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Manager, Business Development Representative

Los Angeles / Onsite

We’re building the AI-powered future of maintenance.

UpKeep is on a mission to reinvent how the physical world runs—starting with the frontline teams who maintain it. We’re the creators of the world’s first AI-first CMMS (Computerized Maintenance Management System), equipping technicians and facilities teams with automation, machine learning, and predictive insights that drive operational speed, safety, and efficiency.

What started as a garage-built prototype is now a fast-scaling SaaS company, backed by Insight Partners, Emergence Capital, and Y Combinator. Over 4,000 companies—including Shell, Yamaha, Unilever, and Marriott—run on UpKeep to modernize their asset operations. We’re leading the $30B category shift toward Asset Operations Management, where uptime, intelligence, and AI converge.

Why join us:

  • Own the AI-first transformation of an entire industry.
    Every feature we ship leverages AI—from predictive work orders to sensor-driven automations. You’re not just iterating—you’re pioneering how data reshapes physical operations.

  • Real traction, real scale.
    Recognized as Gartner’s #1 Facility Management solution and G2’s top-rated CMMS, we’ve earned market leadership through product, not puff.

  • A company where builders thrive.
    We move fast, optimize for outcomes, and give high-agency operators the autonomy to ship big things. Our culture rewards bold thinking, not bureaucracy.

  • Global team, local energy.
    With 100+ employees across the world, we support remote-first work with deep investment in our LA HQ—where certain roles and leadership converge for rapid innovation.

  • Equity and upside, not just a paycheck.
    Competitive comp, meaningful ownership, and benefits that support your health, focus, and long-term growth.

If you’re driven by impact, energized by AI, and hungry to transform a legacy industry—we’re hiring!

POSITION SUMMARY 

The Manager, Business Development is a frontline role that is tasked with developing our outbound lead generation strategy and a high performing team of Business Development Representatives to drive high quality sales leads through outbound prospecting. The ideal candidate will have experience in sales prospecting,  hiring, onboarding, training, and managing a team with the ability to inspire, lead, coach, and communicate & collaborate across the organization. This role is responsible for providing day-to-day operational leadership ensuring effective strategies are deployed resulting in increased productivity. It will require a passion for coaching, developing, metrics/reporting, and giving feedback. This is an in-office role based in Los Angeles, with an expectation to be in office three days a week.

 

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES  

  • Proven ability to manage the full employee lifecycle, build a sales development strategy, and develop a team of high performing BDR’s
  • Heavy emphasis on hiring, onboard, training, motivating, and developing employees to build bench strength and promote across our sales department 
  • Provide day to day coaching, lead performance conversations,  and support career development of direct reports
  • Drive outreach strategies leveraging ABM playbook to drive new and expansion opportunities
  • Take ownership of playbooks and enablement for the BDR Team
  • Own content creation for outbound prospecting campaigns
  • Responsible for BDR team meeting and exceeding ramp schedules and quotas
  • Create, own and  manage strategy for outbound metrics
  • Define, track, and communicate weekly, quarterly, and annual goals to the team to drive consistent performance
  • Build a culture of motivated and inspired team members by creating a fun and engaging team culture
  • Monitor team activity and train on best practices to drive prospect engagement and team success
  • Provide clear visibility on pipeline performance through ongoing management of team and metrics
  • Own CRM & Sales Engagement process for BDRs and recommend process improvements
  • Conduct outbound prospecting alongside BDRs
  • Work across sales and marketing to develop and hand off high-quality opportunities.
  • Leverage AI tools and platforms to enhance outbound strategy, improve prospect targeting, and personalize outreach at scale

 

EXPERIENCE  

  • Bachelor's Degree or equivalent experience a plus
  • 4+ years of experience supervising and managing a Sales Development team
  • Proficiency with CRM applications such as Salesforce
  • Experience with Outreach, Apollo, Gong, and SalesNavigator is a plus
  • Extensive lead generation and sales development experience in a high-paced sales environment

 

KNOWLEDGE 

  • Ability to meet deadlines
  • Team leader with the ability to work individually as well as collaboratively
  • Action-oriented and results-driven mentality
  • Highly organized with strong time-management skills
  • Strong interpersonal skills with a passion for team building
  • Familiarity with using AI-powered sales enablement tools to optimize workflows and analyze performance metrics

 

 DESIRED BEHAVIORS 

  • Facilitates change - encourages continuous improvement of work practices and processes. Enable the ability to move through change to transform new levels of thinking, understanding, and work practices. 
  • Drives execution – engage and enthuse team by cascading company & departmental goals into individual goals. Sets high performance standards, sets clear expectations, facilitate problem solving, provide task clarity and set boundaries. 
  • Manage the team – be a steady hand, hold the team accountable, utilize straight talk and take corrective action when required to ensure compliance and fair treatment, provide consistent reward and recognition. 
  • Keep the team focused and motivated - facilitate timely decision making, know when to escalate, fail fast, provide timely feedback and regular communication. 
  • Technically proficient - know own role thoroughly and possesses a wide field of knowledge, has a solid familiarity with team member’s roles and tasks. 
  • Uses the full capabilities of the team – understands team member’s development needs and aspirations, takes these into consideration when assigning task and responsibilities. Develop and coach so the team can reach full potential. 
  • Over communicates - hosts team communication (1:1`s and team meetings), cascades important and “need to know” information in a timely manner.  
  • Involve employees in decision making – encourage communication across the team along with sharing of ideas and proposed solutions.  don’t allow members to operate in isolation, utilize each team member's strengths and skills.   
  • Manages collaboratively - Foster teamwork, empower and develop trust with employees to deliver successfully and delegate appropriately.  
  • Displays ethical character and competence - Always act with integrity and intent.   
  • Is a role model – displays high levels of commitment and energy, role models our values, sets high standards of behavior.  Influence others positively, act as a good citizen of UpKeep.  

 

COMPENSATION

This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

The base pay for this role is: $108,000 USD per year ($180,000 OTE). 

Company History & Product:

UpKeep started in a garage, where our founder Ryan taught himself to code and built the first mobile-first maintenance app. The idea was simple but powerful: put modern software in the hands of frontline technicians—and transform how maintenance gets done.

Today, UpKeep is the leading cloud-native Asset Operations Management platform, serving over 4,000 businesses worldwide across manufacturing, utilities, healthcare, and beyond. Our Industrial IoT and AI-first software helps maintenance and facilities teams streamline work, predict failures, and act faster—with real-time insights and automation at their fingertips.

We’re building for the deskless workforce—the essential workers who keep our physical world running—and arming them with the tools they deserve.  In a world re-shoring manufacturing, accelerating automation, and embracing AI at scale, we’re riding the next macro wave—and leading the transformation of legacy maintenance into intelligent operations.

Backed by $50 million from Insight PartnersEmergence CapitalMucker, and Y Combinator, we're not just building software.  We're defining a new category for the built world.
 
 
Learn More!
 
 
At UpKeep, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. UpKeep is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation or Veteran status.

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