Connector Development Manager - Federal ›
Washington, DC, USA
Responsibilities:
Manage a team of Connector Development Representatives, directing their sourcing efforts toward the agencies, roles, and relationships of greatest strategic significance based on pipeline need and priority.
Set targets and territories for the CDRs and hold them accountable for building a healthy, qualified pipeline of prospective Connectors.
Coach and develop your CDRs — growing their capabilities, sharpening their outreach and qualification, and standardizing the practices that work best.
Review the Connectors your CDRs develop and decide which to bring into active production, ensuring a smooth transition from sourcing to management.
Translate Filevine's pipeline priorities into clear direction for the team, adjusting focus as agency needs and opportunities shift.
Evaluate Connector performance against production expectations to improve the quality and volume of the opportunities they source.
Develop strategy to move Connectors through the process of becoming producing Connectors, and own the efficacy of your section of the Connector network.
Act as a bridge between Connectors and Filevine's internal sales, marketing, and product teams, ensuring opportunities are identified, advanced, and communicated cleanly.
Track and report on Connector activity, production, and pipeline in CRM tools (Salesforce), providing clear updates to leadership.
Leverage events and hospitality — dinners, gatherings, and industry events — to deepen Connector relationships and support activation.
Develop a structured, repeatable motion that keeps the connector channel producing and scaling without becoming a bottleneck.
CONNECTOR PORTFOLIO MANAGEMENT
TEAM LEADERSHIP & TARGETING
Qualifications:
5+ Experience in recruiting, partnerships, business development, sales, or a customer-facing environment, with a track record of managing people, relationships, or a partner/channel portfolio.
Proven ability to identify, develop, and manage partner or connector-style relationships and drive them to production.
Experience directing or coaching a team toward targets — setting priorities, evaluating performance, and improving output.
Strong understanding of relationship-driven sales motions and how to convert access into pipeline.
Familiarity with the federal environment — how agencies buy, how relationships open doors, and how opportunities take shape — or the ability to ramp quickly into it.
Exceptional organizational and reporting skills, with a track record of follow-through and execution.
Experience using CRM tools (Salesforce preferred) to track relationships, activity, and pipeline.
Exceptional written and verbal communication skills, with the ability to represent Filevine to senior stakeholders.
Willingness to travel as needed for Connector meetings and events.
Who You Are:
A team leader — you lead through action and drive your team to deliver, motivating CDRs toward measurable outcomes.
A relationship builder — you connect quickly with Connectors and stakeholders, instilling trust and maintaining it through delivery.
A strategic doer — you think creatively about where the pipeline needs to go and direct your team's effort there.
Organized and detail-oriented — you maintain rigor across your team's pipeline and your own Connector portfolio, and nothing slips through the cracks.
Proactive and self-directed — you anticipate needs, solve problems before they arise, and execute without constant direction.
A strong communicator — you have polished verbal, written, and presentation skills and can represent Filevine with executive presence.
A systems builder — you identify the patterns that work best and turn them into a repeatable motion others can run.