About this Connector Development Manager - Federal role at Filevine
Role Summary:
The Filevine Connector motion is built on developing and leveraging direct relationships to generate the highest-quality opportunities. In the federal market, Connectors create access to agencies and mission owners positioned to shape and make purchasing decisions, and deliver those opportunities to the federal sales team.
The Connector Manager sits at the center of that motion. You will manage and direct the Connector Development Representatives (CDRs), targeting their sourcing efforts toward the agencies, roles, and relationships that matter most based on pipeline need and strategic priority. You will also own the Connector relationships themselves once they are developed — evaluating Connector performance, driving the opportunities they produce, and maintaining the relationships over time so they continue to produce. This role operates personally and through your team: you will grow the CDRs' capabilities and outcomes while owning the efficacy of your section of the Connector network, acting as a bridge between Connectors and Filevine's internal sales, marketing, and product teams. We are building a small, elite team to attack this market, and this role runs the engine that turns relationships into pipeline.
Responsibilities:
TEAM LEADERSHIP & TARGETING
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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.
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Set targets and territories for the CDRs and hold them accountable for building a healthy, qualified pipeline of prospective Connectors.
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Coach and develop your CDRs — growing their capabilities, sharpening their outreach and qualification, and standardizing the practices that work best.
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Review the Connectors your CDRs develop and decide which to bring into active production, ensuring a smooth transition from sourcing to management.
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Translate Filevine's pipeline priorities into clear direction for the team, adjusting focus as agency needs and opportunities shift.
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Evaluate Connector performance against production expectations to improve the quality and volume of the opportunities they source.
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Develop strategy to move Connectors through the process of becoming producing Connectors, and own the efficacy of your section of the Connector network.
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Act as a bridge between Connectors and Filevine's internal sales, marketing, and product teams, ensuring opportunities are identified, advanced, and communicated cleanly.
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Track and report on Connector activity, production, and pipeline in CRM tools (Salesforce), providing clear updates to leadership.
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Leverage events and hospitality — dinners, gatherings, and industry events — to deepen Connector relationships and support activation.
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Develop a structured, repeatable motion that keeps the connector channel producing and scaling without becoming a bottleneck.
CONNECTOR PORTFOLIO MANAGEMENT
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:
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A team leader — you lead through action and drive your team to deliver, motivating CDRs toward measurable outcomes.
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A relationship builder — you connect quickly with Connectors and stakeholders, instilling trust and maintaining it through delivery.
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A strategic doer — you think creatively about where the pipeline needs to go and direct your team's effort there.
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Organized and detail-oriented — you maintain rigor across your team's pipeline and your own Connector portfolio, and nothing slips through the cracks.
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Proactive and self-directed — you anticipate needs, solve problems before they arise, and execute without constant direction.
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A strong communicator — you have polished verbal, written, and presentation skills and can represent Filevine with executive presence.
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A systems builder — you identify the patterns that work best and turn them into a repeatable motion others can run.
