Manager, Busniess Development (BDR)

Accountabilities:

• • Recruit, onboard, develop, coach, and retain a high-performing BDR team through regular 1:1s, call reviews, role plays, feedback, and individualized development plans.
  • Establish a culture of accountability, collaboration, continuous learning, healthy competition, and professional growth, while preparing BDRs for progression into future sales roles.
  • Own team performance reporting and use conversion rates, meeting quality, pipeline creation, opportunity progression, attribution, and rep-level trends to identify opportunities for improvement.
  • Define performance metrics and business requirements in partnership with Revenue Operations, ensuring scalable dashboards, accurate reporting, strong CRM hygiene, and reliable pipeline visibility.
  • Partner with Sales Leadership and Revenue Operations on territory planning, account prioritization, capacity planning, productivity targets, forecasting, and outbound strategy.
  • Continuously improve inbound and outbound prospecting across phone, email, LinkedIn, video, and emerging channels, including messaging, sequences, objection handling, and account prioritization.
  • Help BDRs identify high-value accounts, recognize buying signals, multithread relationships, and connect with relevant decision-makers.
  • Collaborate with Marketing on webinars, events, product launches, account-based marketing initiatives, lead quality, messaging, and campaign performance.
  • Coordinate with Partnerships and third-party logistics teams to maximize inbound engagement from website leads, referrals, and other sources.
  • Introduce and optimize AI-powered sales tools and workflows for research, personalization, prospecting, coaching, and productivity while preserving a human-centered prospect experience.
  • Evaluate emerging sales technologies and partner with Revenue Operations to implement solutions that improve efficiency and effectiveness.
  • Provide strategic insights and recommendations to leadership based on business development performance, market trends, pipeline data, and prospecting results.

  Requirements

  • 3+ years of experience leading a Business Development or Sales Development team within a fast-growing B2B SaaS or technology organization.
  • Demonstrated people-management experience, including setting expectations, providing direct feedback, developing performance plans, and making informed performance decisions.
  • Proven ability to build and manage a metrics-driven sales development organization focused on pipeline quality, conversion, and revenue contribution.
  • Strong analytical and problem-solving skills, with the ability to diagnose funnel performance through segmentation, conversion data, pipeline trends, and rep-level insights.
  • Demonstrated success coaching and developing early-career sales professionals through structured mentorship and career development.
  • Experience designing and optimizing outbound prospecting strategies across phone, email, LinkedIn, video, and other digital channels.
  • Strong cross-functional collaboration skills and experience working with Sales Leadership, Marketing, Revenue Operations, Partnerships, and Customer Success.
  • Hands-on experience with modern sales and revenue technologies such as Gong Engage, Salesloft, Salesforce, HubSpot, ZoomInfo, Similarweb, Clay, Highspot, ChatGPT, or comparable tools.
  • Strong curiosity about emerging AI capabilities and demonstrated ability to implement practical AI-enabled workflows that improve team productivity.
  • Excellent communication, coaching, organizational, and leadership skills with a people-first management approach.
  • Experience working in a remote-first or distributed organization is a plus.

  Benefits

  • Opportunity to lead a strategically important business development function and directly influence pipeline generation and revenue growth.
  • Significant ownership over team development, prospecting strategy, sales processes, performance management, and go-to-market optimization.
  • Exposure to senior Sales, Marketing, Revenue Operations, Partnerships, and other cross-functional leaders.
  • Opportunity to build and scale a modern BDR organization using data, automation, AI, and emerging sales technologies.
  • Career-development opportunities through direct leadership responsibility and exposure to broader commercial strategy.
  • Remote-first work environment with the flexibility associated with a distributed organization.
  • Access to modern sales technology and AI-enabled tools designed to support productivity and effectiveness.