Location: This is a 100% remote role and is open to candidates residing in the United States.
About the job
Testlio’s fully managed crowdsourced testing platform, powered by our proprietary intelligence technology - LeoAI EngineTM, integrates expert, on-demand testers directly into your release process. Ship faster and more confidently with global coverage across 600,000+ devices, 800+ payment methods, 150+ countries, and 100+ languages. To learn more, visit www.testlio.com.
We are hiring an experienced Manager of Business Development to fuel Testlio’s next phase of growth, driving our business development strategy and generating high-quality pipelines to open doors with new logos. This role is ideal for a proven Business Development leader who is excited about building a business development function from the ground up and enjoys strategic prospecting, personalized outreach, and engaging senior technology leaders in meaningful early-stage conversations.
As a Manager of Business Development at Testlio, you’ll be a critical member of the Sales team, partnering closely with Regional VPs, Account Directors, and Marketing to identify new opportunities with prospects. As a player/coach, you’ll be responsible for initially driving business development activities and developing the strategy, approach, tactics, procedures, KPIs, and hiring strategy to grow the team. You’ll have ownership over this critical function and have the autonomy to test and refine your outreach strategies and clear paths to grow your career in a high-performing, remote-first sales organization.
The Opportunity: Player-Coach Leadership. This is a foundational hire. In the short term, you will lead from the trenches—personally executing outbound strategies and engaging with senior leaders to validate our messaging. As you refine the playbook and prove the model, you will transition into a full-scale leadership role, hiring and coaching a high-performing BDR team to scale what you’ve built.
If you’re motivated by the chance to build something new from scratch, lead, create opportunities, influence revenue, and master your craft in a fast-growing AI-powered managed services, we want to talk to you.
Why will you love this job?
- Help us win new logos with a purpose. You’re not just selling services; you’re helping world-class companies deliver flawless digital experiences that millions of people use every day. The impact of your work shows up in apps, platforms, and products people love.
- Clear ownership and impact. You’ll own the Business Development function, with an outbound focus and visibility into how your work directly influences revenue and company growth.
- High-growth environment. Testlio has achieved eight years of consecutive growth. You’ll be joining at a scale-up stage where processes are evolving, and sales playbooks are still being shaped. Hunters thrive here because there’s room to influence, experiment, and win.
- Career acceleration. You’ll work closely with experienced sales leaders and Account Directors, gaining exposure to complex sales cycles and positioning yourself for future growth within Testlio’s sales organization.
Why will you love being a part of Testlio?
- Great Culture: Testlio is a female-founded company, and half of our team identifies as women. We’re proud of our inclusive, purpose-driven culture where people genuinely enjoy collaborating. As part of our team (we call ourselves TestLions), you’ll help create exceptional digital experiences for our customers while also contributing to our freelance network.
- Remote Work: Our culture is built around remote work. We’ve created systems to allow us to successfully work together asynchronously as a fully remote and globally distributed team. Testlio provides the tools and guidance for everyone to succeed in their careers in a fully remote setting. Our working style encourages everyone to make decisions, communicate effectively, and work at a sustainable pace.
- Investment in You: Your growth and well-being matter to us. You’ll have flexible paid time off—including national holidays, personal days, and sick days—plus stock options so you can grow with Testlio. We also provide a $300 annual learning stipend to support your personal and professional development.
- Winning Business: Testlio is growing, profitable, and cash-strong. We are leading our industry with exceptional clients who provide us with a high NPS score and a 4.7 rating on G2. Our business model is global, enterprise, and subscription-based. Several of our largest clients have been with us for 7+ years, and many spend $500K+/year with Testlio.
What would your day look like?
- Work with the Field Leadership (VP - North America and VP - EMEA) to directly execute outbound prospecting (email, phone, social) to engage high-value target accounts, serving as the 'lead scout' to refine Testlio's outbound messaging.
- Book high-quality discovery meetings for Account Directors by uncovering customer pain points, goals, and decision-making structures.
- Personalize outreach using account research, industry trends, and Testlio use cases to create relevant conversations.
- Collaborate closely with Account Directors to align on account strategy, messaging, and handoff expectations.
- Maintain accurate activity, notes, and pipeline data in CRM tools to support forecasting and performance tracking.
- Continuously test, refine, and improve outreach strategies based on performance data and feedback.
- Partner with Marketing and Sales leadership on campaigns, target account lists, and strategic initiatives.
- Manage the BDR team, including driving their strategy, coaching them on tactics and techniques, and managing their performance and KPIs.
- Document the winning playbooks, objection-handling guides, and sequences that you personally validated to serve as the foundation for the BDR team’s training.
- Evaluate, implement, and optimize the sales tech stack.
- Qualify inbound leads from marketing and partners, quickly assessing fit, urgency, and buying potential.
- Drive the hiring process to scale the BDR team, covering sourcing and interviewing, onboarding, and continuous enablement.
What do you need to succeed?
Technical Skills
- 2+ years of experience as a BDR or SDR manager, as well as experience mentoring or developing less experienced BDR/SDR team members.
- 3–5+ years of experience in a BDR, SDR, or similar pipeline-generation role within SaaS, technology services, or consulting company.
- Experience building sales processes— defining best practices, developing sequences, defining KPIs, and influencing tech stacks.
- Demonstrated success consistently meeting or exceeding activity, meeting, and pipeline targets.
- Strong outbound prospecting skills, including cold calling, email sequencing, and social selling.
- Experience engaging mid-level to senior leaders (Manager, VP, C-level) in technical or product-driven organizations.
- Comfort using CRM and sales engagement tools to manage pipeline and performance.
- Mastery of modern outbound techniques; you know how to bypass gatekeepers and engage C-suite stakeholders at world-class brands.
Human Skills
- A self-starter with the grit and drive to win. You thrive on creating opportunities, not waiting for them.
- Strong business curiosity and the ability to ask thoughtful discovery questions.
- Excellent written and verbal communication skills, with the ability to tailor messaging to different audiences.
- Resilience and persistence — you understand that effective prospecting requires consistency and follow-through.
- A collaborative team player who values feedback, shares learnings, and contributes to collective success.
- A growth mindset and desire to continuously improve your sales craft.
- Ability to present data-driven insights to the leadership team and influence cross-functional strategy.
- You are just as comfortable in the weeds of a cold-call sequence as you are in a boardroom discussing GTM strategy. You believe the best leaders are those who have mastered the craft they coach.
What is the application process?
At Testlio, we aim to hire individuals who are excited about their role, thrive in a fully remote environment, and have strong long-term potential with our team. Because we are a fully distributed company, our interview process includes conversations with several team members so you can get a well-rounded understanding of the role, the people you’ll work with, and how we collaborate. As a result, our interview process typically takes 3–4 weeks to complete.
Interview Process:
- Application
- Recruiter interview
- TestGorilla assessment
- ~ 3-4 Team and Stakeholder interviews
- Reference checks
- Offer & background check
Diversity and Inclusion
Testlio is an equal-opportunity employer deeply committed to creating an inclusive environment for people of all backgrounds and identities. We are female-founded, and 46% of our team members identify as women. For more information, see the DEI section of our website.
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