The Role

At Sovos, we're building the future of tax compliance software with a best-in-class team that spans the globe. We're looking for an experienced and dynamic Business Development Representative Manager to lead and elevate our Business Development function. This role requires a self-starter who thrives on building relationships across the organization, coaching high-performing teams, and leveraging AI-assisted tools to drive pipeline growth and operational excellence in a fast-paced, energetic environment.

More specifically, you will:

• Train, coach, and manage a high-performing Business Development team to meet and exceed goals, maintaining a positive and motivational work environment that fosters professional growth and accountability.
• Collaborate with Demand Generation and Sales teams to qualify and develop opportunities from marketing campaigns, ensuring seamless handoffs and pipeline health through effective lead management in Salesforce.com.
• Build and refine sales processes — including inbound and outbound call workflows, business development alignment, compensation plans, and career progression frameworks — to achieve expected performance outcomes.
• Develop sales enablement tools, training programs, and gamification strategies that empower the team to apply consultative sales methodologies and leverage AI tools to improve qualification accuracy and efficiency.
• Monitor team performance against goals using data-driven reporting and analytics, ensuring compliance with sales methods, consistency in processes, and continuous improvement across all activities.
• Partner cross-functionally with Sales, Product, Engineering, Marketing, and Customer Success to facilitate new programs, messages, campaigns, and offerings that drive business growth.
• Incorporate social media and emerging technologies into the qualification and selling processes, staying ahead of industry trends and equipping the team with modern, effective outreach strategies.

What We're Looking For

• Bachelor's degree and a minimum of 2+ years of business development or management experience in software sales with a strong track record of documented results in a SaaS environment.
• At least 2+ years of direct closing experience in SaaS sales, with proven success managing business development representatives who support an inside enterprise sales organization.
• Strong hands-on coaching and training skills, with the ability to develop representatives with limited experience in a positive, effective manner and prepare them for promotion within 2-3 years.
• Process-driven mindset with strong analytical skills and a metrics-driven approach to sales management; comfort with AI-assisted workflows and tools to optimize team performance and pipeline development.
• Excellent written and verbal communication skills, with the ability to think creatively, generate new ideas, and collaborate effectively across cross-functional teams.
• Proficiency with Salesforce.com required; experience with Salesloft preferred. Experience in the enterprise software or supply chain industry is a plus.

The Process

We believe in a transparent and comprehensive hiring process. Here's what you might expect:

Life at Sovos

The tools to enhance your life - because we want you to enjoy your life outside of work and inside!

• Bi-Weekly Meeting Free Days
• Mentoring Programs
• Access to Continuous Learning and Development
• Language Learning Support
• AI Tools and Technology from Day 1
• Global Employee Recognition Platform and Programs
• Global Parental Leave Policy
• Comprehensive Medical and Dental Plan
• Life Insurance
• Meal/Food Card
• Wellness Platform
• Childcare Reimbursement Benefit