Manager, Business Generation


Progress is hiring for a Manager, Business Generation to lead our BGR team for our Cognitive First group in Waltham, MA.   The Cognitive First group consists of NativeScript, DataRPM, and Kinvey product lines. 

The Role: In this position, you will be a hands-on leader for the growing business generation team. The Business Generation Manager will collaborate with Marketing and Sales Directors to ensure both inbound and outbound leads are being qualified and funneled through the sales process efficiently. The Business Generation Manager will interact with prospective customers via telephone, email, and online chat.  This is a "player-coach" role, so the BG Manager is expected to excel at sourcing, relationship building, lead generation, analysis and sales. This manager will work with different types of people and build an efficient process and continuously analyze results.


  • Build and manage a team of up to 11 BGRs
  • Hire and onboard new BGR’s; provide sales coaching, product training, and training on the sales tools
  • Ensure the team tracks information accurately in Salesforce
  • Provide weekly analysis of progress and conduct overall assessment quarterly
  • Outbound prospecting to build pipeline for Inside and Field Sales Teams
  • Review, contact, and qualify marketing-generated leads
  • Generate sales by phone for defined new customer segments, from initial contact to signed agreement
  • Set discovery meeting appointments for Regional Sales Teams
  • Work collaboratively with Regional Sales Managers / Inside Sales in territory planning
  • Attend regular online and in-person product sessions to develop expertise in Progress products
  • Use tools like DiscoverOrg, RainKing, LinkedIn Sales Navigator to identify and qualify decision makers who can utilize Progress solutions
  • Articulate to customers the business and technical benefits of Progress solutions
  • Interpret customer requirements, proactively act to identify solutions that meet customer needs


  • Bachelor's Degree
  • Past experience in managing a BDR/BGR team (team lead experience would also be considered)
  • 3+ years of experience in a BDR/Inside Sales role prior to being lead/manager
  • Strong working knowledge of Salesforce
  • Enthusiastic, driven and confident
  • Go-getter, disciplined and organized
  • Strong written and verbal skills
  • Competitive edge and thrives in a team environment

Progress is proud to be an Equal Opportunity Employer!!

Job Type : Full-Time
Education Level : Bachelors Degree
Experience Level : Mid to Senior Level
Job Function : Sales
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