Manager of Business Development Representatives

Accountabilities:

• • Lead and manage a high-performing team of inbound US and outbound EMEA Business Development Representatives, establishing clear goals, benchmarks, and expectations for success.
  • Operate as a player-coach by modeling effective prospecting, cold calling, account engagement, communication, and qualification techniques.
  • Develop, implement, and continuously refine BDR playbooks, prospecting strategies, messaging, and workflows to improve pipeline generation.
  • Coach and mentor individual team members through call reviews, performance feedback, skill development, and targeted improvement plans.
  • Stay closely involved in day-to-day BDR activities, including call shadowing, messaging refinement, and hands-on engagement with team priorities.
  • Use Salesforce, Salesloft, ZoomInfo, Cognism, LinkedIn Sales Navigator, Chorus, Claude, and related revenue technologies to monitor performance, identify trends, and optimize execution.
  • Analyze inbound and outbound activity, conversion rates, pipeline contribution, and other performance indicators to identify opportunities for improvement.
  • Partner with Sales, Marketing, Demand Generation, and revenue leadership to align BDR objectives, optimize lead management, and strengthen the lead-to-opportunity process.
  • Collaborate on inbound marketing campaigns and ensure BDR activities are aligned with broader marketing and sales strategies.
  • Build a culture of accountability, continuous learning, collaboration, and high performance across the BDR organization.

  Requirements:

  • At least 3 years of direct experience managing a BDR team, with a demonstrated record of leading and improving outbound performance.
  • Previous experience in a B2B SaaS environment is required, with experience in MarTech, digital asset management, or related enterprise technology considered particularly valuable.
  • Strong knowledge of BDR processes, prospecting methodologies, account engagement, lead qualification, and pipeline generation.
  • Advanced familiarity with Salesforce, ZoomInfo, LinkedIn Sales Navigator, Salesloft, Cognism, Chorus, Claude, or comparable sales and revenue technology platforms.
  • Excellent phone, written, verbal, and interpersonal communication skills, with the ability to model strong sales behaviors for the team.
  • Demonstrated experience creating, implementing, and refining BDR playbooks and prospecting strategies.
  • A strong player-coach mentality, with the willingness and ability to work alongside representatives, participate in calls, and provide hands-on coaching.
  • Strong analytical and data-driven decision-making skills, including the ability to interpret performance metrics and translate insights into actionable improvements.
  • Proven ability to mentor, motivate, and develop team members while creating a collaborative and high-energy environment.
  • Strong cross-functional collaboration skills and the ability to work effectively with Sales, Marketing, Demand Generation, and other stakeholders.
  • Fluency in English, both written and spoken.
  • Ability to work effectively in a fully remote environment with minimal travel, expected to be up to 5%.

  Benefits:

  • Target compensation with on-target earnings of approximately $130,000–$175,000 USD, depending on experience, qualifications, skills, responsibilities, market data, and internal equity.
  • Medical coverage beginning on the first day of employment, with PPO and high-deductible plan options.
  • Dental coverage with PPO and HMO options, plus vision insurance.
  • Health Savings Account (HSA) and Flexible Spending Account (FSA) options, including medical, dependent care, and commuter/transit accounts.
  • 401(k) savings plan with employer matching.
  • Company-paid basic life insurance, plus additional voluntary coverage options.
  • Company-paid short-term and long-term disability coverage.
  • Paid parental leave, including up to 12 weeks for maternity leave and 6 weeks for paternity leave.
  • Employee Assistance Program providing mental health resources and therapy consulting.
  • Flexible remote work environment and flexible scheduling designed to support work-life balance.
  • Access to professional development and online learning resources.
  • Collaborative, multicultural environment with opportunities to work across US, EMEA, and international teams.
  • Minimal travel, with up to 5% expected.