Senior Manager, Business Development

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About the role

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. You will: • 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 a

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