Business Development Manager

  • Location:
    Offsite, San Jose, California, US
  • Area of Interest
    Engineer - Network
  • Compensation Range
    181600 USD - 266900 USD
  • Job Type
  • Technology Interest
  • Job Id

BDR/SDR Sales Leader

Who We Are

We are Outshift at Cisco. We are chartered to build the next new business for Cisco. We take Cisco into new markets, and especially towards new personas-both buyer and user.

Like building a startup from the ground up, we believe it's all about having an entrepreneurial approach. We take ideas from astonishing thought to a product that solves a critical need, then deliver an experience that delights users and customers. Outshift is about innovation. We look from 12 months out to five years in the future, wearing multiple hats, failing and learning fast, challenging assumptions and finding new ways of solving problems. Driving form from ambiguity. It's about creativity. We are looking for entrepreneurs and problem solvers, whether as designers & marketers, product-led growth experts, business development, SDRs, or customer success specialists. We're always looking for product managers, data scientists, and ML engineers, too.

Yes, we are building the next set of startups with the support of a trusted name like Cisco. Where else will you get to do this? We are Outshift at Cisco. We run bold, we run agile, and we run ambitious. Come create with us.

Learn more about us at

Who You'll Work With

The Outshift team is a highly visible group within Cisco focused on developing new market opportunities. We collaborate with many different organizations both within Cisco as well as outside of Cisco. Teams that you’ll engage with are internal Marketing, Product, Customer Success, Engineering as well as other Cisco Generalist Sellers & Technology Overlay Sales teams. Externally, you will work with Customers & Partners as well as some Technology partners & Cloud Service Providers.

What You'll Do

We are seeking a BDR/SDR Manager that can successfully interface both internally & externally with Cisco Account Managers and external customers to build a pipeline of qualified sales opportunities.

In this role, you'll be working with our Outshift Sales teams to research and build pipeline. In this highly prized role, excellent communications skills and the ability to quickly assess customer opportunities will be critical to your success. We're looking for professionals with strong organizational and follow-up skills who work well in a team environment. Prior lead generation or sales prospecting experience working with the North American / EMEA markets will enhance your candidacy for this role. If this sounds like the type of environment in which you thrive, then we want to talk to you.

Primary Responsibilities

  • Recruit, train and optimize a remote team of BDR/SDRs responsible for inbound and outbound sales engagements.
  • Refine the outbound sales pitch and process to achieve optimum results
  • Establish metrics and help the team improve by understanding their performance
  • Manage inbound lead flow and track efficiency of sales and marketing programs
  • Help create a fun, high energy environment where people love coming to work
  • Oversee usage of team systems including HubSpot, LI Sales Navigator, ZoomInfo, Outreach, and other CRM tools/solutions
  • Work closely with Sales and Marketing leadership to ensure success of prospecting campaigns

Who You Are

  • 3+ years of B2B sales management experience
  • Outbound call center management experience strongly preferred
  • Self-starter with success as a sales leader
  • Experience selling Cloud Security solutions strongly preferred
  • Experience using tools such as Hubspot or, Outreach, & LinkedIn Navigator
  • Excellent written and spoken English
  • Technically adept
  • Prior sales or business development experience is critical (3+ years)
  • Maturity and Professionalism – BDRs/SDRs work with cross functional teams from different backgrounds and hierarchy daily. Integrity and professionalism is required
  • Highly Motivated – BDRs/SDRs have set KPIs, these include number of outreaches made, total pipeline generated, total meetings set, etc. To be professionally persistent is crucial for success
  • Self-Driven and Self-Starting – Each BDR/SDR must have the ability to remain focused without influence from others or situations
  • Coachability – BDRs/SDRs work in a fast-paced environment. Willingness to adapt as the company and the team grows and expands is necessary
  • Self-Aware – BDRs/SDRs are continuously engaged with different personalities from different walks of life and cultures – via email, phone and face2face. Empathy and regard are compulsory at all times
  • An Active Listener – BDRs/SDRs speak with prospects and customers on a daily basis. Listening to the right buying sign is vital to our success
  • Resilience – BDRs/SDRs face numerous challenges and obstacles. Recovering from a setback quickly is crucial
  • Team Player – BDRs/SDRs are a component of a large and a complex team. Collaboration is critical for success
  • Communication – BDRs/SDRs are required to communicate complex ideas quickly and in a compelling way. Therefore, excellent verbal and written communication skills are critical.
  • Management & Organization – BDRs/SDRs often work on multiple campaigns and different time zones. Readiness to adapt is important
  • Lead Generation – BDRs/SDRs must have the ability to prospect from warm and cold leads. Appreciation and understanding a sales process are important

Bonus Points:

  • Previous Cisco experience &/or leading a team of remote BDR/SDRs in a Cloud Security startup organization.

Why Cisco

#WeAreCisco, where each person is unique, but we bring our talents to work as a team and make a difference powering an inclusive future for all.

We embrace digital, and help our customers implement change in their digital businesses. Some may think we’re “old” (36 years strong) and only about hardware, but we’re also a software company. And a security company. We even invented an intuitive network that adapts, predicts, learns and protects. No other company can do what we do – you can’t put us in a box.

But “Digital Transformation” is an empty buzz phrase without a culture that allows for innovation, creativity, and yes, even failure (if you learn from it.)

Day to day, we focus on the give and take. We give our best, give our egos a break, and give of ourselves (because giving back is built into our DNA.) We take accountability, bold steps, and take difference to heart. Because without diversity of thought and a dedication to equality for all, there is no moving forward.

So, you have colorful hair? Don’t care. Tattoos? Show off your ink. Like polka dots? That’s cool. Pop culture geek? Many of us are. Passion for technology and world changing? Be you, with us!

And on top of all that - Cisco has been named #1 Best Company to Work for in the U.S. by Fortune and Great Place to Work – for the second year in a row! With this honor, we join Cisco teams in 15 countries that are currently holding the title of #1 Best Workplace!

Message to applicants applying to work in the U.S. and/or Canada:

When available, the salary range posted for this position reflects the projected hiring range for new hire, full-time salaries in U.S. and/or Canada locations, not including equity or benefits. For non-sales roles the hiring ranges reflect base salary only; employees are also eligible to receive annual bonuses. Hiring ranges for sales positions include base and incentive compensation target. Individual pay is determined by the candidate's hiring location and additional factors, including but not limited to skillset, experience, and relevant education, certifications, or training. Applicants may not be eligible for the full salary range based on their U.S. or Canada hiring location. The recruiter can share more details about compensation for the role in your location during the hiring process.

U.S. employees have access to quality medical, dental and vision insurance, a 401(k) plan with a Cisco matching contribution, short and long-term disability coverage, basic life insurance and numerous wellbeing offerings. Employees receive up to twelve paid holidays per calendar year, which includes one floating holiday, plus a day off for their birthday. Employees accrue up to 20 days of Paid Time Off (PTO) each year and have access to paid time away to deal with critical or emergency issues without tapping into their PTO. We offer additional paid time to volunteer and give back to the community. Employees are also able to purchase company stock through our Employee Stock Purchase Program.

Employees on sales plans earn performance-based incentive pay on top of their base salary, which is split between quota and non-quota components. For quota-based incentive pay, Cisco typically pays as follows:

.75% of incentive target for each 1% of revenue attainment up to 50% of quota;

1.5% of incentive target for each 1% of attainment between 50% and 75%;

1% of incentive target for each 1% of attainment between 75% and 100%; and once performance exceeds 100% attainment, incentive rates are at or above 1% for each 1% of attainment with no cap on incentive compensation.

For non-quota-based sales performance elements such as strategic sales objectives, Cisco may pay up to 125% of target. Cisco sales plans do not have a minimum threshold of performance for sales incentive compensation to be paid.