Senior Manager, Business Development at Block in Bay Area, CA, United States of America

Job description

• Square is looking for a strategic, hands-on senior leader to lead our US Business Development Representative (BDR) organization. The BDR team is a critical growth engine for Square, responsible for creating high-quality pipeline, identifying new seller opportunities, and developing future sales talent across our go-to-market organization.
• As Senior Manager, Business Development Representatives, you will lead the US BDR motion through BDR Managers and frontline teams responsible for outbound prospecting, lead qualification, pipeline generation, and seller engagement. You will own the operating rhythm, performance system, and pipeline generation strategy for the US market, partnering closely with Sales, Marketing, Revenue Operations, Enablement, Analytics, and Strategy to improve how Square identifies, engages, qualifies, and converts high-potential sellers.
• You will be responsible for building a predictable, performance-driven BD motion that supports Square’s revenue goals while developing future sales talent. This role requires a leader who can set strategy, drive execution, inspect performance, coach managers, improve systems, and ensure the team consistently delivers high-quality pipeline that converts into meaningful revenue outcomes.
• Success in this role will be measured by the team’s ability to consistently generate high-quality pipeline, improve conversion across the funnel, increase BDR-sourced revenue contribution, strengthen AE partnership, improve manager effectiveness, and develop BDR talent into future roles across Square Sales.

Responsibilities

• Lead the day-to-day execution and long-term improvement of Square’s US BDR motion, ensuring the team consistently delivers high-quality pipeline against sales goals.
• Own the US BDR pipeline generation strategy, translating revenue goals, territory priorities, AE capacity, and market opportunities into clear outbound and self-sourcing plans.
• Manage, coach, and develop BDR Managers and frontline contributors, helping them improve performance and prepare for future roles within Square Sales.
• Build manager capability by coaching frontline leaders on performance management, inspection, difficult conversations, team motivation, rep development, and consistent execution.
• Own execution against BD performance goals, including sourced opportunities, qualified meetings, conversion rates, pipeline value, AE acceptance, stage progression, and contribution to closed revenue.
• Establish and manage a consistent operating cadence across the team, including forecasting, pipeline reviews, performance inspection, coaching rhythms, capacity planning, and monthly/quarterly planning.
• Build scalable systems for hiring, onboarding, ramp, coaching, performance management, and career progression across the BDR organization.
• Translate BD strategy into clear team priorities, expectations, and actions that drive consistent execution across managers, reps, markets, campaigns, and seller segments.
• Execute outbound and self-sourcing strategies that help Square reach high-potential sellers across priority verticals, geographies, and segments.
• Partner closely with Sales leadership to align BD execution with revenue targets, territory strategy, AE capacity, pipeline needs, and market opportunities.
• Work cross-functionally with Marketing, Revenue Operations, Enablement, Analytics, Product Marketing, and Strategy to improve lead quality, messaging, routing, reporting, tooling, seller engagement, and funnel conversion.
• Use data to identify performance trends across managers, reps, markets, campaigns, lead sources, and seller segments, then turn those insights into coaching, process improvements, and execution plans.
• Establish a clear performance management framework that connects activity, meetings, qualified opportunities, pipeline value, AE acceptance, stage progression, and closed revenue contribution.
• Improve team productivity through effective use of sales technology, automation, prospecting tools, funnel management practices, and coaching workflows.
• Identify opportunities to use AI, automation, data enrichment, and sales engagement tools to improve account prioritization, prospecting quality, personalization, coaching, and rep productivity.
• Pilot new outbound plays, cadences, messaging, tools, and workflows; measure results and scale what works across the US BDR organization.
• Hire, onboard, and retain high-performing BDR talent while supporting clear career progression into Account Executive, Account Management, Sales Leadership, and other roles within Square Sales.
• Build a culture of accountability, urgency, curiosity, inclusion, high standards, and continuous improvement.
• Represent the BDR function in Sales leadership forums, providing frontline insights, performance trends, risks, recommendations, and executional feedback that improve Square’s sales development strategy.

Requirements

• 8+ years of experience in sales, business development, sales development, or another revenue-focused role in a high-growth environment.
• 4+ years of experience in Sales Development, Business Development, outbound sales, pipeline generation, or lead qualification.
• 4+ years of people leadership experience, including experience managing managers, team leads, or large frontline sales/BDR teams.
• Experience managing managers or leading multi-layered frontline revenue teams.
• A track record of leading teams that consistently meet or exceed pipeline generation, opportunity creation, activity, or revenue contribution goals.
• Strong fluency in sales development metrics, including activity, conversion, meeting quality, AE acceptance, pipeline value, stage progression, and closed revenue contribution.
• Experience managing execution in a metrics-driven sales environment, including forecasting, pacing, KPI inspection, pipeline reviews, capacity planning, and performance coaching.
• Strong ability to diagnose performance gaps across managers, reps, markets, campaigns, lead sources, territories, or seller segments and translate insights into clear action plans.
• Experience coaching sales managers and/or frontline reps to improve productivity, quality, consistency, accountability, and career readiness.
• Experience executing outbound prospecting, self-sourcing, lead qualification, or sales development motions.
• Strong cross-functional partnership skills, especially with Sales, Marketing, Revenue Operations, Enablement, Analytics, Product Marketing, or Strategy.
• Ability to communicate performance trends, priorities, risks, and recommendations clearly to senior sales leaders.
• Strong organizational, communication, and leadership skills, with the ability to drive accountability across teams.
• Comfort operating in a fast-paced environment where goals, priorities, tools, and processes continue to evolve.
• Experience in SaaS, financial services, payments, commerce, or another high-transaction-volume sales environment.
• Experience managing managers or multi-layered sales development teams.
• Experience using Salesforce, Outreach/Salesloft, Looker, Gong, or similar CRM, sales engagement, analytics, and coaching tools.
• Experience using AI, automation, data enrichment, or sales engagement technology to improve prospecting, prioritization, personalization, coaching, or productivity.
• Experience leading outbound motions across multiple seller segments, regions, verticals, or channels.
• Experience partnering with Sales and Revenue Operations on capacity planning, territory coverage, lead routing, SLA design, and pipeline quality standards.
• BA/BS Degree or equivalent.

Skills

Required

• Sales development
• Business development
• Outbound sales
• Pipeline generation
• Lead qualification
• People leadership
• Coaching
• Performance management
• Metrics-driven execution
• Forecasting
• Capacity planning
• Cross-functional partnership

Preferred

• Salesforce
• Outreach/Salesloft
• Looker
• Gong
• AI tools
• Data enrichment
• Sales engagement technology

Benefits

• Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block.
• Block takes a market-based approach to pay, and pay may vary depending on your location. U.S locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.
• To find a location's zone designation, please refer to this resource. If a location of interest is not listed, please speak with a recruiter for additional information.
• Zone A: $180,0000 - $247,500
• Zone B: $167,440 - $230,000
• Zone C: $158,400 - $217,800
• Zone D: $149,440 - $205,480
• Amounts listed above include target variable compensation.