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Salary: USD 123,000 - 155,000 / annual
SpotOn is a restaurant technology company providing point-of-sale systems and AI-powered profit tools to independent restaurants. Ranked #1 Restaurant POS by G2 (Summer 2026) and top-rated on Capterra, SpotOn is seeking a Manager, Business Development Operations in San Francisco, New York, or Chicago.
This role leads the operational function that enables the Business Development organization to scale. You will own the processes, systems, data, reporting, and operating cadence that allow BD leadership and relationship managers to focus on partnerships and revenue growth. You will directly manage one team member with opportunity to expand as the function grows, and serve as a primary operational partner to Business Development, Sales, Sales Operations, Finance, Marketing, and cross-functional teams.
Key responsibilities include:
**People Leadership:** Lead and develop one direct report through hiring, onboarding, goal setting, and performance management. Build team bench strength through structured training, documentation, and career development. Maintain accessible process documentation (SOPs/runbooks) to ensure continuity and scalability.
**Operations & Process Ownership:** Own end-to-end partner-referred opportunity processes including intake, routing, attribution, pipeline visibility, and performance measurement. Design and continuously improve core BD operating processes. Define and track operational KPIs (referral volume, conversion rates, cycle time, attribution accuracy, program revenue). Serve as senior escalation point for internal and external operational issues.
**Systems, Data & Reporting:** Own BD technology stack (Salesforce, PowerBI, Saasquatch, Lessonly/Seismic) in partnership with Sales Ops and IT. Translate business needs into system and reporting requirements. Champion automation and eliminate manual work. Maintain accuracy of partner territory mapping and program communication channels.
**Business Partnership & Planning:** Partner with Sales and BD leadership on planning cycles and operational readiness for new programs. Lead implementation of new initiatives including scoping, stakeholder alignment, rollout, and enablement. Own recurring operating cadence for partner program enrollment and onboarding. Coordinate with Compensation and HR on program participant compensation plans. Plan and execute partner- and customer-facing events. Manage communication flow between BD team and internal/external audiences.
**Financial & Administrative:** Own departmental budget tracking, purchase requisitions, and reconciliation. Plan and execute internal BD events and team offsites. Manage special projects supporting Sales leadership.
**Requirements:**
- 5+ years of experience in business development, sales, operations, or customer/client management, including direct support of a leader, team, or complex programs
- 2+ years of direct people management experience, or demonstrated equivalent leadership of a team or function
- 3+ years of experience supporting clients in the hospitality industry
- Must have Salesforce experience; experience owning or administering Salesforce workflows and reporting strongly preferred
- Must have experience supporting and improving an organization's sales process
- Experience with budget management and vendor/procurement processes preferred
- Experience coordinating cross-functional enablement, training, or compensation-adjacent processes preferred
- Bachelor's degree in business or equivalent additional experience
- Demonstrated ability to lead and develop a team with exceptional organizational and program management skills
- Strong analytical mindset; uses data to diagnose inefficiency and identify solutions
- Proven ability to design and implement process at scale
- Customer service mindset with strong communication skills
- Commitment to teamwork and ability to influence without direct authority
- Willingness to adapt and comfort with ambiguity
- Travel up to 25% of the time
