Diagrid

Compensation

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📍 Job Overview Job Title: Senior Business Development & Revenue Operations Manager Company: Diagrid Location: United States (Remote) Job Type: Full-Time Category: Revenue Operations / Sales Operations Date Posted: 2025-09-29 Experience Level: 5-10 Years (Senior Level) Remote Status: Fully Remote 🚀 Role Summary • Spearhead the design, implementation, and optimization of demand generation and lead management processes within a fast-paced, early-stage B2B SaaS environment. • Serve as the primary administrator and strategic owner for key sales technology tools, including HubSpot and AmpleMarket, to drive operational efficiency and scalability. • Develop and refine the Business Development Representative (BDR) playbook, establishing best practices for prospecting, qualification, and outreach to accelerate deal cycles. • Drive a data-driven culture by continuously monitoring, analyzing, and reporting on business development performance metrics to inform strategy and optimization. • Build and lead a future demand generation team, demonstrating leadership potential and a clear path towards managing a growing function. 📝 Enhancement Note: This role is positioned as a foundational, strategic hire in Business Development and Revenue Operations. The emphasis on "founding" and "building from scratch" indicates a high degree of autonomy and impact for the right candidate. The inclusion of "Revenue Operations" in the title, alongside "Business Development," suggests a broader scope than a traditional BDR role, encompassing system administration, process optimization, and performance analysis critical to revenue generation. 📈 Primary Responsibilities • System Ownership & Optimization: • Act as the primary administrator for HubSpot and AmpleMarket, configuring and managing email sequences, lead lists, segmentation, and automation workflows. • Proactively explore, evaluate, and implement new tools and technologies to enhance the sales tech stack, focusing on efficiency and scalability. • Ensure seamless integration and data integrity across the sales technology stack (current: AmpleMarket, HubSpot, LinkedIn Sales Navigator, Clay.com). • Demand Generation & Lead Management: • Develop and execute targeted outbound prospecting strategies, leveraging Dapr user intelligence and advanced tools to identify and engage high-potential leads. • Define and manage the end-to-end lead qualification process, ensuring timely and effective triage of inbound leads and efficient handoff to Account Executives (AEs). • Ideate, create, test, and continuously optimize multi-channel outbound prospecting sequences (email, LinkedIn, etc.) for maximum conversion rates. • Automate and refine outreach campaigns using AmpleMarket and other relevant platforms to scale engagement. • Sales Strategy Support: • Partner closely with founders and AEs to support outbound activities, including executing outreach campaigns and managing LinkedIn interactions on their behalf. • Collaborate with engineering and product teams to identify and define essential sales support materials and technical resources that can accelerate deal velocity. • Performance Analysis & Reporting: • Establish key performance indicators (KPIs) for business development and demand generation activities. • Monitor, analyze, and report on BDR performance, conversion rates, pipeline generation, and other critical metrics. • Utilize data insights to continuously refine outreach strategies, campaign performance, and overall operational efficiency. • Team Building & Leadership: • Develop and document the comprehensive BDR playbook for Diagrid, outlining processes, best practices, and tool utilization. • Recruit, mentor, and manage future Business Development Representatives as the team scales. • Grow into a management role, overseeing the demand generation function and contributing to broader GTM strategy. 📝 Enhancement Note: The responsibilities highlight a blend of hands-on execution and strategic oversight. The emphasis on "System Ownership" and "Reporting & Optimization" strongly suggests a Revenue Operations focus, requiring a candidate comfortable with CRM administration, process automation, and data analysis. The "Team Building & Leadership" aspect indicates a growth trajectory toward a management position. 🎓 Skills & Qualifications Education: • Bachelor's degree in Business Administration, Marketing, Communications, or a related field is preferred. Equivalent practical experience will also be strongly considered. Experience: • 3-5+ years of progressive experience in Business Development, Demand Generation, Sales Operations, or a related GTM operations role within a high-growth B2B SaaS company. • Proven track record of building and scaling demand generation processes from the ground up in an early-stage startup environment. Required Skills: • HubSpot & AmpleMarket Expertise: Deep proficiency as an administrator and user of HubSpot (CRM, Marketing Hub) and AmpleMarket, including configuring workflows, sequences, and reporting. • Sales Automation & CRM Mastery: Strong command of sales automation tools and CRM systems, with a focus on optimizing lead management, data hygiene, and sales processes. • Outbound Prospecting & Campaign Management: Demonstrated ability to design, execute, and optimize multi-channel outbound prospecting campaigns that drive measurable results. • Data Analysis & Performance Metrics: A data-driven mindset with the ability to analyze performance data, derive actionable insights, and continuously refine strategies based on conversion metrics. • Process Development & Optimization: Proven experience in building, documenting, and optimizing operational processes for efficiency and scalability. • Technical Acumen: Ability to understand and articulate technical concepts, particularly in the developer tools, open-source, and cloud-native spaces, to engage technical audiences effectively. • Communication & Interpersonal Skills: Excellent written and verbal communication skills, with the ability to represent Diagrid credibly and persuasively in all outreach efforts. • Startup Mentality: Thrives in dynamic, fast-paced startup environments, demonstrating self-sufficiency, adaptability, and a proactive approach to problem-solving. • Leadership Potential: Demonstrated interest and aptitude for leadership, with a clear desire to mentor, manage, and grow a team. Preferred Skills: • Experience with LinkedIn Sales Navigator and Clay.com for prospecting and data enrichment. • Familiarity with other sales enablement tools and platforms. • Understanding of developer-focused markets, open-source communities, and the distributed application space. • Experience in recruiting, training, and managing BDR teams. 📝 Enhancement Note: The "Required Skills" section is heavily weighted towards practical, hands-on experience with specific sales technology tools (HubSpot, AmpleMarket) and core GTM operations functions like demand generation and process optimization. The emphasis on "Technical Acumen" and "Open-Source Technology" is critical given Diagrid's focus, suggesting that candidates with experience in developer tools or similar technical markets will have a significant advantage. 📊 Process & Systems Portfolio Requirements Portfolio Essentials: • Process Design & Optimization Case Studies: Examples showcasing the design, implementation, and measurable improvement of demand generation, lead qualification, or sales process workflows. Quantifiable results are paramount. • Sales Technology Stack Management: Demonstrations of experience administrating, configuring, and optimizing CRM (e.g., HubSpot) and sales engagement platforms (e.g., AmpleMarket). This may include examples of customized workflows, automation rules, or reporting dashboards. • Campaign Performance Analysis: Documentation of outbound or inbound campaigns, including strategy, execution, key metrics (e.g., conversion rates, pipeline generated), and insights derived for optimization. • Playbook Development Examples: If available, examples of sales playbooks or process documentation created for BDRs or sales teams that outline standard operating procedures, messaging, and tool usage. Process Documentation: • Candidates should be prepared to discuss their approach to documenting and standardizing sales processes, including: • Workflow mapping and identification of bottlenecks. • Implementation of automation for efficiency gains. • Establishing metrics for ongoing performance measurement and continuous improvement. 📝 Enhancement Note: Given the "founding" nature of this role and the emphasis on building systems from scratch, a portfolio demonstrating practical experience in process design, system administration, and campaign optimization is crucial. Candidates should be ready to showcase tangible results and their methodology for improving GTM operations. 💵 Compensation & Benefits Salary Range: • Based on industry benchmarks for a Senior Business Development & Revenue Operations Manager role in the US tech market, with 3-5+ years of experience and remote work flexibility, the estimated salary range is $110,000 - $150,000 USD per year. This range accounts for the seniority, strategic impact, and foundational nature of the role, as well as the competitive landscape for experienced GTM operations professionals in a remote-first environment. Benefits: • Competitive compensation package • Company equity, offering ownership and participation in Diagrid's growth • Remote-first and flexible work environment, promoting work-life balance • Flexible Paid Time Off (PTO) policy • Comprehensive healthcare coverage for employees and dependents • Choice of hardware to optimize your work setup • $1,000 Home Office Setup stipend for essential equipment • Monthly Work From Home (WFH) stipend to support remote work expenses • Opportunities for team events and gatherings to foster connection and collaboration • Direct collaboration with industry-leading figures in open-source and cloud-native technology Working Hours: • Standard full-time hours (approximately 40 hours per week) are expected. However, the role emphasizes a flexible work environment, allowing for adaptation to individual productivity peaks and team collaboration needs, particularly given the distributed nature of the team. 📝 Enhancement Note: The salary range is an estimate based on typical compensation for senior-level GTM operations roles in the US, considering the company's stage (early-stage, VC-backed) and the remote nature of the position. The benefits listed are directly from the job description and are highly attractive for remote tech professionals. 🎯 Team & Company Context 🏢 Company Culture Industry: Technology (Developer Tools, Cloud-Native, AI Applications) Company Size: Small, Ambitious Team (Early-Stage Startup). This implies a dynamic, fast-paced environment where individual contributions have a significant impact. Founded: Diagrid was founded by the creators of Dapr and KEDA, leading figures in hyper-scale infrastructure cloud services and open-source projects at Microsoft. This foundational expertise brings deep technical credibility and a strong understanding of developer needs. Team Structure: • Founders & Early Team: The role reports directly to founders or early sales leadership, offering high visibility and direct influence on GTM strategy. • Cross-Functional Collaboration: Close partnership with Account Executives, Marketing, Product, and Engineering teams is essential for success. • Remote-First & Distributed: The team operates globally, fostering a culture of asynchronous communication, trust, and autonomy. Methodology: • Developer-Centric: A deep understanding and appreciation for developer experience and open-source communities are core to the company's ethos. • Data-Driven Decision Making: Emphasis on using performance metrics and insights to guide strategy and optimize operations. • Agile & Iterative: In a startup environment, processes and strategies are expected to evolve rapidly based on learning and market feedback. • Focus on Innovation: Working at the forefront of distributed systems, cloud-native technologies, and AI application development. Company Website: https://www.diagrid.io/ 📝 Enhancement Note: Diagrid's culture is shaped by its founders' deep roots in open-source (Dapr, KEDA) and hyper-scale cloud infrastructure. This implies a technically sophisticated, developer-first approach. The early-stage, remote-first nature means a culture of autonomy, direct impact, and rapid iteration. 📈 Career & Growth Analysis Operations Career Level: Senior Individual Contributor with clear progression to Management. This role is designed for someone who can not only execute but also strategize, build processes, and lead people. It's a "builder" role with a defined path to leadership. Reporting Structure: Likely reporting to a Head of Sales, VP of Sales, or one of the Co-Founders. The close proximity to leadership offers significant mentorship opportunities. Operations Impact: This role is critical for driving Diagrid's revenue growth by establishing and scaling the initial business development and demand generation engine. The direct influence on pipeline generation and conversion rates means a tangible impact on the company's trajectory. Growth Opportunities: • Leadership Development: The primary growth path is into managing and expanding the demand generation function, potentially building out a team of BDRs and operations specialists. • Strategic Influence: Opportunity to shape the company's Go-To-Market strategy, sales processes, and technology stack from the ground up. • Technical Domain Expertise: Deepen understanding and expertise in cutting-edge areas like distributed applications, AI, and open-source technologies. • Entrepreneurial Experience: Gain invaluable experience in a high-growth startup environment, contributing to key strategic decisions and operational build-outs. 📝 Enhancement Note: This role is explicitly positioned as a career-defining opportunity, offering a clear trajectory from a senior individual contributor role to a leadership position managing a significant part of the GTM function. The emphasis on "building from scratch" and "shaping the future" highlights the potential for significant professional development and impact. 🌐 Work Environment Office Type: Fully Remote. This is a remote-first organization, meaning all operations and team interactions are designed to function effectively without a central physical office. Office Location(s): While the role is remote, the company specifies eligibility for candidates in Canada and the United States. This suggests that employment and payroll infrastructure are established in these regions. Workspace Context: • Global & Distributed: Expect to collaborate with colleagues across different time zones, fostering strong asynchronous communication skills and reliance on digital collaboration tools. • Developer-Centric Culture: The work environment is influenced by a deep respect for open-source principles, technical rigor, and the developer community. • Tooling & Technology: A modern tech stack is provided, with a focus on tools that enhance productivity and collaboration for remote teams (e.g., HubSpot, AmpleMarket, Slack, video conferencing). Work Schedule: • Full-time commitment (approx. 40 hours/week) is expected. • The remote-first nature offers flexibility in structuring the workday, allowing for personal productivity optimization, but requires strong self-discipline and time management to ensure collaboration across time zones and meet deadlines. 📝 Enhancement Note: The "Remote Solely" work arrangement, coupled with eligibility in Canada and the US, signifies a mature remote-first operation. Candidates should be comfortable with asynchronous communication and managing their own schedules effectively. 📄 Application & Portfolio Review Process Interview Process: • Initial Screening: A conversation with a recruiter or hiring manager to assess overall fit, experience, and alignment with the role's core requirements. • Skills-Based Interview: Deep dive into specific experience with HubSpot, AmpleMarket, demand generation strategies, process development, and working in startup environments. This may involve scenario-based questions. • Portfolio Presentation/Case Study: Candidates will likely be asked to present examples from their portfolio, detailing a specific process improvement, campaign execution, or system implementation they led. Focus on demonstrating strategy, execution, measurable results, and lessons learned. • Founder/Leadership Interview: A final discussion with founders or senior leadership to assess strategic thinking, cultural fit, leadership potential, and long-term vision for the role. Portfolio Review Tips: • Quantify Everything: For each case study or project, clearly articulate the problem, your solution, the actions taken, and most importantly, the quantifiable results (e.g., % increase in qualified leads, % reduction in sales cycle time, pipeline generated). • Highlight "Building" Experience: Emphasize instances where you established new processes, implemented new systems, or scaled existing operations from a nascent stage. This is key for a founding role. • Showcase Tool Proficiency: Be prepared to discuss your hands-on experience with HubSpot, AmpleMarket, and other relevant sales tech. Demonstrate how you leveraged these tools to achieve specific outcomes. • Structure Your Narrative: For presentations, follow a clear story arc: challenge -> strategy -> execution -> results -> learnings. Tailor your examples to resonate with Diagrid's focus on developer tools and open-source. Challenge Preparation: • Be ready for potential scenario-based questions or a small take-home exercise related to optimizing a lead nurturing sequence, designing an outbound campaign strategy, or analyzing a hypothetical performance report. • Prepare to articulate your vision for building Diagrid's demand generation function and how you would approach key challenges like lead quality, conversion rates, and scaling. 📝 Enhancement Note: The interview process is likely to be rigorous, focusing on practical application of skills and strategic thinking. A strong portfolio that demonstrates hands-on experience in building and optimizing GTM operations, with a heavy emphasis on quantifiable results, will be critical for success. 🛠 Tools & Technology Stack Primary Tools: • HubSpot: The core CRM and marketing automation platform. Proficiency in administration, workflow configuration, lead scoring, reporting, and data management within HubSpot is essential. • AmpleMarket: A key tool for outbound prospecting, lead generation, and campaign automation. Experience in configuring sequences, managing lead lists, and leveraging its automation capabilities is crucial. • LinkedIn Sales Navigator: For prospecting, lead research, and engagement on the LinkedIn platform. • Clay.com: Likely used for data enrichment and audience segmentation, requiring an understanding of data integration and management. Analytics & Reporting: • HubSpot Reporting: Utilizing HubSpot's built-in analytics for pipeline tracking, campaign performance, and lead source analysis. • Spreadsheet Software (Excel/Google Sheets): For ad-hoc analysis, data manipulation, and custom reporting. • Potential for BI Tools: While not explicitly mentioned, familiarity with business intelligence tools (e.g., Tableau, Power BI) could be a plus for more advanced analytics. CRM & Automation: • HubSpot CRM: The central hub for customer data and sales activities. • AmpleMarket Automation: For automating outreach sequences and lead nurturing. • Integration Concepts: Understanding how different sales and marketing tools connect and share data is beneficial for optimizing the overall tech stack. 📝 Enhancement Note: The explicit mention of HubSpot and AmpleMarket as primary tools is a key requirement. Candidates must demonstrate hands-on administrative and strategic utilization of these platforms to be considered competitive. 👥 Team Culture & Values Operations Values: • Data-Driven: A commitment to using data and metrics to inform decisions, measure success, and drive continuous improvement in demand generation and sales processes. • Efficiency & Scalability: A focus on building robust, scalable processes and leveraging technology to maximize output and minimize manual effort. • Collaboration: Strong emphasis on working effectively with cross-functional teams (Sales, Marketing, Product, Engineering) to achieve shared GTM goals. • Ownership & Initiative: A proactive and self-sufficient approach, taking responsibility for building and optimizing operational functions from the ground up. • Technical Curiosity: An interest in and willingness to learn about complex technologies like distributed systems, open-source software, and AI, to better understand the target audience and market. Collaboration Style: • Remote & Asynchronous: Expect a primary reliance on digital collaboration tools (Slack, video conferencing, project management software) and a need for clear, concise asynchronous communication. • Cross-Functional Partnership: Active engagement with sales, marketing, and product teams to align on targets, share insights, and support deal acceleration. • Feedback-Oriented: A culture that encourages constructive feedback to refine strategies, processes, and team dynamics. 📝 Enhancement Note: The company values align with typical high-growth tech startups, emphasizing data, efficiency, and collaboration. The "Technical Curiosity" value is particularly important given Diagrid's focus on developer tools and cutting-edge technology. ⚡ Challenges & Growth Opportunities Challenges: • Building from Scratch: Establishing robust demand generation processes and a scalable BDR function in an early-stage company requires significant initiative, creativity, and resilience. • Market Education: Educating a technical audience about new, innovative products like Dapr and Catalyst requires a nuanced approach to messaging and outreach. • Scaling Operations: Balancing hands-on execution with the strategic planning needed to scale operations effectively as the company grows. • Remote Collaboration: Navigating the complexities of effective communication and team cohesion in a globally distributed, remote-first environment. Learning & Development Opportunities: • Leadership Skill Development: Direct experience in building and managing a team, fostering leadership capabilities. • GTM Strategy Formulation: Opportunity to contribute significantly to and influence the company's overall Go-To-Market strategy. • Deepening Technical Domain Knowledge: Gaining expertise in the rapidly evolving fields of distributed systems, cloud-native computing, and AI application development. • Mastery of Sales Technology: Becoming an expert in advanced CRM and sales engagement platform administration and optimization. 📝 Enhancement Note: The challenges presented are typical for a foundational role in a startup, offering significant opportunities for personal and professional growth in exchange for tackling complex problems. 💡 Interview Preparation Strategy Questions: • "Describe your approach to building a demand generation function from the ground up in a B2B SaaS startup. What are the key components you'd focus on first?" • "How would you leverage HubSpot and AmpleMarket to optimize lead qualification and nurture sequences for a technical audience?" • "Walk me through a successful outbound campaign you designed and executed. What were the objectives, strategy, key metrics, and results?" • "How do you balance hands-on execution as an individual contributor with the strategic planning required for future team growth?" Company & Culture Questions: • "What interests you about Diagrid's mission and its role in the open-source and developer tools space?" • "How do you approach collaboration in a remote-first, globally distributed team environment?" • "Describe a time you had to adapt your strategy based on performance data or market feedback." Portfolio Presentation Strategy: • Focus on Impact: Select 1-2 key projects that best demonstrate your ability to build, optimize, and generate measurable results in demand generation or sales operations. • Quantify Results: Be prepared to discuss specific metrics like lead-to-opportunity conversion rates, pipeline generated, campaign ROI, or process efficiency improvements. • Detail Your Process: Clearly articulate the steps you took, the tools you used, and the decisions you made. Explain why you made those decisions. • Address the "Building" Aspect: Highlight how you established processes, implemented systems, or scaled operations, rather than just maintaining existing ones. 📝 Enhancement Note: Interview preparation should focus on demonstrating a proactive, data-driven, and results-oriented approach to building and optimizing GTM operations, with a clear understanding of SaaS business models and developer-focused markets. 📌 Application Steps To apply for this operations position: • Submit your application through the provided Ashby link. • Tailor Your Resume: Highlight experience in business development, demand generation, sales operations, CRM administration (especially HubSpot), and sales automation tools (AmpleMarket). Quantify achievements with metrics where possible. • Prepare Your Portfolio: Curate 1-2 strong case studies showcasing your ability to build, optimize, and measure the impact of demand generation processes, campaigns, or sales technology implementations. Be ready to present these with a focus on quantifiable results. • Research Diagrid: Understand their products (Dapr, Catalyst), their market position, and their open-source roots. Prepare to discuss how your skills align with their mission. • Practice Your Story: Be ready to articulate your experience in building and scaling operations, your strategic approach to demand generation, and your vision for this role in a startup environment. ⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.