Role Overview
We are looking for a strategic Business Development Manager to help drive revenue by generating high-quality, qualified leads.They should have market familiarity such as Fintech, Adtech, E-commerce, Gaming, and Telecom. The ideal candidate will have a proven track record in
selling
**
database or data infrastructure, B2B SaaS and technologies around it
, engaging with executives and management teams in intelligent conversations about their data and development needs. In this role, you will partner closely with multiple departments—including field marketing, account executives (AEs), demand generation, and the Head of Business Development—to build a pipeline that drives meaningful results.
Key Responsibilities:
Strategic Pipeline Development & Partnership with Sales
- Work hand-in-hand with regional Account Executives (AEs) to understand target accounts and define the best prospecting strategies. This includes weekly syncs with AEs to share insights on pipeline health, discuss opportunities, and align on strategic initiatives.
- Conduct deep dives into target accounts to create personalized outreach, ensuring a high level of engagement with decision-makers across Director,Technical Architects, VP, and C-level roles.
- Collaborate with AEs to ensure that meetings are fully qualified and aligned with real revenue potential, helping to build a pipeline that is poised for success.
Collaboration with Marketing & Demand Generation
- Partner with Field Marketing to identify and capitalize on the most effective lead generation tactics, from event follow-ups to targeted outreach campaigns.
- Engage closely with Demand Generation and the Head of Business Development to work every inbound lead and ensure it's properly qualified, ensuring no opportunity slips through the cracks. Provide real-time feedback on the quality of leads and work autonomously to secure meetings that add tangible value to the sales pipeline.
- Provide feedback from prospects on objections, product-market fit, and market trends, looping in key marketing and product teams to help refine go-to-market strategies.
Communication & Syncs Across Teams
- Facilitate weekly syncs with the Marketing and AE teams, providing feedback on messaging, prospect objections, and insights into how Aerospike is perceived in the market. Share learnings from the field and contribute to fine-tuning sales enablement efforts and market positioning.
- Act as the voice of the customer internally, working with product teams and sales leadership to surface insights on customer needs, pain points, and emerging trends.
Autonomous Ownership of Lead Generation & Qualification
- Leverage your experience to work independently on a combination of cold outreach and inbound leads, ensuring each opportunity is rigorously qualified before being passed to AEs. Be accountable for managing your own pipeline while maintaining close collaboration with the team.
- Understand and utilize of the most advanced tech stacks available to SaaS BDR teams, empowering you with cutting-edge tools and insights to optimize outreach, prospecting, and lead qualification processes.
- Work diligently to overcome objections and clearly communicate Aerospike’s value proposition to technical and non-technical stakeholders.
Required Experience and Qualifications
7-14 years of experience selling
database or data infrastructure
, with a focus on lead generation and qualification best practices.
- Proven hunter mentality with a demonstrated ability to engage Director-level and above prospects across various industries.
- Experience working closely with Account Executives, Marketing, and Product teams to craft personalized outreach and ensure the highest quality of pipeline opportunities.
- Strong ability to understand and communicate technical solutions and their business value, particularly to development teams and technical decision-makers.
- Self-disciplined and results-driven team player with a passion for success and the ability to work both independently and collaboratively.
- Ability to handle high-volume cold calling and email outreach while maintaining a focus on building relationships and qualifying opportunities.
- Proficient in working with CRMs (Salesforce is a plus) to track and manage sales activities.
