Business Development Manager

Selectica is seeking a Business Development Manager to oversee the part of the organization which qualifies and nurtures inbound leads in order to create high-quality pipeline for our Sales organization. They will be a highly critical member of our dynamic, fast-paced Marketing organization (reporting to Vice President of Marketing), managing leads generated through various online marketing activities and channels, educating prospects on our products and services, and creating sales opportunities for our Account Executives. The candidate should be a mentor to current Business Development Representatives (BDRs), as well as being individually responsible for qualifying and transitioning strategic, 1B+ accounts.

An integral member of a dynamic Marketing group, the candidate will be part of a team of professionals that’s dedicated to making our customers successful through state-of-the-art cloud-based software solutions. Selectica develops innovative software that the world’s most successful companies rely on to improve the effectiveness of their sales and
contracting processes. Our CPQ (configure-price-quote) and CLM (contract lifecycle
management) solutions support the Global 2000 and growing mid-size firms in closing
billions of dollars’ worth of business each year. Our patented technology, delivered through the cloud, makes it easy for customers in industries like high-tech, telecommunications, manufacturing, healthcare, financial services, and government contracting to overcome product and channel complexity, increase deal value, and accelerate time to revenue.


  • Develop pipeline
    Qualify and respond to inbound leads in an energetic and timely manner. Manage
    personal pipeline with accuracy, efficiency, and a high level of detail. Educate reps on sales-ready opportunities so they can most effectively close deals. Create and update lead, account, contact, and opportunity records in to ensure data
    cleanliness and accuracy. Create pipeline through innovative outbound Marketing
  • Build relationships
    Nurture qualified leads via phone, email, and marketing campaigns. Research prospect accounts, identify key players, understand their roles, responsibilities, and business
    objectives, and generate interest within their organizations. Successfully overcome
    objections while educating prospects on our products and services. Act as a trusted, honest resource to prospects who have questions about our products and industry, but may not be ready to buy.
  • Create positive interactions
    Create an excellent first impression of Selectica, treating leads with the utmost respect and appropriately representing our brand and corporate values. Help instill prospects’ trust in our sales and lead development processes by responding quickly and proactively to all leads.
  • Participate in Marketing
    Work closely with marketing to understand how campaigns and other marketing
    initiatives affect lead flow and pipeline. Provide feedback to ensure continuous
    optimization. Keep a steady beat on our target industries and personas to provide
    relevant feedback to marketing.
  • Manage other BDRs (Business Development Representatives)
    Candidate will be responsible for reviewing inbound lead traffic, assigning leads to members of the BDR team, and offering instruction and strategic advice when
    necessary. Will ultimately be responsible for team achievements and total quarterly pipeline which is transitioned to Sales team.


  • Bachelor’s degree required; post-graduate degree preferred
  • 3-6 years professional Sales or Business Development experience; high-tech
    background preferred; CLM (contract lifecycle management) and CPQ (configure-price-quote) software experience a bonus
  • Strong leadership abilities
  • Self-starter with exceptional organizational and planning skills
  • Positive and energetic phone and interpersonal skills
  • Proficient with MS Office and computer skills
  • Expertise in using CRM software to manage pipeline and activities; a plus
  • Ability to work in a high-energy team, receive feedback, and adjust tactics as necessary
  • Proven ability to manage a team which meets monthly and quarterly targets
  • Ability to work on-site at Selectica HQ in San Mateo, CA is strongly preferred.

How to apply

Send a resume and cover letter to with the subject line: Business Development Job Applicant.