exceeds pipeline and revenue goals.
Process Optimization: Develop, document, and refine sales processes, lead management techniques, and qualification frameworks for maximum efficiency and effectiveness.
AI & Technology Enablement: Leverage cutting-edge AI tools and automation to optimize lead scoring, customer targeting, and outreach personalization, continuously iterating on best practices.
Collaboration: Foster strong alignment with regional sales managers, marketing, operations, and sales leaders to coordinate joint go-to-market and prospecting strategies.
Performance Management: Establish and monitor key performance indicators (KPIs) and benchmarks for individuals and the team; prepare and present regular growth and pipeline reporting and insights to senior stakeholders.
Career Development: Champion a culture of learning, mentorship, and career advancement—ensuring comprehensive onboarding, regular training, and clear promotion pathways for the team.
Accountability: Ensure strict compliance with privacy, security, and data protection standards in all prospecting activities.

Key Competencies & Skill Sets

Team Leadership: Proven ability to build, mentor, and inspire diverse teams to achieve ambitious performance targets.
Strategic Thinking: Demonstrated experience in designing and executing business development or sales strategies at scale.
Process Orientation: Strong aptitude for creating, documenting, and refining repeatable processes and best practices.
AI & Analytical Acumen: Experience with AI/ML tools in sales or marketing (e.g., conversational intelligence, intent data, predictive scoring), and a data-driven mindset.
Communication: Exceptional written and verbal communication skills across all levels—team, peers, and executive management.
Collaboration: Track record of cross-functional teamwork and stakeholder management, especially with sales, marketing, and revenue ops.
Coaching & Enablement: Passion for talent development, including onboarding, continuous training, and individualized coaching.
Adaptability: Comfort with change, ambiguity, and rapid growth in a fast-paced environment.
Results Orientation: Strong focus on metrics, outcomes, and accountability for self and team performance.

You've got what it takes if you have...

Bachelor’s degree or equivalent experience required.
5+ years’ experience in business development, direct sales, or sales management (preferably in B2B SaaS and/or technology industry).
Demonstrated experience managing BDR teams and/or team leads; multi-region or North America sales experience a plus.
Hands-on experience implementing AI/automation tools in a sales development context.
Strong analytical, organizational, and project management skills.
Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
Consideration for privacy and security obligations

What We Offer

A collaborative team-first work culture with strong focus on growth, mentorship, and advancement.
Comprehensive onboarding and ongoing training programs for leadership and technical skills.
Clear progression path—with regular performance conversations and eligibility for advancement.
The opportunity to shape and scale our go-to-market strategy using the latest in sales and AI technology.

Our Culture:

Who We Are:

Total Rewards:

Check us out on LinkedIn, Comparably, Glassdoor, and Facebook!

Read the EEO is the Law poster here, and the supplementary poster here

Read the Read the Pay Transparency Nondiscrimination Provision poster here

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Manager, Business Development

Edtech.com's Summary

Manager, Business Development Full Description

Manager, Business Development - United States

Manager, Business Development - United States

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