Schellman · 4 days ago
Manager, Pipeline Development
Tampa, FL
Full-time
Hybrid
Senior Level
5+ years expSchellman is a Top 50 CPA firm and a leading provider of attestation and compliance services. The Manager, Pipeline Development will be responsible for building and leading the Business Development Representative function to generate a high-quality pipeline that supports the firm’s growth objectives, blending strategic program design with hands-on leadership.
Assisted LivingConsultingInformation Technology
No H1B
Responsibilities
Design and execute a comprehensive inbound lead management and pipeline management strategy aligned with Schellman’s go-to-market priorities
Collaborate with Marketing on integrated campaigns that blend digital, event, and outbound efforts to accelerate demand
Partner with Sales & Service Delivery leadership to ensure alignment on qualification standards, lead routing, and pipeline goals
Lead, coach, and mentor a team of Business Development Representatives, fostering a culture of accountability, motivation, and continuous improvement
Establish clear activity, conversion, and pipeline creation KPIs; conduct weekly performance reviews and coaching sessions
Oversee the design and optimization of lead qualification and scoring models to ensure high-quality, sales-ready opportunities
Manage daily operations and reporting in CRM and sales engagement tools
Collaborate with sales & marketing leadership to maintain clean data, consistent reporting, and strong pipeline hygiene within HubSpot dashboards
Evaluate and implement automation and AI-powered prospecting tools to increase efficiency and personalization
Serve as the connective link between Marketing, Sales, and Service Delivery to ensure seamless handoffs and feedback loops
Partner with Marketing to design and execute pre- and post-event outreach strategies that convert leads into qualified opportunities
Collaborate with Solution Marketing and Delivery teams to refine messaging and ensure relevance to buyer challenges
Analyze funnel metrics, campaign effectiveness, and conversion rates to identify trends and areas for improvement
Provide regular reporting and insights to Sales and Executive Leadership on pipeline health and BDR performance
Champion process standardization, lead discipline, and data-driven decision-making to enhance predictability and scale
Qualification
Required
Proven experience building and scaling outbound and inbound BDR programs in a high-growth B2B environment
Deep understanding of lead management, pipeline hygiene, and funnel conversion metrics
Strong analytical mindset; able to translate data into insights that drive operational improvement
Excellent communication, coaching, and leadership skills; capable of inspiring high performance and collaboration
Proficiency with modern sales and marketing technology stacks including HubSpot CRM, Chorus, ZoomInfo, and LinkedIn Sales Navigator
Ability to operate cross-functionally, aligning Sales, Marketing, and RevOps around shared goals and KPIs
Entrepreneurial, adaptable, and energized by building new programs and processes from the ground up
Bachelor's degree in Marketing, Business Administration, Communications, or a related field
5+ years of experience in business development, sales development, or pipeline generation roles within B2B organizations
Minimum of 3 years in a leadership role managing BDR or SDR teams
Demonstrated success designing outbound strategies, improving lead qualification, and driving measurable pipeline growth
Familiarity with professional services or compliance attestation and audit frameworks such as FEDRAMP, SOC, ISO, PCI, and HITRUST
Benefits
Flexible and balanced environment
Opportunity to work remotely
Some travel annually for our Internal Service Delivery roles
In-person training
Team meet-ups
Strategy meetings
Company
Schellman
Schellman is a leading provider of attestation and compliance services.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
unknown2021-09-20Private Equity
Leadership Team
Avani Desai
Chief Executive Officer
Recent News
2025-11-07
2025-10-28
Company data provided by crunchbase