Manager, Revenue Development

📋 Description

• • Scrunch is at the forefront of the AI revolution, empowering brands to navigate the future of discovery and engagement in an AI-first world. As AI search and conversational agents redefine how information is accessed, Scrunch provides marketing teams with the essential tools and strategies to ensure their products and services are effectively surfaced on leading AI platforms like ChatGPT, Claude, and Gemini. This transformative shift, comparable to the advent of the internet, presents an unprecedented opportunity for innovation in marketing. With significant backing and a rapidly growing base of over 500 paying brands, including Fortune 500 companies, category leaders, and emerging startups, Scrunch is poised for substantial growth and impact.
• • As the Manager, Revenue Development, you will be instrumental in building and scaling Scrunch's Business Development Representative (BDR) function from its inception. This pivotal role requires a player-coach who not only meets personal pipeline targets but also leads and mentors a team of 3-4 BDRs. You will be responsible for architecting the foundational systems, playbooks, and a high-performance culture that will support the company's rapid expansion. Your primary focus will be on owning the top of the sales funnel, collaborating closely with Account Executives (AEs), Product Marketing Managers (PMM), and the broader marketing team to translate market momentum into tangible, booked pipeline. This role is deeply integrated with AI, leveraging its capabilities to enhance human effectiveness in sales processes, from research and personalization to follow-up and prioritization, while understanding the critical importance of human connection in closing enterprise deals.
• • Your day-to-day responsibilities will encompass building and leading the BDR team, which includes hiring, onboarding, and developing BDRs, ensuring their successful ramp-up, providing continuous coaching, and guiding their career progression. You will establish and maintain high standards for outbound sales craft, focusing on message quality, personalization depth, and innovative prospecting techniques designed to capture attention. A key aspect of your role will be running a structured daily and weekly operating cadence, including pipeline reviews, call coaching sessions, one-on-one meetings, and team enablement initiatives. Furthermore, you will cultivate a team culture that emphasizes accountability, curiosity, and a commitment to continuous improvement, fostering an environment where team members are motivated to excel and grow.
• • You will own the entire outbound motion, defining and executing Scrunch's outbound BDR strategy across both enterprise and mid-market segments. This involves building a precision prospecting engine that leverages signal-based platforms and AI agents for highly targeted outreach, moving away from generic approaches. You will deploy AI sales agents and automated dialer workflows to significantly enhance rep output and efficiency without a linear increase in headcount. Utilizing call recording and AI coaching tools will be crucial for identifying successful patterns, addressing skill gaps, and accelerating the development of your team. Close collaboration with PMM is essential to equip the team with effective battlecards, detailed personas, messaging frameworks, and objection handlers that resonate in the field. You will create distinct prospecting plays, including high-touch, personalized enterprise sequences and scalable mid-market campaigns, and partner with Marketing to ensure that overarching campaigns, content, and events translate into concrete outreach efforts and pipeline generation.
• • The role also involves building the foundational systems for the BDR function from the ground up. This includes codifying the BDR playbook, detailing the prospecting methodology, qualification criteria, AE handoff process, and onboarding curriculum. You will be responsible for selecting, implementing, and managing the entire BDR tech stack, encompassing signal-based prospecting, automated dialers, AI sales agents, call recording, and outbound sequencing tools, defining what constitutes best-in-class solutions. Building AI-powered workflows using tools like Claude or equivalent LLM platforms will be key to automating research, personalization, and follow-up at scale. Defining and meticulously tracking the key performance indicators (KPIs) that drive success, such as speed-to-lead, conversion rates, pipeline contribution, and sequence performance, is also a critical responsibility. Regular quarterly reviews of the Ideal Customer Profile (ICP) with sales leadership and marketing will ensure that targeting remains sharp and aligned with market evolution.
• • Finally, you will act as a crucial bridge between various teams. This involves partnering closely with AEs to ensure alignment on ICP, qualification criteria, and a smooth handoff process. You will be responsible for feeding valuable market intelligence—including objections, competitive signals, and persona insights—back to the PMM and product teams, influencing product development and marketing strategies. You will also own pipeline reviews with sales leadership, providing comprehensive insights into top-of-funnel health, conversion velocity, and the effectiveness of various outreach campaigns.
• • This role offers a unique opportunity to build and shape a critical sales function within a rapidly growing, AI-focused startup. You will gain invaluable experience in developing sales strategies, managing and mentoring a team, implementing cutting-edge technology, and driving revenue growth in a dynamic market. The ability to influence the go-to-market strategy and contribute to the company's success in a transformative industry makes this a highly rewarding position for a driven and innovative leader.