Business Development Manager

About this role

PolyAI automates customer service through lifelike voice assistants that let customers lead a conversation. Our voice assistants make it possible for businesses to deliver outstanding customer service that rivals their human agents. Our customers, which include the world’s leading logos, are expanding how they use our platform, driving automation of critical customer service operations and integrating PolyAI into their daily customer service workflows.

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PolyAI is looking for a Business Development Manager to lead and scale our Business Development function, reporting into our GTM leadership team. In this role, you'll build and develop a high-performing team responsible for generating qualified pipeline while creating a best-in-class, AI-enabled go-to-market organization.

We're looking for an operationally minded leader who combines strong people leadership with a passion for leveraging AI to improve productivity and execution. Beyond coaching and developing a high-performing team, you'll continuously optimize our outbound strategy, qualification framework, and GTM processes through data-driven decision making and cross-functional collaboration.

A key part of this role will be leading the adoption of AI-powered workflows and AI agents across the Business Development organization. You'll help define how AI is embedded into the team's day-to-day operations, enabling reps to spend more time engaging customers and less time on manual tasks while improving pipeline generation and operational efficiency.

You'll partner closely with Sales, Marketing, Revenue Operations, and Enablement to build scalable programs, improve conversion throughout the funnel, and create a repeatable growth engine.

In this role, you will:

• Lead, coach, and develop a high-performing team of Business Development Representatives through regular coaching, feedback, and career development.

• Recruit, hire, onboard, and ramp new GTM team members.

• Build scalable outbound programs and continuously improve prospecting, qualification, and opportunity generation processes.

• Partner closely with Revenue Operations to improve workflows, reporting, territory strategy, forecasting, and operational efficiency.

• Lead the adoption and optimization of AI agents and AI-powered workflows across the Business Development organization, ensuring the team effectively incorporates AI into prospecting, account research, outreach, coaching, and daily execution.

• Evaluate emerging AI technologies and identify opportunities to improve productivity, pipeline generation, and team performance.

• Work closely with Sales, Marketing, Product Marketing, and Enablement to develop compelling messaging and improve conversion across inbound and outbound motions.

• Partner with Demand Generation to provide feedback on MQL quality, campaign performance, and lead routing.

• Monitor team performance using data and KPIs, providing actionable coaching and recommendations for improvement.

• Present accurate forecasts, performance metrics, and operational insights to GTM leadership.

• Oversee GTM compensation programs, performance management, and policy administration.

What you'll bring

• 5–7+ years of experience leading and growing Business Development or Sales Development teams within a high-growth B2B SaaS organization.

• Proven success building operationally excellent outbound organizations through scalable processes, strong execution, and data-driven decision making.

• Experience leading teams that leverage AI agents or AI-powered workflows in their day-to-day operations, with a demonstrated ability to drive adoption, improve productivity, and measure business impact.

• Strong understanding of sales operations, funnel metrics, forecasting, pipeline management, and performance analytics.

• Experience partnering closely with Revenue Operations, Sales Leadership, Marketing, and Enablement.

• Demonstrated success hiring, coaching, and developing high-performing teams.

• Hands-on experience with modern GTM technology including Salesforce, LinkedIn Sales Navigator, Gong, Outreach or Salesloft, marketing automation platforms, and AI-powered sales technologies.

• Excellent communication, stakeholder management, and executive presentation skills.

Your Style

• Operationally minded with a passion for building scalable systems and repeatable processes.

• AI-first mindset with a curiosity for emerging technologies and a proven ability to lead organizational adoption of AI.

• Data-driven and analytical, using metrics to inform decisions and improve team performance.

• Collaborative leader who builds strong cross-functional relationships across Sales, Marketing, Revenue Operations, and Enablement.

• Entrepreneurial, adaptable, and energized by building in a fast-paced, high-growth environment.

• Strong communicator with executive presence and the ability to influence stakeholders at all levels.

We provide a competitive salary range for this role - which is $110,000 – $120,000 base salary / $155,000 - $170,000 OTE - depending on level and experience. Please note this range is intended as a guide, not a guarantee. Final compensation will be based on individual qualifications, relevant experience, and the scope of the role.

In addition to salary, this position includes equity in the business, giving you the opportunity to share in the company’s long-term success.

Benefits

💰 Participation in the company’s employee share options plan

🏥 100% of Single Cost (employee) and 70% of Dependent for medical, dental & vision

👪 Life Insurance

◻️ STD and LTD

💰 The opportunity to contribute to the company's 401k plan

🏝 Flexible PTO policy + 11 designated company holidays

📚 Annual learning and development allow

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