Manager, Sales Development

Celigo is the modern integration platform as a service (iPaaS) that simplifies how companies integrate, automate, and optimize processes. The platform has been ranked #1 in iPaaS user feedback by G2 for five quarters in a row. Purpose-built for mission-critical processes, Celigo offers unique tools such as runtime AI and prebuilt integrations tailored to resolve the biggest integration challenges, making Celigo incomparably easier to maintain.

We are looking for a strategic, metrics-driven leader to take Celigo’s Business Development team to the next level. As the Manager, Business Development, you will play a critical role in building, scaling, and optimizing both our outbound pipeline engines. You will lead a team of Business Development Representatives (BDRs) who are focused on sourcing Celigo’s revenue pipeline and fueling our ambitious growth goals.

This role requires a strong motivator and natural team captain—someone who thrives on process excellence, is comfortable challenging assumptions, and brings thought leadership in leveraging automation and analytics to improve outcomes. Your work will directly impact the success of Celigo by ensuring our go-to-market engine produces the activity and pipeline needed to achieve company-wide targets.

What would you do, if hired?

• Define Strategy & Priorities - Partner with Sales and Marketing to set BDR priorities and selling strategies that drive pipeline objectives. Bring independent thought leadership to propose “the way forward,” even when it challenges existing assumptions.

• Build & Develop the Team - Recruit, hire, and train a world-class BDR team. Deliver ongoing individualized coaching (4–6 hours per BDR per month) to ensure professional growth, career progression, and 100% attainment of activity and performance metrics.

• Drive Process & Analytics - Create a scalable Contact Engagement Model (CEM) for timely, consistent lead follow-up. Monitor conversion rates and funnel performance, identifying and removing bottlenecks in processes such as demo requests and lead routing.

• Leverage Automation - Introduce and optimize automation strategies that improve efficiency, accelerate response times, and strengthen overall conversion rates.

• Coach & Inspire - Establish a culture of recognition, accountability, and continuous improvement through structured call coaching, career development, and replicable coaching methodologies.

• Optimize Metrics & Reporting - Be metrics-driven—continually analyze and refine BDR processes, cadences, campaigns, and messaging to maximize performance. Present regularly in team and company meetings on how BDR contributions align with company goals and growth.

• Compensation & Career Planning - Work closely with HR to design compensation plans aligned with industry best practices, while creating clear career paths and advancement opportunities for team members.

Who are we looking for?

Skills & Abilities

• Ability to assess funnel health with data—tracking conversion rates from MQL to SQL, identifying bottlenecks in lead routing, and driving the activity levels required to meet pipeline goals

• Strong collaboration skills with Sales, Marketing, and Operations stakeholders.

• Excellent communication and organizational skills; ability to manage multiple competing priorities.

Education & Experience

• 3+ years of experience building and managing a high-performing BDR or top-of-funnel sales team in a fast-growing SaaS or technology organization.

• Proven success managing multiple business development motions, including inbound, warm outbound, and ABM outreach.

• Demonstrated thought leadership in designing scalable engagement models, leveraging automation, and improving demo request-to-scheduling workflows.

• Documented success in individual and team quota attainment, and in developing BDRs for promotion into new roles.

• History of fostering accountability, continuous improvement, and recognition in a fun, high-energy team environment.

Celigo reasonably expects to pay a base salary between $75,000 and $100,000 per year for this position. Actual starting base pay will be determined by skills, experience, geographic location, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, benefits, or other perks as outlined in any formal employment offer made.

Why Celigo

• Number one solution for the fourth consecutive quarter in the G2 Winter 2025 iPaaS report

• Celigo is a Visionary in the 2025 Gartner Magic Quadrant for iPaaS, a 2025 Gartner Customer Choice for iPaaS, a G2 iPaaS Leader, and a recognized leader in AI

• Competitive compensation

• High-growth, collaborative, and inclusive work environment

• Starting with your first year, we offer 3-weeks of vacation, wellness days, and holidays to recharge and spend time with family and friends

• Generous benefits package, including parental leave

• Monthly tech stipend

• Recognition opportunities

Diversity, Equity, Inclusion, and Accessibility

As a company, one of the values we hold most dear is fostering a safe, collaborative environment to bring out the best in us, so we created our Taking a Stand Initiative. Our TAS initiative is a volunteer committee open to all Celigans, with representation from underrepresented voices within our company. We believe, unequivocally, that everyone deserves to be in a place where they feel welcome as they are. Learn more about Taking a Stand.

Celigo is proud to be an equal-opportunity workplace. We are committed to equal employment opportunities regardless of race, color, ancestry, national origin, religion, creed, age, disability, sex, gender, sexual orientation, gender identity, gender expression, medical condition, genetic information, marital status, military and veteran status, or any other characteristic protected by applicable law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

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