Connector Development Manager - Federal ›

Responsibilities: TEAM LEADERSHIP & TARGETING

•

• 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.

CONNECTOR PORTFOLIO MANAGEMENT

• 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.

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.