Senior Manager, Business Development

At Spotlight, our clients are ambitious software companies with big growth goals. To help fuel that growth, we connect our clients with the most influential industry analysts to win the coverage that will make them famous. We call this the practice of Analyst Relations (AR)

We are seeking a dynamic and experienced Senior Manager of Business Development to join our team. This is a unique player / coach role where you will be responsible for both managing and mentoring our team of Business Development Representatives (BDRs) while also actively engaging in the sales process yourself. Reporting to the VP of Business Development, you will bridge the gap between our strategic vision and day-to-day execution, driving team performance and contributing directly to revenue goals. If you're a hands-on leader who thrives on developing others and closing deals, this is the perfect opportunity for you.

Key Responsibilities

• Lead and Mentor : Manage, coach, and motivate a team of BDRs / SDRs to consistently meet and exceed their sales targets. Provide ongoing training, performance feedback, and professional development.
• Active Player : Actively participate in the sales cycle by leading sales calls, engaging with key clients, and helping to close high-value deals.
• Strategic Planning : Collaborate with the VP of Business Development to develop and execute effective business development strategies, optimize the sales process, and identify new market opportunities.
• Maintain Outbound Momentum : Ensure the team's consistent and high-quality outbound activity through a strategic, modern approach focused on email, social outreach, and in-person engagement.
• Executive Relationship Management : Build and maintain strategic relationships with C-level executives, board members, and key decision-makers across target organizations and industry ecosystems
• Trade Show & Field Leadership : Craft an engagement strategy to lead the company at an average of six trade shows per year, engaging with prospects and customers in person.
• Recruitment and Onboarding : Play a key role in hiring, onboarding, and training new BDRs to build a high-performing sales team.

Required Qualifications

Anticipated start date is October / November 2025.

We are a fun, smart, growing firm based in the Crossroads, and a seven-time recipient of KC Business Journal's Best Place to Work award. Learn more about Spotlight at spotlightar.com.

Spotlight is an equal-opportunity employer.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.