Business Development Manager

Interface Systems is a managed security service provider seeking a Business Development Manager to lead their outbound function. This player-coach role involves coaching the BDR team, owning the outbound system, and carrying a small strategic-accounts quota to enhance outreach efforts.

Responsibilities:

• Run weekly 30-minute 1:1s with each BDR covering pipeline, development, and account planning
• Establish and run a daily 15-minute team standup focused on activity commits, research priorities, and blockers
• Review all new outbound sequences, email copy, and LinkedIn messaging before launch against the RIQ framework and Interface voice standards
• Conduct weekly research quality reviews on target account briefs, Clay enrichment outputs, and Sales Navigator list builds
• Run weekly NAE pairing reviews with each NAE-BDR pair to assess handoff quality, meeting brief quality, and the feedback loop between the two roles
• Host a monthly deep-dive account planning session with each BDR on their Tier 1 and Tier 2 accounts
• Bring one to two new techniques per month from the broader GTM community into team practice. Test, iterate, adopt, or kill
• Own Apollo.io as the primary outbound platform. Design and maintain sequence architecture across tiers and verticals. Maintain sender hygiene and deliverability
• Own Clay enrichment workflows for target account research and list building
• Own Sales Navigator saved searches. Build prescriptive searches the BDRs run against, by vertical and tier
• Build and maintain the RIQ (Research-Insight-Question) messaging library across Interface's priority verticals (retail, QSR, C-store, automotive, hospitality, franchise multi-site)
• Own the BDR onboarding curriculum and ramp plan for future hires
• Adhere to Salesforce data hygiene
• Partner with Marketing on demand-gen-to-outbound handoff workflows and content needs
• Prospect into named Tier 1 strategic accounts requiring executive-to-executive outreach, warm-path activation through Interface’s executive network or MSD Capital, or complex multi-threaded pursuits where BDR-tier prospecting is not the appropriate motion
• Share all personal sequences, research, and outreach with the team as live examples of the motion
• Hand qualified meetings off to the appropriate NAE using the same brief format the BDRs are held to
• Report pipeline sourced, meeting quality, sequence performance, and team development progress to the VP of Sales weekly
• Partner with the VP of Sales on quarterly outbound strategy, hiring decisions, and system investments

Requirements:

• 3+ years of B2B outbound sales or business development experience, with at least 2 years in an outbound-led motion where 100% of pipeline came from cold or warm outreach rather than inbound or marketing-sourced leads
• Demonstrable experience running email and LinkedIn-led outbound programs. Must be able to speak to specific sequence structures built, messaging frameworks used, and measurable outcomes delivered
• Proficiency with Apollo.io, including sequence architecture, sender configuration, and workflow automation. Ability to learn and operate modern outbound tooling (Clay, Sales Navigator, Salesforce, Microsoft stack)
• Experience coaching, mentoring, or leading other BDRs or SDRs. Can be formal management experience or senior IC with proven pod lead or peer coaching responsibilities
• Strong written communication. Able to model the messaging quality the role is responsible for teaching
• Comfortable building from scratch. This role does not inherit a functioning system
• Prior experience selling or leading BDR teams in managed security, physical security, alarm, video surveillance, or access control
• Experience prospecting into multi-site enterprise or franchise accounts across retail, QSR, hospitality, C-store, or automotive verticals
• Experience in recurring revenue / MRR business models and selling managed outcomes rather than point products
• Prior experience building or significantly rebuilding a BDR or outbound system from scratch, including tech stack selection, process design, and onboarding curriculum