Business Development Manager

Role Overview

• Lead and manage a team of BDRs to achieve and exceed quarterly performance goals
• Drive accountability, consistency, and execution across all outbound sales activities
• Establish a culture focused on professionalism, urgency, responsiveness, and continuous improvement
• Identify and develop top performers while proactively managing underperformance
• Conduct regular performance reviews, coaching sessions, and improvement plans
• Ensure the team consistently meets outbound activity expectations across calls, emails, follow-ups, and prospecting coverage
• Monitor daily outbound activity, engagement rates, talk time, and pipeline generation metrics
• Improve conversion performance from: Conversations → Meetings Scheduled, Meetings Scheduled → Meetings Completed, Meetings Completed → Proposal Opportunities
• Continuously refine messaging, objection handling, scripts, and outreach strategies based on performance data
• Conduct weekly 1:1 coaching sessions with every BDR
• Review recorded calls and provide structured coaching around qualification, objection handling, and conversion effectiveness
• Participate in live call blocks and real-time coaching sessions
• Support ongoing enablement around: Industry knowledge, Product positioning, Sales messaging, AI tools and workflow optimization
• Ensure accurate and timely CRM usage across the team
• Maintain high standards for: Activity logging, Notes and follow-up tracking, Deal hygiene, Lead routing and SLA adherence
• Monitor dashboards and reporting to identify risks, trends, and opportunities early
• Maintain alignment with Account Executives and leadership on meeting quality and pipeline standards

Requirements

• 3–7+ years of sales leadership or BDR management experience
• Proven success leading outbound sales or SDR/BDR teams
• Strong understanding of sales process, pipeline management, and conversion metrics
• Experience coaching objection handling, discovery, and qualification
• Strong CRM discipline and reporting experience
• Data-driven leadership mindset with strong organizational skills
• Ability to hold high standards while developing people
• Excellent communication, accountability, and follow-through

Preferred Traits

• High urgency and bias toward action
• Competitive and performance-oriented
• Strong coaching presence
• Operationally disciplined
• Comfortable driving accountability
• Adaptable and solutions-oriented
• Continuous improvement mindset

Benefits

• Generous PTO including vacation, sick leave, and holidays
• Comprehensive medical, dental, and vision insurance
• 401(k) plan with employer match
• Short
• and long-term disability (employer-paid)
• Cell phone stipend and mileage reimbursement
• Remote work flexibility with opportunities for in-person collaboration**