Senior Manager, Business Development

About Morning Consult

Morning Consult is a global decision intelligence company changing how modern leaders make smarter, faster, better decisions. The company pairs its proprietary high-frequency data with applied artificial intelligence to better inform decisions on what people think and how they will act.

This role is based in our Washington, DC office on a hybrid basis. Our award-winning, modern offices are also located in Chicago, IL and New York, NY - all accessible by public transportation and close to great restaurants and shopping.

Join us in the office for catered lunch on Tuesdays, Wednesdays, and Thursdays, or grab a beverage from the fridge for an impromptu after-work happy hour!

The Role

Morning Consult is seeking a Senior Manager, Business Development to lead and develop a high-performing team of Business Development Representatives (BDRs). This is a pivotal role at the heart of our go-to-market engine - you will be responsible for driving pipeline quality, coaching your team to exceed targets, and ensuring seamless alignment between outreach strategy and commercial outcomes.

Reporting to the Senior Director of Business Development, you will contribute directly to Morning Consult's growth strategy and serve as a key cross-functional partner across Product, Marketing, and Sales.

The Business Development Team at Morning Consult

The Business Development team is the front line of Morning Consult's commercial organization. We identify and create opportunities with enterprise clients, translate the value of our decision intelligence platform into compelling conversations, and build the pipeline that fuels sustainable growth. We operate with rigor, creativity, and a deep commitment to quality - both in the volume and the caliber of the opportunities we generate.

What You'll Be Working On

Team Leadership & Coaching

• Manage, coach, and develop a team of BDRs, ensuring they consistently achieve and exceed monthly targets for qualified meetings and pipeline generation.

• Monitor meeting quality and provide ongoing feedback to maintain high standards of discovery, demo sign-off, and prospect engagement.

• Identify individual performance gaps and design targeted development plans that accelerate growth and build long-term capability.

Strategy & Execution

• Oversee outreach messaging, sequences, and positioning to maximize engagement, conversion rates, and pipeline quality across target segments.

• Support the Director in implementing KPIs, sales plans, and operational processes that align BDR activity with broader commercial goals.

• Ensure accurate, real-time pipeline management and documentation in Salesforce, maintaining high standards of CRM hygiene.

• Communicate market insights and team performance trends to inform go-to-market strategy and planning.

Cross-Functional Partnership

• Collaborate closely with Product, Marketing, and Sales teams to support BDR initiatives with relevant content, tools, and messaging.

• Serve as a productive, collaborative partner to Sales leadership and Commercial support teams, contributing to Objectives and Key Results.

• In-office 3 days a week with team (Tuesday-Thursday)

• Continuously seek feedback and implement improvements to drive individual, team, and organizational growth.

About You and What You've Done

• 4+ years of experience in business development, sales, or a closely related commercial function, with at least 2 years managing BDRs or a similar outbound sales team.

• Demonstrated track record of meeting or exceeding pipeline and meeting targets in a fast-paced, high-growth environment.

• Proven ability to coach, develop, and motivate sales talent at various stages of their career.

• Strong command of sales qualification frameworks (e.g., MEDDIC, BANT) and performance management principles.

• Experience owning outreach strategy and content - including sequences, messaging, and positioning - with a clear focus on quality and conversion.

• Proficiency with Salesforce or a comparable CRM platform; comfort with pipeline data, forecasting, and reporting.

• Excellent organizational, communication, and interpersonal skills; able to operate effectively across departments and levels.

• Comfortable with ambiguity and change; brings structure and clarity to evolving priorities.

Note: We view the above section as a guide, not a checklist. Research shows that underrepresented and marginalized groups are less likely to apply for a role if they feel they don't meet 100% of the qualifications. We welcome diverse and non-traditional backgrounds and encourage you to apply even if you don't satisfy every bullet. It's expected that you'll learn and grow throughout your time at Morning Consult - if you're open to building new skills, we'd love to hear from you.

Compensation & Benefits

The expected base salary for this position is $107,500 - $174,900, with a midpoint of $141,200. In most cases, we target the midpoint of our salary ranges for new hire compensation. This role is also eligible for variable compensation (OTI) of approximately $60,000 annually, as well as an equity grant - both will be discussed in your initial recruiter conversation.

Morning Consult offers a comprehensive benefits package including healthcare options with 75% of premiums covered, dental and vision plans, 401(k) with immediate vesting of matching contributions, cell phone reimbursement, generous caregiver leave, and more. Please see our Career Page for a full overview.

We are committed to a work environment that is inclusive to all and free of discrimination. It is our policy to be an equal opportunity employer without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, genetic predisposition or carrier status, veteran status, citizenship status or any other factors prohibited by law. Morning Consult will provide reasonable accommodations for qualified individuals.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans.