We are seeking a seasoned Business Development Manager who thrives at the intersection of strategy and execution. You will own the early-stage discovery process, qualify opportunities with a strategic lens, and frame deals in collaboration with client leadership. You will translate market signals into actionable GTM insights, continuously refining messaging and target profiles. The ideal candidate has a track record of successful B2B sales or GTM roles, excels at navigating ambiguity, and can balance strategic thinking with practical, results-driven execution. You should be comfortable influencing decisions without always having a fully defined sales playbook and be adept at working in early-stage environments where velocity and insight matter.
Variacode is a technology consulting and talent solutions company that helps growing tech firms rapidly scale their engineering and GTM capabilities, with a focus on the US market. As a strategic BDM within the GTM pod, you will own discovery quality, deal framing, and market learning, bridging outbound execution with client leadership. You will collaborate with BDRs, VP Product leadership, and cross-functional teams to refine ICPs, messaging, and value propositions based on real market signals. Your work will directly influence which opportunities we pursue and how we articulate our value in dynamic, early-stage environments.
- Own and lead qualified discovery and early sales conversations to ensure depth, relevance, and a strong pathway to deal closure.
- Ensure meetings are contextual, conversion-focused, and decision-ready, translating market signals into actionable GTM insights.
- Refine ICPs, positioning, and value propositions based on real-time market feedback and client needs.
- Decide which opportunities to pursue or deprioritize early in the sales cycle, optimizing velocity and quality of pipeline.
- Support BDRs with messaging, objection handling, and prioritization to improve outbound effectiveness.
- Share learnings with the client and internal teams to continuously improve GTM strategies and deal framing.
- Maintain clear documentation of what’s working, what’s not, and why, to guide decision-making.
Desirable but not required: experience selling to tech-enabled services or AI/ML solutions, strong analytical skills, experience with revenue operations (RevOps), and ability to synthesize data into actionable strategy. Excellent stakeholder management, written and verbal communication, and negotiation skills are highly valued. A history of cross-functional teamwork and thriving in fast-paced settings is a strong plus.
