Manager, Business Development

Location: Austin, TX (hybrid preferred). Open to candidates outside Austin open to travel roughly 50% of the time to Austin, customer meetings and market-facing events. 

Reports to: VP, Sales Team: 2 BDRs today, growing with revenue

The role

Sustainment is building the software layer that connects manufacturers to the supply base they depend on. We sell into upper-mid-market and enterprise manufacturers, and our outbound motion is the front door to that pipeline.

Right now we have two BDRs and no BDR function. No coaching cadence, no sequence discipline, no campaign coordination, no ramp plan. You are being hired to build all of it, and to run the team while you build it.

This is a leadership seat, not a book of business. You will not carry a personal quota or own strategic accounts. You will own the performance of the people who feed the top of the funnel and the system that produces it. You will be judged on what your system and your people can produce..

What you'll own

• The team. Day-one management of existing  BDRs — coaching, pipeline review, ramp plans, weekly 1:1s, performance accountability. You inherit a team of people who need a hands-on, in the weeds manager, not an observer.
• The function. Sequencing strategy, messaging, call frameworks, activity standards, QA on outbound quality, and the ramp playbook that makes the next hire productive faster than the last one.
• The stack. We run HubSpot and Nooks today, alongside dialing, intent, and call intelligence tooling. You partner with RevOps to architect how the stack is configured, adopted, and measured — and you report what's missing to drive a high-performing outbound function.
• Pod alignment with AEs. BDRs and AEs work tightly here against a defined ICP and named target accounts. You partner directly with AE-side sales leadership on rep behavior, coaching, and accountability across both sides of the pod.
• Campaign-driven pipeline. You work with marketing and growth to convert webinars, events, and campaigns into booked meetings — not to receive a list, but to shape what gets built and how it gets worked.
• Hiring and scale. You hire, onboard, and ramp additional BDRs as revenue and demand justify the headcount. You build the bench before we need it.
• A voice in demand strategy. You are expected to bring a point of view on where the pipeline comes from and argue for it. We do not hand you a plan and ask you to execute it quietly.

What good looks like

• The existing team is operating to a defined standard with measurable, inspectable activity and conversion metrics.
• A documented outbound playbook exists — sequences, call frameworks, objection handling, ramp curriculum.
• Sourced pipeline is predictable enough to forecast against.
• The next BDR we hire ramps on a plan you built, not on shadowing.

Hard requirements

• 5+ years managing BDR/SDR teams.
• You have personally scaled a BDR/SDR function — built the coaching, sequencing, and campaign infrastructure, not just inherited and maintained it.
• B2B SaaS experience.
• Experience running an integrated outbound stack end to end: sequencing/engagement, CRM, dialer, intent data, call intelligence.
• Experience running outbound tightly aligned to ICP and named target accounts in close partnership with AEs.
• Experience managing outbound motions into net new prospects and expansion install base accounts.
• Experience partnering with marketing and growth on campaign-based pipeline generation.
• Willing to stay on the phones with your team for coaching and credibility.
• Able to travel to Austin regularly (monthly), plus travel for market-facing events.

Nice to have

• Experience working in an org selling into manufacturing, defense, or industrial markets.
• Experience working in an org selling supply chain software.
• Experience building a function inside a Series A/B company.

How we work

Sustainment is a Public Benefit Corporation headquartered in Austin. Our team includes retired military leadership and operators who have built things under real constraints. We run on clear ownership, measurable outcomes, and a bias to action. Low ego is not a slogan here — it's a hiring filter.